Hunter Campbell’s Mastering Supply Chain Series profiles roles within the Supply Chain job family including jobs in demand, salaries, and employment prospects.
In this article, the role of Procurement Category Manager is in the spotlight.
Clarity first: Procurement vs Buying
Procurement is often the most misunderstood area within Hunter Campbell’s specialties. Terms like buying, purchasing, strategic sourcing, and contract management are frequently used interchangeably, leading to confusion. To clarify the role of a Procurement Category Manager, it’s essential to first understand what Procurement truly involves and how it differs from Buying.
At its core, procurement is a strategic approach to sourcing the goods and services an organisation needs, focusing on efficiency, cost-effectiveness, and securing favourable terms and conditions. It’s a process that goes beyond simple transactions, aligning sourcing decisions with broader organisational goals.
In contrast, buying—or purchasing—focuses on executing these procurement strategies. Buyers are responsible for acquiring the goods and services identified through the procurement process. In simple terms, Buying handles the “how” of procurement, not the “what” or the “who.”
Purpose of the Role
Category Management is a cornerstone of procurement, defined by the Chartered Institute of Procurement and Supply (CIPS) as a strategic approach that segments an organisation’s spending into categories of related products, enabling targeted consolidation and efficiency.
Over the years, the role of the Procurement Category Manager has evolved from a cost-focused, transactional function to a strategic, data-driven, and collaborative position. Where the focus once centered on cost savings, today’s Procurement Category Managers are increasingly involved in sustainability initiatives, supplier innovation, and risk management.
Although recent economic challenges have necessitated a renewed emphasis on cost control, AI, predictive analytics, and sustainability will continue to redefine the role. This evolution positions category managers as critical drivers of value, resilience, and innovation, aligning their responsibilities more closely with overall business strategy. They will need to balance cost, risk, and environmental goals to achieve sustainable and strategic outcomes.
The two main types of Category Managers—Retail and Procurement—reflect these broader industry trends:
- Retail Category Managers:
Oversee a specific category of goods within a retail or wholesale environment. For instance, a supermarket may have a Category Manager dedicated to produce, who leads purchasing decisions for that category. This role includes a sales and marketing component, as Retail Category Managers analyse trends, seasonality, and consumer behaviour to shape the retail strategy for their category, much like a Demand Planner. They need a forward-looking approach to anticipate trends and customer preferences. - Procurement Category Managers:
Specialise in a specific procurement category, such as IT, Travel, Professional Services, or Direct Categories (e.g., ingredients or packaging essential for production). Their responsibilities extend beyond sourcing to include comprehensive category strategy, supplier relationship management, and alignment with organisational goals. As AI and predictive analytics advance, these managers will increasingly rely on data-driven insights to optimise purchasing decisions, manage risks, and drive value through supplier collaboration and innovation.
However, the strategic nature of Category Management often leads to title confusion; Buyers may be labeled as Category Managers, although their role may be limited to transactional activities. True Category Managers are involved in defining the strategy and vision for their category, using advanced insights and market knowledge to capture supplier value and respond to evolving business needs. Both Retail and Procurement Category Managers use in-depth market data to evolve categories in real time, positioning their role as a linchpin in modern supply chain and procurement strategy.
Recruitment Forecast 2025
Procurement has long faced a talent shortage in New Zealand, with the gap in skilled professionals often filled by attracting talent from countries with more mature, large-scale procurement functions, primarily the UK and South Africa. Additionally, companies have addressed this shortage by encouraging career shifts within their own ranks, moving employees from sales, finance, and other departments into procurement roles.
The demand for procurement talent surged after the first COVID lockdown in 2020, as companies sought solutions to supply chain disruptions and prioritised cost minimisation, risk mitigation, and robust contingency planning. With the shift from “Just in Time” to “Just in Case,” procurement teams were tasked with finding local suppliers to complement overseas partners and structuring contracts to secure dependable levels of supply, quality, and cost.
While COVID lockdowns may feel like a distant memory, the pressures on procurement remain high. Even though recruitment activity in 2023 and 2024 has been more subdued than the record highs of 2021 and 2022, the underlying demand for procurement professionals— particularly ICT procurement specialists—has stayed strong. Looking ahead, the focus on sustainable procurement, supply chain transparency, and environmental considerations continues to intensify. With procurement now central to sustainability goals, we expect demand for skilled professionals in this area to remain robust throughout 2025.
Career Prospects
The career prospects for Procurement Category Managers are strong and expanding as organisations recognise the strategic value of procurement. With opportunities for advancement into senior leadership roles, specialisation, and the ability to impact sustainability initiatives, professionals in this field can expect a rewarding and dynamic career. By developing key skills, embracing technology, and staying engaged in professional development, Procurement Category Managers can position themselves for success in an evolving landscape.
Pursuing certifications (e.g., CIPS, CPSM) can enhance credibility and demonstrate a commitment to professional development, making candidates more attractive to employers.
Joining professional organisations (e.g. CIPS), attending industry conferences (e.g. Procurement Excellence Forum), and engaging in networking opportunities can significantly enhance career prospects. Building a strong professional network can lead to mentorship opportunities and access to
job openings.
