Job Post

General Merchandise Manager, B2B Category Management
4 Copley Place - Floor 7
Boston, MA 02116

Job Description

Wayfair is looking for a talented, entrepreneurial leader to head the Category Management team for our B2B business.  B2B is one of the fastest growing businesses within Wayfair, and this represents a great opportunity to shape the strategic vision and create meaningful impact in the organization.

This is a unique general management role for a highly motivated and energetic individual looking to join a high growth company and make a significant business impact.  You will be accountable for the growth and profitability of your categories and will partner closely with your cross-functional senior counterparts to drive the overall strategic agenda. 

In this senior leadership role, you will develop and implement specific category business plans to support the needs of our diverse customer base and work closely with cross functional teams to create a best in class online B2B experience. Key responsibilities will include:

  • building/managing a robust team of highly motivated Category managers and analysts across multiple verticals, with plans to grow
  • expanding strategic selection in your categories
  • negotiating favorable business terms with suppliers
  • identifying alternative sourcing strategies to drive better product economics
  • driving a merchandising agenda across teams
  • identifying the strategy to achieve meaningful outcomes from the sales organization
  • defining the optimal experience for business customers

The ideal candidate will be a self-starter and creative problem solver with a passion for data and entrepreneurship. You’ll know your competitors inside and out. You’ll be responsible for recruiting, managing, coaching and developing your team.  You’ll be dynamic and analytical—as comfortable leading a senior business review as you are analyzing large data sets to develop impactful insights. You will be able to define overarching goals and strategy, articulate and execute plans, and monitor and manage key business metrics.  You will lead operational process improvements as well as drive efficiency gains with a continuous focus on deploying technology to enable business results. 

As a Director you will:

  • Drive data insights into action guiding strategic planning
  • Develop strategic points of view, build plans, execute and drive profitable growth in emerging categories
  • Develop and execute category strategy in concert with buy-in from senior management
  • Collaborate with key cross-functional senior stakeholders in pricing, product, site merchandising, promotions, operations, marketing, inside sales and inventory to drive category strategy
  • Analyze data to strategize profit growth opportunities for the category and suppliers
  • Lead a team of Category Managers and their reports
  • Improve profits through strategic supplier relationship management, ensuring we are competitive in the marketplace on pricing/economics
  • Execute high volume of negotiations with existing suppliers including everyday pricing, fulfillment programs, annual incentive programs, advertising programs and promotions
  • Conduct regular meetings and calls with suppliers to review the business and advance Wayfair business goals
  • Advance catalogue expansion, including identifying selection gaps, prioritizing new line queue and building direct relationships with key suppliers to bring on board
  • Develop talent for Category leadership; additionally, mentor/develop staff at Wayfair
  • Analyze competitors’ marketing, selection and pricing and make strategic changes and product scouting as needed
  • Leverage technology to enhance business goals / customer experience
  • Roughly 20% travel for meeting suppliers at trade shows

You’re a great fit if you have:

  • MBA from top tier school
  • 7 to 15 years relevant experience, preferably in management consulting or e-commerce
  • Proven track record of leadership, taking ownership and driving results
  • Ability to develop and articulate strategy and perform tactically
  • Passion for using large data sets to drive strategic insights
  • Versatile performer, capable of adapting as data-led insights evolve
  • Prior experience recruiting and building high performance teams
  • Ability to multi-task and work well within a dynamic organization
  • Prior experience in a high performance, fast-paced industry
  • Comfortable in technology-driven business environment


About Wayfair

Wayfair Inc. offers an extensive selection of home furnishings and décor across all styles and price points. The Wayfair family of sites includes:

  • Wayfair, an online destination for all things home
  • Joss & Main, where beautiful furniture and finds meet irresistible savings
  • AllModern, your home for affordable modern design
  • DwellStudio, a design house with a decidedly modern vibe
  • Birch Lane, a collection of classic furnishings and timeless home décor

Wayfair generated $3.4 billion in net revenue for full year 2016. Headquartered in Boston, Massachusetts with operations throughout North America and Europe, the company employs more than 5,600 people.

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