Job Title: Director, Category Insights & Strategy
Reports To: Head of Sales
Position Overview
The Director of Category Insights and Strategy will be responsible for developing actionable category, consumer, and shopper insights that support MUSH's growth across retail customers. This individual will work cross-functionally with Sales, Marketing, Shopper Marketing, and Leadership teams to identify opportunities, build category stories, optimize assortments, and strengthen retailer relationships.
This role requires a highly analytical and commercially-minded individual who can transform complex data into clear recommendations that drive category growth and help win at retail.
The ideal candidate combines the analytical rigor of a Category Manager with the business acumen and customer-first mindset of a sales leader.
Responsibilities
Sales & Customer Support
- Serve as a strategic partner to the Sales team in preparing retailer presentations, line reviews, category reviews, and business updates.
- Develop compelling, customer-specific selling stories grounded in category, consumer, and shopper insights.
- Identify assortment, distribution, shelving, pricing, and promotional opportunities that drive category growth.
- Support annual planning processes, retailer strategy development, and customer business reviews.
- Participate in retailer meetings and presentations as the category expert when appropriate.
Category & Consumer Insights
- Analyze syndicated data sources (SPINS, Numerator, etc.) to identify trends, opportunities, and risks.
- Monitor category performance, competitive activity, and emerging consumer trends.
- Develop insights around shopper behavior, purchase drivers, and category dynamics.
- Translate data into actionable recommendations for both internal and external stakeholders.
- Build and maintain category scorecards and performance dashboards.
Assortment & Space Optimization
- Lead assortment recommendations and SKU rationalization analyses.
- Evaluate whitespace opportunities within customer assortments.
- Develop fact-based shelving and merchandising recommendations.
- Partner with retailers and broker teams on category optimization initiatives.
Strategic Planning
- Support development of annual retailer growth strategies.
- Identify opportunities to expand MUSH's presence within existing and new categories.
- Assist in long-term portfolio planning by providing category and consumer insights.
- Partner with Marketing and Innovation teams to assess new product opportunities and market potential.
Cross-Functional Collaboration
- Work closely with Sales, Marketing, Shopper Marketing, Finance, Supply Chain, and Leadership teams.
- Collaborate with external partners, including brokers, data providers, and retailer category teams.
- Help build a data-driven culture across the organization.
Qualifications
Required
- Bachelor's degree in Business, Marketing, Economics, Statistics, or related field.
- 5+ years of experience in Category Management, Category Leadership, Shopper Insights, Revenue Growth Management, Sales Strategy, or related CPG roles.
- Strong experience with syndicated data platforms including Circana (IRI), NielsenIQ, SPINS, or equivalent.
- Advanced proficiency in Microsoft Excel and PowerPoint.
- Exceptional analytical, problem-solving, and storytelling abilities.
- Strong presentation and communication skills.
- Ability to synthesize large amounts of data into concise, actionable recommendations.
Preferred
- Experience supporting major grocery, mass, club, or natural retailers.
- Experience in refrigerated, dairy, beverage, snack, or other high-growth food categories.
- Experience in a high-growth entrepreneurial environment.
Success Looks Like
Within the first 12-18 months, this individual will:
- Become a trusted thought partner to the Sales organization.
- Improve retailer presentations and category storytelling.
- Help increase retailer acceptance through stronger, insight-driven recommendations.
- Build scalable category tools, dashboards, and business reviews.
- Establish MUSH as a trusted category advisor with key retail partners.
- Improve the quality and consistency of commercial decision-making across the organization.
