Job Description

Purpose of Role

The Category Lead – Core drives profitable growth across existing and new business within Rehrig Pacific’s Logistics Solutions portfolio. This role combines category strategy leadership with direct commercial engagement, ensuring that market insights, pricing strategy, and product roadmaps translate into customer adoption, pounds, TP$ growth, and scalable businesses The Category Lead serves as the voice of the market and the customer and acts as a commercial partner to Sales, especially in early-stage growth industries, new verticals, and complex solution opportunities.

Areas of Accountabilities

Define and Prioritize Growth Opportunities

• Analyze markets, customers, competitors, and adjacent white space to support sales teams across both existing and new industries
• Define Ideal Customer Profiles (ICPs) for both core-led expansion and new logo growth
• Quantify opportunities with TAM, SAM, and SOM to prioritize investments and commercial focus

Cross-Functional Accountabilities

• Align directly with Sales on priority growth opportunities, including customer meetings, value articulation, pilot design, and early-stage deal strategy.
• Lead the conversion of pilots and early adopters into scalable, repeatable revenue-generating streams
• Monitor deal quality, structure, and positioning to protect long-term value and margins

Pricing Strategy and Governance

• Establish pricing strategies aligned with customer value, portfolio positioning, and margin targets.
• Advise Sales to use value-based pricing within the approved guardrails
• Lead pricing exception reviews and recommend adjustments based on market feedback and performance data.

Category Strategy and Portfolio Ownership

• Own the category strategy, portfolio roadmap, and lifecycle recommendations (launch, expand, reposition, or exit)
• Engage Marketing on marketing identification and development strategy.
• Direct New Product Development for near-term innovation and long-term roadmap planning.

Customer Value Programs and Lifecycle Management

• Design and own early-adopter programs, pilots, and proofs-of-concept, including success criteria and ROI guardrails.
• Monitor post-launch performance and lead recommendations for scaling, pausing, pivoting, or exiting.
• Lead quarterly planning, forecasting, and performance reviews for Sales and leadership teams.

Knowledge, Skills, and Experience

· Bachelor’s degree required

· 8+ years of experience in category management, commercialization, product management, logistics, manufacturing, or B2B solutions

· Demonstrated success in launching and scaling new offerings or entering new verticals

· Strong commercial acumen and the ability to engage directly with Sales and customers

· Proven ability to influence cross-functional teams without formal authority

· Comfortable operating in ambiguous and fast-paced growth environments

· Willingness to travel up to 50%; ability to lift 40 lbs.