How much do Category Managers in Poland really earn?

The results of the 2025 nationwide Big Fish Polska survey, which gathered responses from over 500 procurement professionals, provide insight into the salaries of Category Managers—and, more importantly, the key factors driving them.

This position, while managerial in name, is interpreted very differently depending on the company, its structure, and scope of responsibilities. For some, it's an independent strategic role with influence over global contracts; for others, it’s an operational or tactical function with limited business impact.

Regardless of the organizational structure, Category Managers are increasingly taking on responsibilities typically associated with higher levels of management. They negotiate contracts worth tens of millions of euros, collaborate with finance, R&D, and executive teams, manage strategic procurement categories, and have a measurable impact on the company’s financial results.

Salary Ranges—How wide are they really?

In 2025, Category Managers (without team management responsibilities) earn between PLN 12,000 and PLN 35,000 gross per month—excluding bonuses and benefits.

The lower end of the scale, PLN 12,000–14,000 gross, is prevalent in small and medium-sized companies (up to 500 employees), located outside major industrial hubs. Individuals in this range typically handle local procurement and have limited influence over strategy or framework agreements.

The next bracket, PLN 14,000–18,000 gross, includes professionals from larger companies managing procurement categories on a national level.

Salaries in the PLN 16,000–22,000 gross range are usually earned by individuals working in international or global organizations, responsible for developing and executing procurement strategies across multiple sites in a region (e.g., EMEA, APAC, NA). Their duties extend far beyond “buying stuff”—they carry full category ownership: from strategy development and budget management to implementing innovation, negotiating with global suppliers, and managing supply chain risks. The more complex and scarce the category, the higher the potential salary.

The highest-paid Category Managers reach PLN 30,000–35,000 gross per month* (job description at the end of this article). They work in organizations with over 1,000 employees and are responsible for global and strategic categories (e.g., raw materials, key components, capital investments, IT). The role demands not just procurement expertise, but also a deep understanding of the supplier market and all factors influencing the total cost of ownership (TCO). In direct procurement, they initiate value improvement projects, and their knowledge of the category is sometimes equal to—or greater than—that of the engineers.

Bonuses and Incentive Systems

Bonus systems do work—but not always fairly. Only half of Category Managers believe their bonuses truly reflect their performance.

Where the system works well, bonuses amount to 15–25% of the annual salary. This translates into an additional 60,000–90,000 PLN annually—which is often equivalent to what a company loses in a single poorly negotiated transportation contract.

Summary

• A Category Manager’s salary primarily depends on the scale of responsibility, not the job title.
• The procurement department’s importance in the organization—its positioning, cooperation with senior leadership, and collaboration with internal stakeholders—directly impacts earnings.
• Strategic categories (raw materials, investments, logistics, IT) tend to be rewarded with higher pay.
• Category Managers often actively manage their careers, build new skills, and expect compensation that matches their strategic role. These are highly sought-after professionals.
• Bonuses and additional perks are increasingly part of the compensation package—though not yet standard across all companies.

Surprised by how high a Category Manager’s salary can go?

Would you like to earn more? Of course—who wouldn’t. Then perhaps it's time for a thorough audit of your career. You may already have the arguments to support a salary increase.

Make your results visible. If you're optimizing costs, renegotiating contracts, implementing new tools—make sure more than just you are aware.

Be active in the market. Benchmark your position, take part in industry surveys and events, highlight your strengths in your CV and on LinkedIn. Market volatility works both ways—not only can companies cut costs, but you can also find better opportunities.

Develop the competencies that make a difference and raise your business awareness—category management, SRM, procurement analytics, risk management, project leadership, strategic sourcing, collaboration with internal stakeholders, digital procurement tools. These are the skills that determine who gets a seat at the table—and who just gets the brief.

What should executives, HR, and hiring managers take away from this?

This is more than a salary summary. It’s a mirror of today’s procurement reality, where a so-called "specialist" may have more influence on EBITDA than many middle managers.

Hiring a Category Manager with strategic competencies is not a cost—it’s an investment. But like any investment, it requires awareness, deliberate action, and a clear value proposition.

