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Commercial Category Manager

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Date: May 13, 2019

Location: Colmar, PA, US

Company: Dorman Products

The Category Manager is the go-to-market expert for an assigned category and will work cross functionally with Product, Sales, Supply Chain, and Operations. They work to drive product adoption speed and timing at the recommended levels supporting the sales plan and product strategies. Additionally, this role supports the competitive landscape information gathering for new product/program volume forecasts for use in the SIOP (Sales Inventory Operations Planning) process.


Responsibilities and Duties/Essential Duties

  • Leads the development of go-to-market strategy for assigned categories; provides ongoing communication to sales and all other key stakeholders to ensure go-to market strategy/channel tactics and customer plans align with overall strategic direction of product priorities and the company as a whole.
  • Development and execution of market launch tools and pull-through programs to assist sales teams in ensuring proper level of distribution placement by understanding market requirements and working with appropriate cross functional teams (BI, Sales Ops, IT, Marketing).
  • Keeps up-to-date on market trends of assigned categories to include but not limited to; key customer line review timing, ongoing market positioning vs all competitors, ensuring proper market/product positioning, ensuring speed to market customer penetration, proper depth and breadth of product placement in customers supply chain to maximize sales and profitability.
  • Leads the creation of product category promotional incentives with product, sales and marketing teams to drive placement, incremental sales and/or defend our market position.
  • Understands their assigned categories commercialization needs, creates applicable tools to gain or defend market share and leads the communication of these tools to Sales, Product, BI, Sales Ops, IT, Marketing and Demand Planning teams.
  • Leads the development of sales team training tools (PM, Marketing) and makes presentations of the training tools to the appropriate sales teams.
  • Assists sales teams with in-field customer presentations to help close large revenue opportunities.
  • Helps create barriers to entry through leading development of awareness tools and market positioning tactics.
  • Works cross-functionally with Demand Planning, Quality and Product Management to ensure appropriate levels of saleable inventory is available prior to any promotional events or focused sales efforts.
  • Works directly with PM and Dorman pricing manager to ensure Dorman is and remains priced competitive with “like” value proposition alternatives.
  • Leverages KPI reporting tools for use within the sales force for assessing the customer level performance of new product introductions, as well as predictive analytics for future programs.
  • Develops and implements competitive category changeover processes for key competitive lines. Processes include but are not limited to, working to determine if a lift or rebox is the preferred changeover method for a category, what boxes and labels are required for category changeovers, ensuring interchanges are kept up-to-date in database, etc.



  • Bachelor’s degree in business or marketing required
  • 7+ years of Automotive Aftermarket industry experience, including experience within field sales and product development
  • Solid understanding of automotive aftermarket national retail and independent warehouse distributor customer go-to-market sales execution strategies
  • Ability to interpret needs of sales to provide creative solutions for business that deliver company objectives
  • Critical/ analytical/ strategic thinking skills and ability to organize own work and set priorities



Dorman Products, Inc. is an equal opportunity employer; we value a combination of ideas, perspectives and cultures. EEO/AA Employer M/F/D/V.

Nearest Major Market: Philadelphia

Job Segment: Warehouse, Supply Chain Manager, Manager, Field Sales, Marketing, Manufacturing, Operations, Management, Sales