Cigarette Category Strategy and Analytics Manager

Are you curious about solving complex business challenges for a leading convenience retailer?  Do you have a passion for cross functional collaboration?  Then you may be the perfect addition to our team! 
Cumberland Farms is one of the fastest-growing convenience store retailers in the United States, committed to becoming America’s #1 ‘one-stop’ destination. The business has an established pedigree of delivering excellent fuel, grocery and merchandise, and food service. Headquartered in Westborough, Massachusetts, our Company has grown to over 1,500+ locations across the United States employing over 18,000 team members.  You can find us operating under the following store banners: Certified Oil, Coen Markets, Cumberland Farms, Fastrac, Kwik Shop, Loaf N Jug, Minit Mart, Sprint Food Stores, Tom Thumb, Turkey Hill, and Quik Stop. Our headquarters in Westborough, MA is home to our Store Support Center, Company Warehouse, and Culinary Center.
What We Offer:
Competitive Wages
Work today, get paid tomorrow through our earned wage access program*
Paid Time Off
Medical/Health/Dental Coverage
401K with Company Match
Team Member Discounts
Tuition Reimbursement
Employee Assistance Program
Health Savings Account
Company Spirit Days
Employee recognition and awards
And much more!
Position Summary: This role is responsible for end-to-end ownership of the cigarette category, including strategy, pricing, promotions, analytics, and financial performance. This role combines commercial category management with advanced analytics and pricing strategy to drive sales, margin, and market share while ensuring compliance with regulatory and contractual requirements. The role leads assortment, pricing, promotional planning, and merchandising while also owning analytics, reporting, forecasting, and performance insights for the Cigarette category. This position partners cross-functionally with Finance, Operations, Supply Chain, Loyalty, and vendor partners to deliver profitable growth and data-driven decision making. This is a highly strategic role requiring both strong commercial acumen and advanced analytical capability.
 
Responsibilities:
1. Category Strategy & Commercial Ownership
Develop and execute category strategies to maximize sales, margin, and market share within the cigarette portfolio
Optimize assortment, space allocation, and merchandising to align with customer demand and regulatory constraints
Identify growth opportunities including new product launches, innovation, and private label where applicable
Lead vendor negotiations including pricing, rebates, and promotional funding
2. Pricing Strategy & Revenue Growth Management
Own pricing architecture all cigarette SKUs to ensure compliance with vendor contracts, pricing requirements, and promotional programs
Conduct elasticity, competitive price index, and margin analysis to inform pricing decisions
Develop pricing scenarios and financial models to evaluate profitability and volume impact
Ensure compliance with state and federal tobacco pricing regulations
3. Promotions, Loyalty & Trade Investment
Develop and execute promotional and loyalty strategies to drive incremental sales and customer engagement
Evaluate ROI of promotions, vendor funding, and loyalty offers (Smart Rewards, P+, etc.)
Manage vendor-funded programs and ensure financial accuracy of accruals and billing
4. Analytics, Reporting & Insights
Develop dashboards, KPI reporting, and executive-level performance reviews
Translate complex data into clear, actionable insights and recommendations
Monitor performance across sales, margin, volume, rebate income, and share
Conduct competitive benchmarking and category health analysis
5. Financial Planning & Forecasting
Manage category financials including budgets, forecasts, and monthly re-projections
Build forward-looking models for pricing, assortment, and promotional strategies
Ensure delivery against EBITDA, sales, and gross profit targets
6. Assortment, Merchandising & Inventory
Lead planogram strategy and back-bar optimization to maximize sales and compliance
Monitor CAO accuracy, DSI, in-stock levels, and shrink
Partner with supply chain to ensure optimal inventory levels and execution
7. Cross-Functional Leadership & Vendor Partnerships
Partner with Legal, Compliance, Finance, Loyalty, Operations, and IT teams to ensure execution and compliance
Serve as primary contact for key tobacco vendor partners
Align vendor data, reporting, and shared growth strategies
8. Process Development & Governance
Establish SOPs for pricing, promotions, vendor funding, and analytics workflows
Ensure adherence to regulatory, contractual, and financial requirements
Improve internal reporting tools and data governance processes
Working Relationships:
INTERNAL: Within Marketing: Direct and Indirect Reports; Advertising Team; POS/Price Book Team; Merchandising/Planogram Team Within Store Support Center: IT Department; Legal Department; Strategic Sourcing; Finance Team; Supply Chain/Warehouse Team, Retail Operations Team: Retail Vice President’s; Regional Manager’s;  District Manager’s, Store Managers                                      EXTERNAL: Direct Vendors,  Brokers, Distributors (especially for DSD categories)

Minimum Education: Bachelor’s degree in Business, Marketing, Finance, or related field
Preferred Education: Master's Degree / MBA Preferred
Minimum Experience: Category Management or Related; Negotiation; Marketing; Retail Experience; Track record of developing category strategy and success in implementing marketing and merchandising programs in a retail environment.
Preferred Experience: 
5–7+ years in category management, pricing, analytics, or revenue growth management
Experience in tobacco, nicotine, CPG, or regulated retail categories strongly preferred
Proven experience managing P&L responsibility and vendor negotiations
Licenses/Certifications:
Soft Skills: 
Advanced analytics and financial modeling (Excel, Power BI/Tableau, syndicated data)
Strong commercial and merchandising acumen
Pricing strategy and elasticity modeling expertise
Executive-level storytelling and presentation skills
Cross-functional leadership and stakeholder management
Travel: 25% - 30%
Hours & Conditions: Hybrid work environment with periodic presence at Store Support Campus
Physical Requirements: Minimal physical effort required; sitting / standing at computer for long periods of time.  Ability to maneuver and lift up to 10 lbs.
$90675-$120900

At Cumberland Farms, it’s important that our employees reflect the world we live in and the communities we serve. We celebrate our differences, so your unique background and skillset could bring a wonderful new perspective to our team. If you have a passion for delivering exceptional results, thrive in a fast-paced corporate environment, and bring experience in business management or related areas, we'd love to meet you - even if you don't meet every single requirement.
In the spirit of pay transparency, we’re sharing the base salary range for this position. Final pay within this range will be based on your skills, experience, and qualifications.
Base pay represents just one part of our total rewards approach. We’re proud to offer a variety of financial and non-financial benefits that invest in your overall growth, well-being, and career journey.