Here’s a detailed overview of the career prospects for Procurement Category Managers:
- Senior Leadership Roles: Procurement Category Managers can progress to senior leadership positions such as Head of Procurement, Chief Procurement Officer (CPO), or Vice President of Supply Chain. These roles involve overseeing procurement strategies at the organisational level and contributing to overall business strategy.
- Specialised Roles: There are opportunities to move into specialised roles such as Supplier Relationship Manager, Procurement Analyst, or Strategic Sourcing Manager, where individuals can focus on specific areas within procurement, supply chain management, or category management.
- Cross-Functional Leadership: Procurement professionals may also transition to roles in other departments, such as operations, finance, or product development, leveraging their procurement experience to contribute to broader business initiatives.
- Procurement Category Managers often have the opportunity to work in global environments, collaborating with suppliers and teams across different regions. This global perspective can lead to international career opportunities and the chance to work in diverse cultural settings.
- Companies with a global footprint may offer relocation opportunities for procurement professionals, providing exposure to international markets and practices.
- Experienced Procurement Category Managers may choose to transition into consulting roles, helping organisations optimise their procurement strategies, enhance supplier relationships, and implement best practices. This path can provide diverse experiences and exposure to various industries.
Career prospects for Procurement Category Managers are robust and growing as organisations increasingly recognise the strategic value of procurement. With pathways to senior leadership, specialised roles, and the chance to drive sustainability initiatives, professionals in this field can expect a dynamic and rewarding career. Developing core skills, embracing technology, and staying committed to professional development can position Category Managers for long-term success in an evolving industry.
Earning certifications such as CIPS or CPSM enhances credibility and signals a commitment to growth, making candidates more attractive to employers. Engaging with professional organisations, attending industry conferences, and building a strong network through events like the Procurement Excellence Forum can also open doors to mentorship, job opportunities, and career advancement.
Career pathways for Procurement Category Managers include advancing to senior roles such as Head of Procurement or CPO, specialising as Supplier Relationship Managers or Procurement Analysts, and moving into cross-functional roles in operations or finance. Global companies may also offer international career opportunities and relocation, while experienced Category Managers might transition to consulting, advising organisations on optimising procurement strategies and supplier relationships.
Key Skills And Qualifications Required
Procurement is constantly evolving, and Category Management professionals must keep pace with key skills that will drive both their careers and the profession forward. Over recent years, the focus in procurement has shifted from cost-cutting to risk mitigation, with companies prioritising supply security and value chain resilience over pure savings. This shift, spurred by global supply chain disruptions, has placed procurement at the forefront of sourcing new products, adapting supply chain solutions, and integrating more local suppliers where possible. As a result, procurement professionals are essential in research, decision-making, and shaping strategies that secure reliable supply.
In 2025, five critical skills will be in high demand for Category Managers. Risk management remains a priority, requiring professionals to prepare for unexpected disruptions and conduct comprehensive risk assessments across multi-tiered supply chains. Critical thinking skills are vital to navigate complex data and select the most suitable suppliers, while business intelligence allows Category Managers to stay informed about market trends, ensuring their procurement strategies align with the latest industry developments. Relationship building and management is another core skill, with an emphasis on influencing both internal and external stakeholders and driving long-term value through resilience and patience. Finally, as procurement becomes more digital, technology skills are essential, enabling teams to leverage analytics, streamline processes, and excel in a hybrid working environment.
The shift toward digital solutions means that professionals with strong analytical and digital skills will have an edge in modernising procurement. Post-COVID remote and hybrid work trends have also transformed traditional activities like negotiation and supplier management, pushing more interactions online. There remains a strong push for in-person engagement, with most roles requiring at least three days on-site to maintain strong relationships with stakeholders and stay attuned to business dynamics. As procurement moves further into the digital age, professionals with a blend of strategic thinking, digital expertise, and relationship skills are well-positioned for success.
Salary Guide
This information is anecdotal and based on roles Hunter Campbell is currently recruiting or has previously recruited and relate to base salaries. They do not include any additional bonuses or benefits.
- Procurement Specialist/Junior Category Manager: $90,000 – $130,000
- Intermediate: $130,000 – $160,000
- Senior: $150,000 – $180,000
An experienced, accomplished Procurement Category Manager who is able to engage with and influence suppliers and stakeholders as well as effectively manage a full Procurement process can expect a salary in the region of $130,000 – $160,000.
Individuals who take on increased responsibility managing more complex or important categories (typically measured in dollar value), typically command a salary in the region of $150,000. This can be more for areas such as IT or categories that require specific attention to risk management, continuous improvement or supplier management.
Roles involving team management or leadership add a premium with salaries varying greatly depending on the complexity of the role and teams managed. A manager can expect to earn anywhere between $120,000 to $180,000+.
If you would like to find out more about the role of Procurement Category Manager, please contact Senior Consultant Wayne Fry. Wayne specialises in the recruitment of Supply Chain, Procurement & Operations roles. For more news and views visit our website by clicking here, see what opportunities we have available here or follow us on LinkedIn.
