Go to content

Category Manager, Whole Foods & UNFI

  • Posted: 15 Sep 2021
  • Sales
  • Remote, United States
  • United States

About the job

About the Job:

We have an amazing opportunity which is work from home or near one of our offices for a Category Manager – Whole Foods / UNFI. The Category Manager is an expert in providing analytics, story-telling and persuasive arguments to grow all the categories Danone competes in using extensive analytics and the category management process as a decision based platform for all initiatives designed to optimize category performance at Whole Foods Market (WFM) and UNFI (Distributor). The Category Manager is the conduit between Sales, Marketing, Center of Excellence (COE) for Category, Supply Chain, Brand Teams, Shopper Marketing and is responsible for business development, shopper insights, business analytics and market research to develop category strategies that drive profitable growth and category growth at WFM and UNFI. The Category Manager will work closely with Category Buyers, to define the category vision which will then align with our Sales Teams on Joint-Business-Planning (JBP). Lead the Whole Foods team to become a thought leader and trusted advisor (Including category stewardship where possible) for WFM when it comes to category management. The Category Manager will create compelling stories that educate customers and grow total category sales for the mutual benefit of both Danone and our customers.


Gain category stewardship as a thought leader and a trusted category advisor at WFM by developing and refining an evolving category strategy and executing against customers key initiatives to drive total category growth

  • Create and execute a category strategy that aligns with a customer strategy, Sales initiatives and Joint Business Plans (JBPs) to win Category Stewardship across all Danone categories
  • Partner with the customer to understand the customer strategy and Go-to-Market initiatives
  • Ability to critically think and provide solutions from problem solving for WFM
  • Work with category-specific experts at the Center of Excellence (COE) for enhanced category knowledge and updated research from various strategic category platforms.
  • Adjust broad category research so its relevant to WFM and UNFI and present to category buyers
  • Participate and build category reviews for all categories Danone competes in (Assortment, Merchandising, Pricing and Shelving Recommendations)
  • Educate WFM, UNFI and the Sales Team on customer and business category insights, including category stories that influence the customers to act on our research
  • Bring category perspective to customer conversation and customer planning sessions with less focus on Danone brands but developing overall category growth
  • Support field Customer Business Managers (CBMs) and Analysts on building joint customer business plans and ensure category insights are incorporated in joint business and customer planning
  • Build reporting and share consolidated insights with the Category Buyers that tracks and reports total performance and distributes tools and resources to the Sales and Customer Business Partners


Mine and collect category insights and execute customer category strategy

  • Develop extensive category knowledge working with Category Managers at the COE
  • Research global trends, trade reports, marketing research, and work with brand teams to identify and react to consumer trends across all categories
  • Use market and shopper research to build category knowledge, understand competitive dynamics and implement based on shopper purchasing behavior that supports building a customer-specific category strategy.
  • Identify category trends, analyze fair share opportunity gaps, build stories to help expand dairy categories, utilize panel data like leakage and share of wallet to influence and make recommendations to the customer
  • Track customer performance metrics that drive the category (Volume / Penetration / Frequency) at customer level.


Build best-in-class practices to share with other category customer teams as well as the Center of Excellence

  • Contribute to the Center of Excellence research – provide feedback, results and other studies completed at WFM or UNFI to the COE, Sales Teams, Category Teams and Brand Teams.
  • Share monthly highlights and wins as well as opportunities to the COE.
  • Analyze category growth projects through the customer return on investment

About you


About You:

  • Minimum 4 Year college degree in Business or other equivalent with CPG experience (Finance, Marketing, Accounting, Economics, Business Administrations, Statistics, Mathematics, Analytics, or other applied studies to business related fields, etc.)
  • MBA or master’s preferred but not required
  • 4+ Years CPG experience in Category Management or within the CPG industry with demonstrated expanded roles and responsibility
  • 3+ Years of sales analytics or category management knowledge
  • Prior experience managing relationships with retailers or national customers (Retailers or Manufacturers), B2B relationships.
  • Experience with syndicated data required. Must demonstrate ability to use either IRI, SPINs or Nielsen point of sale measures to create quantitative analysis.
    • Understanding of what panel data is and how to use it.
    • Has a clear ability to avoid data paralysis and manage significant amounts of data at one time.
  • Must be able to demonstrate PowerQuery / PowerPivot and advanced Excel knowledge (DAX Formulas, Cube Functions), VBA and SQL language preferred but not required.
  • Must be able to demonstrate Critical Thinking Skill Set with a desire to problem solve
  • Preferably Natural Channel or Distributor Related Experience
  • Proficient in Microsoft PowerPoint and can build convincing sell stories.
  • Ability to Travel 10 – 20% of time

About us


About Us:

At Danone, we believe that every time we eat or drink, we vote for the world we want. As a leading food and beverage company, we make healthy, sustainably-produced foods and beverages that nourish people’s lives.  Some of our brands include Dannon, Activia, Horizon Organic, International Delight, Silk, Oikos, So Delicious Dairy Free, Stok, Two Good, Vega, and Wallaby Organic. And as one of the largest Certified B Corporation® in the world, we are committed to redefining success in business to ensure that through our brands we create real benefits for people, our communities, and the planet. With headquarters in Broomfield, CO and White Plains, NY, Danone North America has more than 6,000 employees across the U.S. and Canada, and more than a dozen manufacturing facilities across North America. Our employees enjoy competitive pay and industry-leading benefits including flexible time off (no yearly cap) and up to 26 weeks gender-neutral paid parental leave, and share a common mission and culture committed to both business results and social purpose. When you join Danone North America, you become part of a global team that is inspiring a healthier world through food. Please join us in nourishing lives & inspiring a healthier world through food! Learn more @ www.danonenorthamerica.com


Danone North America doesn’t just welcome what makes you unique, we value it. We’re proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs. We recruit, employ, train and promote regardless of race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other protected status. Faithful to our values of openness and humanism, all of our employees share in the commitment to engage one another with dignity and respect.

http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf


The base compensation range for this position is $100,000-$125,000. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.