Produce Category Manager

Overview:

The Produce Category Manager will own the strategy, sourcing and financial performance of the assigned produce categories we sell, working closely with the sales and merchandising team to drive sales, maximize category profitability and deliver a market-leading assortment to our independent supermarket customers. The ideal candidate is a dynamic, results-driven team player with deep produce market knowledge who excels at negotiating, sourcing and building strong grower and shipper relationships.

Key Responsibilities include, but are not limited to:

• Category Strategy & Performance
• Develop and execute category strategies, aligned with company merchandising strategies, that meet customers’ expectations for sales and our company’s goals and objectives.
• Own category performance for sales, gross margin and shrink, and achieve established goals on a monthly, quarterly and yearly basis.
• Analyze sales figures, margins, customer feedback and market trends to anticipate product needs and identify growth opportunities.
• Sourcing & Supplier Relationships
• Source and procure fresh produce on both an FOB and delivered basis.
• Build and maintain strong relationships with growers, shippers, importers and regional terminal market vendors.
• Negotiate costs, contract and seasonal programs, and promotional support to secure competitive pricing and consistent supply.
• Market Monitoring & Pricing
• Monitor markets, crop conditions, weather and seasonal transitions between growing regions, and anticipate supply disruptions.
• Set weekly cost and sell-price recommendations based on market conditions.
• Assortment & Inventory Management
• Manage assortment by analyzing SKU performance, introducing new items (including organic, specialty and multicultural produce) and exiting underperforming products.
• Forecast demand and maintain inventory levels that meet sales needs, balancing fill rate, freshness and shrink to ensure profitability.
• Serve as the company subject matter expert on raw product quality, specifications, market trends and the science of perishable inventory management (temperature, ripening, rotation and shelf life).
• Quality & Compliance
• Partner with warehouse and quality teams to ensure all inbound product is inspected against specifications; manage rejections, USDA inspections and PACA claims when needed.
• Ensure category compliance with food safety, traceability and labeling requirements (FSMA, GAP/GMP, Country of Origin Labeling).
• Sales & Customer Support
• Work with the sales team to deliver products, programs and promotions that build customer sales and relationships.
• Keep the sales team informed on market conditions, quality updates and new items.
• Support customers’ retail merchandising with category insights, ad and promotional planning, and seasonal display recommendations.

Qualifications & Requirements

• Experience: 5+ years of experience in FOB and delivered produce buying.
• 2+ years in category management, merchandising or a senior buying role with a produce distributor, wholesaler or retailer preferred.
• Experience managing category sales, margin and shrink targets.
• Deep knowledge of produce commodities, growing regions, seasonality and market pricing dynamics.
• Established network of grower, shipper and vendor relationships preferred.
• Excellent negotiation skills.
• Excellent communication skills, both verbal and written.
• Customer-oriented mindset and commitment to quality.
• Exceptional ability to analyze data (sales, margin, shrink and market pricing) and draw relevant conclusions.
• Excellent organizational skills and attention to detail.
• Strong time management skills with a proven ability to meet deadlines and manage multiple priorities.
• Ability to adapt and make decisions quickly and efficiently as markets and supply conditions change.
• Familiarity with USDA, FDA and PACA regulations, including USDA grade standards and inspections.
• Proficient with Microsoft Office (Excel – advanced, Outlook, Teams, Word); experience with produce ERP or inventory management systems a plus.
• Bilingual (English/Spanish) a plus.
• Bachelor’s degree in business, agribusiness or a related field preferred, or equivalent combination of education and experience.

Work Environment & Schedule

• Full-time, on-site position
• Fast-paced, warehouse-adjacent office environment working around perishable products.
• Varying days and work hours, including early mornings, based on business need.

Pay: $105,000 - $125,000 per year

Schedule: Full-Time; On-site