Category Manager

Alibaba Group; Sunnyvale (CA); On-site; USD 126,000 - 207,600; Full time

Job summary

Alibaba Group in Sunnyvale, CA seeks a Category Manager who acts as the CEO of assigned categories, driving end-to-end growth, P&L, and strategic direction for B2B markets.

You will shape 12-24 month roadmaps, onboard manufacturers, manage GMV and take rate, and collaborate with Marketing, Product and Sales to optimize catalog, pricing, and buyer engagement.

Qualifications

• Bachelor’s degree required; MBA a strong plus.
• 5+ years in Category Management or related fields.
• Experience in a B2B e-commerce marketplace preferred.
• Strong SQL and Excel skills; ability to analyze cohort retention and SKU-level data.

Responsibilities

• Strategic Category Planning: Develop and execute a 12-24 month roadmap for the category.
• Selection & Supply Management: Onboard high-quality manufacturers and wholesalers with professional buyer standards.
• P&L & Performance Ownership: Own GMV, Take Rate, Selection Depth, and Active Seller/Buyer growth.
• Buyer Persona Insights: Define buyer cohorts and tailor category experience to procurement pain points.
• Product & Catalog Optimization: Improve search-to-inquiry/purchase flow; structure specs, bulk pricing, shipping attributes.
• Promotional Strategy: Lead category events, trade shows, and campaigns to drive retention.

Skills

Negotiation

Cross-functional influence

Education

Bachelor’s degree

Tools

SQL

Excel

Job description

• As a Category Manager, you will be the "CEO" of your assigned business categories. You are responsible for the end-to-end growth, strategic direction, and P&L performance of specific vertical markets (e.g., MRO, Construction, or F&B Supplies). You will bridge the gap between global supply capabilities and North American buyer demands, driving selection expansion, pricing strategy, and buyer engagement.

Core Responsibilities

• Strategic Category Planning: Develop and execute a 12-24 month roadmap for the category. Identify market trends, white-space opportunities, and competitive threats within the B2B landscape.
• Selection & Supply Management: Identify, onboard, and manage high-quality manufacturers and wholesalers. Ensure the selection meets the rigorous standards of professional buyers (e.g., certifications, bulk availability, customization capabilities).
• P&L & Performance Ownership: Own key business metrics including GMV (Gross Merchandise Volume), Take Rate, Selection Depth, and Active Seller/Buyer growth.
• Buyer Persona Insights: Work closely with Marketing to define buyer cohorts (e.g., General Contractors, Restaurant Owners, Facility Managers). Tailor the category experience to solve their specific procurement pain points.
• Product & Catalog Optimization: Partner with Product teams to improve the "Search-to-Inquiry" or "Search-to-Purchase" flow. Ensure technical specifications, bulk pricing tiers, and shipping attributes are structured for a seamless B2B buying experience.
• Promotional Strategy: Design and lead category-specific events, trade shows (digital/physical), and seasonal campaigns to drive buyer retention and reactivate dormant accounts.

Job Requirements

• Experience: 5+ years of experience in Category Management, Strategic Sourcing, or Merchandising. Experience in a B2B E-commerce marketplace is highly preferred.
• Industry Expertise: Deep knowledge of at least one of the following sectors: Industrial Machinery, Building Materials, Commercial Kitchen Equipment, or Packaging Supplies.
• Analytical Rigor: Proficiency in SQL and Excel. Ability to pivot between high-level strategy and granular data analysis (e.g., cohort retention, SKU-level elasticity).
• Communication: Exceptional negotiation skills and the ability to influence cross-functional stakeholders (Product, Tech, Sales, and Legal).
• Education: Bachelor’s degree required; MBA from a top-tier university is a strong plus.
• AI tools user and AI skills owner.
• The pay range for this position at commencement of employment is expected to be between $126,000/year and $207,600/year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.
• If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.