Category Manager (FMCG)

About The Company

ADNOC Distribution is on a journey to change the retail landscape, delivering tangible actions to facilitate progress in providing sustainable mobility solutions for our customers. We are taking bold and transformative steps to grow our domestic and international footprint for our customers. We are customer-centric, offering digitally enabled journeys and providing innovative products and services to drive accelerated and sustainable development for the future of mobility. ADNOC Distribution markets, sells, and distributes transportation fuel to both retail and commercial customers. We also run non-fuel services at our service stations.

About The Job

Own and deliver the P&L for assigned categories in the C-Store and grow the category revenue and sales through various means and new initiatives including promotion, introduction of new products etc. Also responsible for identification, negotiation and closure with all category partners and suppliers.

Job Accountabilities

Strategy and Planning

• Lead and forecast the revenue planning with a monthly, quarterly view for the assigned categories including finalizing and driving commercial fundamentals for your category e.g. hierarchy, range, types of products etc.
• Define clear metrics for the category/sub-category success and build sustainable programs to structurally drive the same across the organization.
• Cooperates with the department manager in development of business case for introduction of new products and services, this includes, surveying market and customer’s taste and requirements, expected sales, target group, sourcing channels, GM, ROI, margin etc.
  
  

Category Sourcing

• Analyse industry trends and evolving technology to proactively identify supply base opportunities to reduce cost, minimize risk, protect continuity of supply, and exploit industry developments that benefit ADNOC Distribution.
• Collects information and analyses for sourcing reliable supplier, negotiates for the lower cost for ADNOC Distribution, collates product details from potential suppliers (e.g. Description, pack size, barcode, cost prices, recommended retail selling prices etc.) and calculates to fix most profitable retail selling price, whilst generating the highest gross margin from the product sale.
• Evaluates capabilities and resources of new supplier, collect relevant information e.g. trade license, agency letters etc.
• Monitor supplier performance based on meeting their obligations and self-product availability discusses to improve and maximise the service level from suppliers. Maintains relations and renegotiates, regularly, to embitter terms and reach the lowest, possible, cost price for products.
  
  

Category Management

• Understand the selection requirement, price expectation, and create the relevant portfolio of products in the category.
• Executing Revenue Growth Management plans and continuously monitoring promotions and pricing.
• Reviews, on monthly basis the sales and profitability of each category and item, classifies as good or poor sales and decide for the required change in category items, quality, price, source, or number of SKUs which can be displayed within the space allocated to the category.
• Works with the planogram manager in order to make sure that category products are getting displayed at the right areas in the C-Stores.
  
  

Promotion Planning and Execution

• Develop the promotion plans and campaigns for increasing the overall sales and revenue for the assigned category including calculating the financial cost, expected increase in sales, benefits like reduction in unsold inventory or slow-moving inventory, purchasing and negotiation with supplier and manage the roll out of the promotional campaign in coordination with other team at C-Stores.
• Produces the annual calendar for promotion campaigns in line with overall direction and departmental guidelines and shares it with higher management for approval.
  
  

Stock Management

• Manage inventory availability and inventory health including improved in stock, inventory planning, vendor operational improvement (efficiency, fill rates, lead time), forecasting, and shrink reduction.
  
  

Market Analysis and Customer Intelligence

• Develop data backed understanding of customer buying behaviour (across channels) - adoption, repeats, category adjacencies and other relevant buying behaviours.
• Managing the collection and analysis of Consumer, Market and Competitor insights for the category, share findings, and adapt strategy as necessary.
• Making recommendations to senior management on the category based on one’s expertise of the consumer, market, and competitors.
• Ensuring input metrics for the category such as maintaining in stock, reducing OOS, driving higher fill rates with the brands across all C-Stores.
• Cooperates and conduct market research to benchmark C-Store customer offer against other similar retail outlets and review as necessary to improve competitiveness and attract more customers.
  
  

Collaboration

• Partner with internal teams to develop tools, automation, and process improvements that affect purchasing and vendor management workflows.
• Ongoing vendor management – ensuring retention, issue resolution, escalation where necessary.
  
  

Minimum Requirements

• Bachelor’s degree in marketing, sales, business administration or any other relevant discipline
• 8 years of relevant experience in marketing and sales, including at least 4 years in the Retail industry.
• Experienced in FMCG Categories
• Proven track record of developing and executing effective marketing and sales strategies and plans.
• Strong knowledge of market trends, customer needs, competitive landscape, and industry best practices.
• Excellent communication, presentation, negotiation, and relationship-building skills
• Proficient in using various marketing and sales tools and platforms, such as CRM, social media, email marketing, etc.
• Ability to work independently and collaboratively with cross-functional teams and stakeholders.
• High level of analytical, problem-solving, and decision-making skills.
• Creative, innovative, and customer-oriented mindset.