Category Manager

Position Overview

As the Category Manager, you are given ownership of product merchandising and OEM partner program execution, the responsibility to think strategically and make data-driven decisions, and the ability to drive significant impact to the client experience and business results. The Category Manager is tasked with effectively managing category assets and delivering on key financial metrics.

Key Responsibilities

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Provide weekly executive visibility on category performance
• Execute against the go-to-market strategy for the category
• Own the merchandising and classification of products in the category. Manage the products, pricing, promotion, and placement for industry velocity SKUs
• Review and assess the industry and category landscape, looking for key trends, shifts in market dynamics, and new disruptive technologies and make recommendations for corporate implementation
• Review industry reports (Gartner, IDC, Forrester, NPD) and analytics to ensure Zones is partnering with market leaders and identifying emerging OEMs
• Develop/Analyze segmentation within ecosystem of target markets
• Understand and communicate the partner product roadmap and go-to-market strategy for growth in targeted markets/segments
• Communicate partner strategy and lead-with guidance to Sales, Solutions, & Professional Services Teams
• Facilitate business reviews with partner executives, in collaboration with partner marketing and supply chain teams
• Execute cross-team alignment with Marketing, Supply Chain, Finance, and other departments to ensure success of company initiatives
• Achieve category-specific revenue and gross margin growth objectives
  • Manage and report on key category metrics against plan
  • Track & assess sales performance and implement plans to enhance product margins and overall profitability
  • Drive to targets for specific categories and brands by utilizing Zones breadth of marketing vehicles
  • Leverage partner programs to maximize profitability; drive awareness through Zones resources and Zones communication vehicles
• Achieve category Partner Contribution (PC) goals
  • Volume Incentive Rebates (VIR): Understand targets and track via weekly updates; enable sales to achieve targets through marketing, incentives, initiatives and communication
  • Partner-Funded Headcount: Recommend and implement investment proposals for strategic partners supported by compelling return-on-investment results
  • Negotiate net new VIR programs based on Zones sales revenue
  • Negotiate targets for existing partners based on market research and industry growth
• Understand and implement partner programs to drive increased profitability for the category
  • Evangelize deal registration programs to drive adoption across sales segments
  • Execute acquisition programs available from the partner community to drive client adoption
  • Identify and implement additional programs to facilitate sales adoption (Trade-in, Demo, Proof-of-Concept, Competitive Displacement, etc.)
  • Align and collaborate with partner marketing for execution of all marketing programs to ensure adherence to marketing strategies with partners
• Demonstrate fluency with and effective management of key financial metrics and category assets
  • Review category pricing strategy and gross margin yields; initiate changes to maximize profitability
  • Review aged receivables; leverage relationships with partners to gain closure
• Serve as the category expert
  • Review industry velocity products, and make recommendations on stocking and pricing strategy
  • Conduct formal business reviews, and present category/brand trends on growth, market share, product mix, client mix and other key metrics
  • Conduct market research, attend trainings, and obtain knowledge to execute the category strategy
  • Build credibility with partners by demonstrating category expertise
• Manage overall partner incentive strategy
  • Establish and execute incentives that support the category strategy
  • Oversee administration from development to payment
• Manage certifications and authorizations required by strategic partners
  • Make recommendations on key areas to advance Zones authorization levels with key partners
• Act as the facilitator to resolve issues with partners and internal operations team
  • Contract facilitation and renewal
  • Product classifications
  • General orchestration of cross-departmental issues

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As a rapidly growing global provider of IT solutions, we’ve expanded from Seattle to Sydney and beyond – with reach in over 80 countries around the world. Today’s top brands count on Zones and our world-class partners – Microsoft, Apple, Cisco, Dell, Lenovo, and more – to transform their enterprises. To support this transformation, Zones offers products and services across four Solution Environments: Workplace Modernization, Network Optimization, Data Center Transformation, and Security Fortification.

Zones offers a comprehensive Benefits package

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, a 401(k) plan with matching provision, paid time off, and much more. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse.

At Zones, work is more than a job – it's an exciting career immersed in an inventive, collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!