Landing a role as a Category Manager – Fresh Produce at Marks & Spencer (M&S) Food is more than just managing fruit and veg. It’s a high-responsibility role that balances the art of customer preferences with the science of supply chain strategy. As a Category Manager in Fresh Produce, you’ll be responsible for developing commercial strategies, managing supplier relationships, analyzing performance data, and ensuring the highest quality and freshness standards are met—true to the iconic M&S brand.
This position plays a pivotal role in driving sales and profitability in one of the most competitive areas of retail—fresh food. With growing consumer demand for sustainable and high-quality fresh produce, M&S is investing in innovative sourcing strategies, ESG compliance, and agile category planning.
Typical salary ranges from £45,000 to £65,000, with performance bonuses and benefits depending on experience and seniority.
Top 20 Interview Questions and Sample Answers for Marks & Spencer (Food) Category Manager – Fresh Produce
1. Tell us about your experience in fresh produce category management.
Answer: I’ve worked in food retail for over six years, with the last three dedicated to fresh produce. I’ve led cross-functional teams to deliver seasonal plans, managed supplier relationships across the UK and Europe, and implemented data-driven strategies to grow category performance by 12% YoY.
2. How do you ensure the freshness and quality of produce while balancing cost?
Answer: I work closely with suppliers to establish freshness KPIs, and I use predictive ordering models to minimize waste. Balancing cost comes down to negotiating volume-based deals and leveraging in-season supply advantages.
3. What strategies do you use for range planning and product selection?
Answer: I start with customer trend analysis, historic sales, and competitor benchmarking. Then I coordinate with our technical team and suppliers to test innovative product lines that align with the M&S premium positioning.
4. How do you manage supplier relationships effectively?
Answer: Through regular reviews, shared forecasting data, and joint business planning. I foster transparency and long-term partnerships rather than transactional engagements.
5. What tools or systems are you familiar with for category analysis?
Answer: I’m proficient in SAP, Power BI, and NielsenIQ for sales tracking, trend forecasting, and profit margin analysis.
6. Can you give an example of a successful category growth initiative you led?
Answer: I led the “Seasonal Superfruit Spotlight” campaign, which increased berry sales by 18% over the summer by combining smart merchandising, supplier incentives, and storytelling via digital and in-store POS.
7. How do you handle supply chain disruptions, especially with perishable items?
Answer: Contingency planning is key—I always have multiple sourcing options. I also communicate proactively with logistics and suppliers to re-route or speed up supply when needed.
8. What trends are shaping the fresh produce category in 2025?
Answer: Sustainability, local sourcing, and plant-based innovation. Consumers are more aware of origin stories and packaging impact, so transparency and ESG-compliance are huge differentiators.
9. How do you work with the marketing and buying teams?
Answer: We collaborate on campaign timing, pricing strategies, and promotional plans. I provide category insights to ensure campaigns align with supply realities and customer demand.
10. How do you assess and improve category profitability?
Answer: I look at GMROI, sell-through rates, and waste reduction. I then adjust assortments, re-negotiate supply terms, or push premium SKUs based on insights.
11. What is your approach to ethical sourcing in fresh produce?
Answer: I partner with certified growers and audit our supply chain regularly. Ethical sourcing is not only a brand promise but a long-term risk mitigation strategy.
12. How would you handle a supplier consistently failing to meet delivery or quality standards?
Answer: First, I address the issue with data, offer support to improve, and set a clear improvement plan. If there’s no resolution, I escalate and initiate sourcing alternatives.
13. Describe a time you reduced waste in a fresh produce category.
Answer: I introduced dynamic pricing on near-expiry products and restructured delivery windows, cutting spoilage by 20% within three months.
14. How do you balance innovation with customer familiarity in the range?
Answer: I allocate 80% to proven core lines and 20% to innovation. A/B testing new products in pilot stores allows me to scale successful ones quickly.
15. Why do you want to work at Marks & Spencer specifically?
Answer: M&S has a legacy of quality and innovation, and the brand’s commitment to sustainability and customer-first strategies aligns with my values and expertise.
16. How do you measure the success of a category strategy?
Answer: Sales growth, market share, customer feedback, and margin improvements are the main metrics. I also evaluate executional efficiency and supplier satisfaction.
17. What’s your experience with seasonal planning in produce?
Answer: I develop rolling 12-month calendars, using weather trend data and harvest predictions to time key lines. Seasonal campaigns are planned with procurement and marketing teams months in advance.
18. How do you manage underperforming SKUs?
Answer: I analyze rate-of-sale, shelf space utilization, and shrinkage. I either re-price, repackage, or de-list if the SKU doesn’t meet benchmarks over a cycle.
19. How do you stay updated on consumer behavior in food retail?
Answer: I read industry reports (IGD, Kantar), attend food expos, and regularly review social media trends and competitor assortments.
20. What would your first 90 days look like in this role?
Answer: I’d start with immersion—learning the team, supplier dynamics, and current KPIs. Then, I’d identify quick wins and build a roadmap to optimize supply, pricing, and promotional plans in line with M&S goals.
Final Thoughts: Interview Success Tips for Category Manager Roles at Marks & Spencer
Preparing for a high-impact role like Category Manager – Fresh Produce at M&S means more than memorizing answers. Demonstrate your strategic thinking, commercial acumen, and customer-centric mindset. Use real examples to highlight measurable outcomes and show you’re not just experienced—you’re results-driven.
Here are some quick interview tips:
Research the M&S brand values and sustainability mission.
Use STAR (Situation, Task, Action, Result) format to structure your answers.
Ask thoughtful questions about future category strategies and ESG goals.
Dress smart, even if it’s a video interview—M&S is a heritage brand with a premium edge.
Go in with confidence, clarity, and curiosity. The fresh produce team at Marks & Spencer is waiting for someone who can innovate with impact—and that could be you!
