Category Insights Account Manager

Account Manager/Category Insights

The Account Manager/Category Insights is responsible for developing and executing customer-focused category strategies that drive sales growth, profitability, and competitive advantage across assigned accounts.

This role combines category management, analytics, and customer-facing sales expertise to deliver tailored Category Business Plans (CBPs), optimize assortment, pricing, and promotions, and strengthen customer partnerships. The position serves as a key liaison across Sales, Merchandising, Marketing, and supplier partners to ensure alignment and execution of category initiatives.

Core Responsibilities

• Develop and execute Category Business Plans (CBPs) aligned with company objectives and customer strategies
• Translate national and regional initiatives into customer-specific plans and execution strategies
• Leverage syndicated data, shopper insights, and market trends to identify opportunities and risks
• Support the development of annual, quarterly, and periodic sales and category plans

Customer & Sales Partnership

• Serve as the category expert for assigned customers, partnering closely with Sales and Account Managers
• Participate in and support customer business reviews, providing data-driven insights and recommendations
• Identify customer needs and growth opportunities to expand category performance and share
• Build and maintain strong relationships with customers to support long-term business growth

Financial Tools & Analysis

• Monitor sales, margin, and category performance against targets and forecasts
• Utilize financial tools and P&L reporting to evaluate performance and inform decisions
• Provide analysis and recommendations to improve profitability and optimize category performance
• Support budgeting and forecasting processes for assigned categories and customers

Promotions

• Plan and execute promotional strategies in collaboration with suppliers, brokers, and internal teams
• Evaluate promotional effectiveness and adjust plans to improve ROI
• Customize national programs to align with customer-specific needs and opportunities
• Support communication of promotional plans to sales teams for execution

Resets, Shelf Management & Assortment

• Optimize product assortment based on customer needs, performance data, and market trends
• Support planogram development, category resets, and merchandising strategies
• Collaborate with sales and field teams to ensure strong in-store execution
• Conduct store visits and category reviews to validate strategy and identify opportunities

Vendor & Cross-Functional Collaboration

• Serve as a point of contact for suppliers and brokers for assigned categories
• Support negotiations, promotional planning, and vendor partnerships
• Collaborate with internal teams across Sales, Marketing, Analytics, and Merchandising
• Provide category expertise, training, and insights to internal stakeholders

People & Project Leadership

• Independently manage multiple initiatives and priorities in a matrixed environment
• Lead cross-functional projects and coordinate execution across teams
• Demonstrate strong organizational, problem-solving, and decision-making skills

Performs other duties as assigned.

Job Requirements:

Education/ Certifications:

• Bachelor's degree preferred or equivalent combination of education and experience

Experience:

• Minimum five (5) years of experience in Category Management, Sales, or Merchandising
• Category management experience with proven performance utilizing syndicated data (e.g., IRI, Nielsen/Circana, or similar data sources) to deliver actionable insights and drive business results
• Experience working with retail customers and managing category performance
• Proven track record of driving sales growth and margin improvement

Knowledge/Skills/ Abilities

• Strong understanding of category management principles and consumer behavior
• Ability to analyze and interpret data to drive business decisions and performance
• Ability to manage multiple priorities and projects effectively
• Experience working cross-functionally in a matrixed organization
• Excellent written, verbal, and presentation skills
• Strong relationship-building skills with internal and external stakeholders
• Proficiency in Microsoft Office (Excel, PowerPoint, Word)
• Experience with syndicated data platforms and category management tools
• Ability to think strategically while executing tactically
• Demonstrated ability to develop and implement category plans that drive results
• Good judgment is required for this position as there may be times when direct supervision may not be immediately available.

Work Environment:

Hybrid Role:

• This position follows a hybrid schedule working in office 4 days per week. The acceptable split between onsite and remote work is determined by the manager. Hybrid associates may choose to work from an office on a more frequent basis than required.

Travel (minor):

• This position may require the associate to travel to company offices, distribution centers, or other locations for specific meetings or other business reasons.

Physical Environment/Demands:

Office Roles:

• Most work is performed in a temperature-controlled office environment.
• Incumbent may sit for long periods of time at a desk or computer terminal.
• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Incumbent may use calculators, keyboards, telephones, and other office equipment in the course of a normal workday.
• Stooping, bending, twisting, and reaching may be required in the completion of job duties.

UNFI is an Equal Opportunity employer committed to creating an inclusive and respectful environment for all. All qualified applicants will receive equal consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, or other protected ground. Accommodation is available upon request for candidates taking part in all aspects of the job selection process. - M/F/Veteran/Disability. VEVRAA Federal Contractor.

Company: United Natural Foods Inc.

Compensation:

UNFI anticipates paying the above-referenced pay rate (or within the above-referenced pay range) for this position. Actual Pay, where applicable, will depend on a number of factors, including, but not limited to, education, experience, training, and any requirements under applicable collective bargaining agreements. UNFI is committed to transparency in pay in compliance with applicable state/provincial and local laws.

Benefits:

For Washington positions (or positions that may be performed remotely from Washington), Click HERE for Washington-specific paid time off details.

Candidates hired into this position will also be eligible to participate in the following benefits programs: Paid Time Off; Sick Time; paid holidays and parental leave; 401K Program (or retirement savings plan if in Canada); medical, dental, vision, life, and accidental death/dismemberment insurance; short-term and long-term disability insurance program, Flexible Spending Account and/or Health Savings Account (U.S. only), subject to meeting the eligibility requirements and the terms and conditions of these programs, and subject to any requirements under applicable collective bargaining agreements.

Sales Positions Only: For sales positions that are commission-based, the above range is an estimate of total potential commission-based compensation during an associate's first year, but UNFI offers an introductory period minimum of $680 per week. After the introductory period, as a 100% commission-based role, there is no set salary. UNFI's commission plans are uncapped and average earnings vary depending on territory and sales achieved, among other factors.

UNFI's compensation, benefits, and paid time off policies are subject to change in the Company's sole discretion, consistent with applicable law. This job posting should not be construed as an offer of employment with certain terms, nor should it be construed as a guaranteed minimum.

Qualified applications with arrest or conviction records will be considered for employment in accordance with the