THE ROLE

We are seeking an experienced Sr. Category Manager to lead merchandising for the Babies, Kids & Pet categories at Thrive Market. This role is responsible for driving revenue and margin growth through assortment strategy, vendor management, pricing, promotions, site merchandising, and a strong understanding of category trends.

Success in this role requires deep knowledge of the brands, products, and trends shaping infant & toddler nutrition, diapering, and pet care spaces, while upholding Thrive Market’s high standards for clean ingredients, product safety, and quality. Our assortment is intentionally curated compared to many online retailers.

Our merchandising team is lean and the business is growing quickly, so priorities evolve often. We’re looking for a nimble category leader who can balance strategy and execution while partnering cross-functionally to drive growth.

The role typically requires 5–10% travel to trade shows and vendor meetings when possible.

RESPONSIBILITIES

• Grow and maintain the Babies & Kids and Pet categories to meet expansion goals, including revenue, margin, and other KPIs, while balancing Thrive Market’s ingredient, safety, and quality standards.
• Drive category strategy and innovation by delivering a best-in-class shopping experience for families and pet owners, staying ahead of emerging trends, customer needs, and product innovation.
• Identify, seek out, and cultivate strong vendor relationships with both established and emerging brands. Negotiate competitive pricing, margin structures, and promotional support while representing Thrive Market’s brand and values in every interaction.
• Track, measure, and analyze data to report KPIs and category performance. Identify opportunities and challenges, act on areas for improvement, and inform new brand and product opportunities.
• Negotiate with partners to secure competitive everyday value pricing for our members, new item free-fill, marketing and promotional budgets, rebate growth incentives, delivery, and payment terms.
• Drive the new product and brand onboarding process to ensure timely launches across baby, kids, and pet categories.
• Collaborate closely with the Merchandising Marketing team to develop and execute annual promotional strategies across brands and categories.
• Partner with the Procurement team on inventory forecasts, new item projections, vendor fulfillment rates, expiry risks, and exit strategies for slow-moving inventory.
• Be curious, experimental, and rigorous in research to ensure Thrive Market’s assortment stays on-trend and leads the market in clean, family-friendly, and pet wellness products.
• Collaborate with cross-functional teams and be a positive leader both within the merchandising team and the company as a whole.

QUALIFICATIONS

• 5+ years of experience in a buying or category management role.
• E-commerce experience is highly preferred.
• Strong negotiation and vendor relationship skills.
• Deep knowledge of consumer trends and behavior, as well as ingredients, preferably in a retail environment.
• Proven track record of over-delivering on KPIs and financial plans.
• Fluency in technical and tactical merchandising: Excel, PowerPoint, and Google Sheets expertise is critical.
• Willingness to roll up your sleeves and dive into the day-to-day of category management and item launches.
• Exemplary communication skills: you can present, write clear/concise emails, and understand how best to communicate with different teams and people.
• Self-directing and self-correcting: you’re a natural problem solver skilled at prioritization.
• Flexibility and ability to adapt quickly to an ever-evolving environment.
• Over-the-top excitement about making healthy, affordable products available to every American.

JOB INFORMATION:

• Compensation Description - The base salary range for this position is $110,000 - $130,000/Per Year. 
• Compensation may vary outside of this range depending on several factors, including a candidate’s qualifications, skills, competencies and experience, and geographic location. 
• Total Compensation includes Base Salary, Stock Options, Health and Wellness Benefits, Flexible PTO, and more! 
• This position requires traveling to our HQ office in Los Angeles, California, twice a year for all-company summits; once in the summer and once in the winter.