| Detail | For this role |
|---|---|
| Department | E-commerce |
| Level | Senior management |
| Reports to | Head of E-commerce |
| Direct reports | Category Manager (E-commerce), Category Specialist |
| Experience | 10+ years in category management with 3 years leading |
Head of Category 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: Head of Category
Department: E-commerce
Reports to: Head of E-commerce
Location: [City], [office, branch or site]
About the role
A Head of Category owns the profit and loss of a product category across an online business. They set the assortment, pricing and margin strategy, manage brand and vendor relationships, plan promotions, and grow the category's sales and profitability. Category managers report to them. The role reports to the Head of E-commerce. A good head of category grows sales and margin together, builds the right assortment for demand, negotiates strong terms with brands, and turns category data into decisions that beat the market.
Key responsibilities
- Own the category profit and loss and set targets for sales, margin and growth.
- Define the assortment strategy and decide which brands and products to add or drop.
- Set pricing and margin strategy for the category to stay competitive and profitable.
- Negotiate commercial terms, margins and marketing support with brands and vendors.
- Plan the category promotion calendar around sale events and seasons.
- Analyse category performance, market trends and competition to guide decisions.
- Lead category managers and hold each subcategory to its plan and targets.
- Manage inventory health, availability and ageing across the category with operations.
- Drive the category's presence and visibility on the site and marketplaces.
- Report category performance, risks and plans to the head of e-commerce.
Requirements
- Graduate with an MBA in a relevant field
- Strong experience in category or retail buying
- Comfort with data and commercials
- 10+ years in category management with 3 years leading
KRAs and KPIs for a Head of Category
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 growth | Category sales meeting the annual growth target |
| Margin | Category gross margin kept at or above the target for the year |
| Assortment | Assortment gaps against demand closed to the agreed level each quarter |
| Availability | In stock availability of key products kept above the target |
| Vendor terms | Improved commercial terms negotiated across top brands each year |
| Inventory health | 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, Category dashboards, Pricing and margin tools, Inventory systems.
Reporting line and career path
Next roles: Head of E-commerce, Business Head, Chief Merchandising Officer
Interview questions for a Head of Category
- How do you grow category sales and margin at the same time?
- How do you decide which brands and products to add or drop?
- How do you negotiate better terms with a strong brand?
- How do you plan a category for a big sale event?
- How do you manage inventory ageing in a fast moving category?
- Describe a category you turned around and what you changed.
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What does a head of category do?
A head of category owns the profit and loss of a product category in an online business. They set assortment, pricing and margin strategy, manage brand and vendor relationships, plan promotions, and grow the category's sales and profitability. They lead category managers and turn category data into decisions that beat the market.
What is the difference between a head of category and a category manager?
A head of category owns the whole category profit and loss, sets strategy, and leads several category managers. A category manager runs a specific category or subcategory, managing its assortment, pricing, promotions and vendors day to day. The head sets direction and owns results, while the manager executes for their area.
What qualifications does a head of category need?
Most heads of category are graduates with an MBA and strong experience in category management, e-commerce or retail buying. Employers look for a track record of growing sales and margin, skill in pricing, assortment and vendor negotiation, comfort with data and commercials, and the ability to lead a category team.