| Detail | For this role |
|---|---|
| Department | E-commerce |
| Level | Manager |
| Reports to | Head of Category |
| Direct reports | Category Specialist, Category Associate |
| Experience | 4 to 8 years in category or e-commerce |
Category Manager (E-commerce) job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Category Manager (E-commerce)
Department: E-commerce
Reports to: Head of Category
Location: [City], [office, branch or site]
About the role
A Category Manager runs a product category on an online store or marketplace, managing its assortment, pricing, promotions and vendor relationships to hit sales and margin targets. They select products, negotiate with brands, plan offers, and keep the category well stocked and visible. The role reports to the Head of Category. A good category manager grows the category by choosing the right products, pricing them well, running effective promotions, and building brand partnerships that bring better selection, terms and marketing support.
Key responsibilities
- Manage the category's assortment and select which products and brands to list.
- Set and adjust pricing to stay competitive while protecting the category margin.
- Negotiate margins, marketing support and terms with brands and vendors.
- Plan and run category promotions, offers and deals around sale events.
- Track category sales, margin, conversion and returns and act on the numbers.
- Manage inventory availability and ageing with the operations and supply team.
- Improve product listings, content and visibility within the category.
- Monitor competitor pricing and assortment and respond to protect share.
- Onboard new brands and products and set them up to sell well.
- Report category performance and plans to the head of category.
Requirements
- Graduate, MBA is an advantage
- Experience in category, buying or e-commerce
- Strong Excel and analytical skills
- 4 to 8 years in category or e-commerce
KRAs and KPIs for a Category Manager (E-commerce)
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Category sales | Category sales meeting the monthly and annual targets |
| Margin | Category margin kept at or above the target |
| Availability | In stock availability of key products kept above the target |
| Promotion impact | Promotion sales uplift meeting the plan for each sale event |
| Listing quality | Listing content and quality score above the target for the category |
| Inventory ageing | Ageing and dead stock in the category held within the target |
Skills and tools
Tools used day to day: MS Excel and Power BI, Marketplace seller consoles, Pricing tools, Category dashboards, Inventory systems.
Reporting line and career path
Next roles: Senior Category Manager, Head of Category, E-commerce Manager
Interview questions for a Category Manager (E-commerce)
- How do you decide the right assortment for your category?
- How do you price products to grow sales without hurting margin?
- How do you plan promotions for a category during a sale event?
- How do you respond when a competitor drops prices in your category?
- How do you work with brands to get better terms and support?
- Tell me about a category you grew and how you did it.
Managing a Category Manager (E-commerce) in ZeniaHR
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What does a category manager in e-commerce do?
A category manager runs a product category on an online store or marketplace. They manage assortment, pricing, promotions and vendor relationships to hit sales and margin targets. They select products, negotiate with brands, run offers, keep the category stocked and visible, and grow it by making the right commercial and merchandising decisions.
What skills does an e-commerce category manager need?
An e-commerce category manager needs strong commercial and analytical skills, comfort with pricing and margin, and the ability to negotiate with brands. Planning promotions, selecting assortment, optimising listings and reading sales data are all central. Good Excel skills and the ability to act quickly on competition and inventory matter in a fast moving channel.
What qualifications do you need to be a category manager?
Most e-commerce category managers are graduates, and an MBA is an advantage. Employers value experience in category management, buying or e-commerce, strong Excel and analytical skills, and commercial judgement. A track record of growing a category through assortment, pricing, promotions and vendor partnerships helps you stand out.