Wayfair is hiring a

Director, Category Management

Boston, United States

Wayfair is looking for an entrepreneurial leader to oversee our largest, and most well established furniture vertical. This vertical plays a key piece in the success of the broader business and continues to have high growth potential. We are looking for a leader to build the strategic vision and a team of excellence to drive the execution of that vision. In this senior leadership role, you will develop and implement specific category business plans achieving high growth results. Key responsibilities will include building/managing Category Management teams, expanding strategic selection in your categories, negotiating favorable business terms with key suppliers, identifying alternative sourcing strategies to drive better product economics, and driving a merchandising agenda across teams. 

This is a general management role where 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. 

The ideal candidate will be a self-starter and creative problem solver with a passion for data and all things home. 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. 

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. 

Responsibilities include:

  • 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, 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 15% travel for meeting suppliers at trade shows in cities such as Las Vegas, Chicago, Atlanta, and High Point (North Carolina) 


  • 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 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 brands includes:

  • Wayfair.com, an online destination for all things home
  • Joss & Main, where beautiful furniture and finds meet irresistible savings
  • AllModern, a go-to online source for modern design
  • DwellStudio, a design house for fashion-forward modern furnishings
  • Birch Lane, a collection of classic furnishings and timeless home décor

Wayfair generated $2.25 billion in annual sales in 2015 and $786.9 million in net revenues for second quarter 2016. Wayfair employed 5,398 people as of June 30, 2016 and is headquartered in Boston, Massachusetts with operations throughout North America and Europe. The company has previously been named one of America’s Most Promising Companies by Forbes Magazine and selected by the Boston Business Journal and Glassdoor.com as a Top Company to Work For and Top Company for Well Balanced Life.

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