Job Description

Position Overview

As the Category Manager, you will help drive the success in our Partner and Product Management department, which is a cornerstone for Zones’ success. You will have overall responsibility of managing the OEM partner relationships across a defined product category or brand. You will be responsible for achieving category-specific revenue, gross margin and overall profit objectives.

As the Category Manager, you are given ownership of product go-to-market, 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 INITIATIVES AND RESULTS EXPECTED:

1. Develop and execute Category business plan
2. Deliver revenue and gross margin growth, according to quarterly budget goals
3. Execute product merchandising and pricing strategies for category
4. Quarterly business reviews
5. Achieve quarterly targets for partner contribution
6. Execution and oversight of incentive programs
7. Weekly update/reporting to Sr. Management on progress/KPIs

STRATEGIES AND ESSENTIAL FUNCTIONS: 

1.      Provide weekly executive visibility on category performance.

2.      Execute against the go-to-market strategy for the category.

a.      Own the merchandising and classification of products in the category. Manage the products, pricing, promotion, and placement for industry velocity SKUs

b.      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

c.      Review industry reports (Gartner, IDC, Forrester, NPD) and analytics to ensure Zones is partnering with market leaders and identifying emerging OEMs

d.      Develop/Analyze segmentation within ecosystem of target markets

e.      Understand and communicate the partner product roadmap and go-to-market strategy for growth in targeted markets/segments

f.       Communicate partner strategy and lead-with guidance to Sales, Solutions, & Professional Services Teams

g.      Facilitate business reviews with partner executives, in collaboration with partner marketing and supply chain teams

h.      Execute cross-team alignment with Marketing, Supply Chain, Finance, and other departments to ensure success of company initiatives

3.      Achieve category-specific revenue and gross margin growth objectives.

a.      Manage and report on key category metrics against plan

b.      Track & assess sales performance and implement plans to enhance product margins and overall profitability

c.      Drive to targets for specific categories and brands by utilizing Zones breadth of marketing vehicles

d.      Leverage partner programs to maximize profitability; drive awareness through Zones resources and Zones communication vehicles

4.      Achieve category Partner Contribution (PC) goals

a.      Volume Incentive Rebates (VIR): Understand targets and track via weekly updates; enable sales to achieve targets through marketing, incentives, initiatives and communication

b.      Partner-Funded Headcount: Recommend and implement investment proposals for strategic partners supported by compelling return-on-investment results

c.      Negotiate net new VIR programs based on Zones sales revenue

d.      Negotiate targets for existing partners based on market research and industry growth

e.      Assist Partner Marketing team in the execution of MDF, including content development, planning, coordination with partner resources, and oversight in claiming and payments.

5.      Understand and implement partner programs to drive increased profitability for the category

a.      Evangelize deal registration programs to drive adoption across sales segments

b.      Execute acquisition programs available from the partner community to drive client adoption

c.      Identify and implement additional programs to facilitate sales adoption (Trade-in, Demo, Proof-of-Concept, Competitive Displacement, etc.)

d.      Align and collaborate with partner marketing for execution of all marketing programs to ensure adherence to marketing strategies with partners

6.      Demonstrate fluency with and effective management of key financial metrics and category assets

a.      Review category pricing strategy and gross margin yields; initiate changes to maximize profitability

b.      Review aged inventory with Supply Chain team; facilitate plans to mitigate aging and the disposition of distressed inventory (pricing, marketing)

c.      Review aged receivables; leverage relationships with partners to gain closure

7.      Serve as the category expert

a.      Review industry velocity products, make recommendations on stocking and pricing strategy

b.      Conduct formal business reviews, and present category/brand trends on growth, market share, product mix, client mix and other key metrics

c.      Conduct market research, attend trainings, obtain knowledge to execute category strategy

d.      Build credibility with partners by demonstrating category expertise

8.      Manage overall partner incentive strategy

a.      Establish and execute incentives that support the category strategy

b.      Oversee administration from development to payment

9.      Manage certifications and authorizations required by strategic partners

a.      Make recommendations on key areas to advance Zones authorization levels with key partners

10.   Act as the facilitator to resolve issues with partners and internal operations team

a.      EDI reconciliation

b.      Contract facilitation and renewal

c.      Product classifications

d.      General orchestration of cross departmental issues

MINIMUM QUALIFICATIONS

EDUCATION/CERTIFICATION: 

BA/BS degree in business administration, information technology, marketing or related field or 4+ years of relevant experience

REQUIRED SKILLS:

1. Experience building and driving product strategies and execution tactics
2. Proven analytical capabilities and product management skills
3. Effective negotiator, leader and communicator in working with some of Zones’ most important partners
4. Understand, prioritize, and manage key financial levers and operations/technical concepts.
5. Excellent product and program management skills, communication proficiency, and motivation to deliver results in a fast-paced environment.
6. Composure, judgment, negotiation skills, influence, creativity, and leadership skills are essential.
7. Operate with significant autonomy to deliver results and achieve the goals and objectives of both your team and the broader organization.
8. Experience managing the entire product life cycle from strategic planning to tactical execution
9. Strong organizational and time management skills
10. Proficient in Computer Terminology and Technologies
11. A solid understanding of IT solutions and a history of creating highly successful business plans
12. Ability to identify and analyze quantitative and qualitative data on product trends and vendor feedback to continue to improve processes
13. Demonstrated ability to develop and nurture relationships across all levels of an organization
14. Solid understanding of key financial metrics and category asset management
15. Solid understanding of Excel, database management, pivot tables, and executive dashboards

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 health Insurance coverage for parents, spouse & children, life insurance, Gratuity and EOBI. We maintain our unequivocal commitment to and support of equal employment opportunity for all individuals, free from discrimination based on race, color, ethnicity, religion, national origin, citizenship, marital status, gender, sexual orientation, age, disability, genetic information, or any other basis protected by under the law. 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!

Job Timings: 9PM - 6AM Pakistan time

Required Skills