If you're looking for a Category Manager who:

• defines and executes long-term strategies (12–36 months, scenario planning, make/buy, spec standardization, etc.),
• relies on data and advanced procurement analytics (source-to-pay, ABC/XYZ, TCO, Kraljic, Porter’s Five Forces, spend analysis),
• leads SRM at a strategic level (supplier segmentation, KPIs/SLAs, QBR/SBR, design-to-cost workshops, measuring added value),
• negotiates globally and understands critical contract clauses beyond pricing (SOW/specs, IP/licenses, confidentiality/NDA, data protection/GDPR, cybersecurity, liability/indemnities, guarantees, service parameters, audit rights, change control, force majeure, termination/assignment/subcontracting, compliance: anti-corruption, sanctions, ESG, governing law and jurisdiction),
• manages supply chain risk and resilience (PESTLE, contingency plans, dual/multi-sourcing, inflation/index tracking),
• collaborates smoothly with internal stakeholders (trusted advisor, subject matter expert),
• assesses, implements, and phases out suppliers (based on strategic criteria, performance reviews, complaints, corrective actions),
• operates effectively in a global environment (cultural differences, cross-regional projects, matrix organizations),
• reports at the C-suite level (category governance, transparent KPIs, strategic recommendations),
• has strong business acumen (understands what drives competitive advantage and reflects it in procurement decisions),

— let’s talk. We’ll help you find the right match agnieszkapiatkowska@e-bigfish.com

Additional information: An example of a Category Manager job description that qualifies for the highest salary range.

Quick summary
Type: strategic	Level: mid level/ senior
Scope: local/ regional/ global	Other similar job titles: Category Leader

List of possible key responsibilities:

- development of category strategies which maximize customer value for money and a continuous improvement structure

- development and maintaining category plans that identify opportunities for operational efficiencies, drive cost savings, manage risk, improve safety, drive innovation, and ensure the continuous development of categories managed

- communicating and distributing Category-specific strategies to relevant stakeholders

- planning, managing and assuming complete responsibility for all activities and processes associated with the categories assigned

- bringing knowledge of, and apply leading-class sourcing and supplier management processes and techniques - supplier selection and evaluation, contract negotiation and supplier performance management, price inflation management, metrics deployment

- acting as subject matter expert for defined categories - understanding market and supplier risk profiles

- continuously analyzing global market trends and supplier landscapes to identify opportunities or risks related to the supply chain

- utilizing data analytics tools to monitor and report on category performance, including savings achieved, supplier performance metrics, and compliance with procurement policies

- developing and implement strategies to mitigate risks associated with the supply chain. This may include diversifying the supplier base, establishing contingency plans for critical commodities, and ensuring compliance with legal and regulatory requirements

- establishing relationships with internal stakeholders to ensure the agreed service level to integrate category plans and outcomes in local budgets and price planning processes

- assisting sourcing specialists during the sourcing process by providing templates and expertise related to all contract matters

- developing all bid related materials for RFIs, RFQs, RFPs, reverse auction or other strategy selected

- interacting with internal and/or external legal counsel to develop/customize contracts for inclusion in RFPs

- identifying, evaluating, and selecting suppliers based on criteria such as price, quality, service, and reliability. This includes negotiating contracts, managing relationships, and conducting regular performance reviews to ensure suppliers meet the organization's standards and expectations

- facilitating implementation of procurement change initiatives within the category to improve business performance

Qualifications:

- a bachelor's degree in business administration, supply chain management, finance, economics, or a related field is often required

- several years of experience in procurement  with a proven track record of success in sourcing, supplier management, and cost optimization

- experience in leading teams, managing cross-functional projects, and influencing stakeholders across different regions and cultures

- have proven track record in supplier go-to-market (RFP) and supplier negotiations

- have deep knowledge of external spend and supplier base for categories in scope

- knowledgeable about the markets and how they affect price, availability, or supply chain logistics

- skills in building and maintaining strong relationships with suppliers, including performance management and collaborative innovation

- understanding of financial analysis and cost modeling to drive cost reduction initiatives and budget management

- ability to identify, assess, and mitigate risks in the supply chain

- ability to construct and manage complex, sophisticated commercial arrangements

- strong negotiation skills to secure favorable terms and manage contracts effectively

- proficiency in managing projects, including planning, execution, and monitoring progress

- proven ability to operate and influence high levels of the organization, both with internal stakeholders external suppliers

- excellent communication and interpersonal skills to effectively interact with suppliers, team members, and stakeholders across the organization

- familiarity with procurement software, data analytics tools, and the ability to adapt to new technologies.

Note – many companies require knowledge of the specific industry in which the company operates, as it is important for understanding the unique challenges and opportunities within their categories. In the case of global/regional roles, candidates are required to demonstrate cultural sensitivity by understanding different cultures and business practices to effectively operate in a global environment

Additional Concepts from the Article

Operational Role

This is the most basic level of procurement activity, focused on fulfilling the immediate needs of the organization. The key task is transforming internal demand into purchase orders, followed by managing invoicing and payment processes.

Procurement at this level is reactive and does not influence strategic decisions.

The benefits for the company are limited—usually only occasional cost savings resulting from lower purchase prices.

Tactical Role

This is an intermediate level between operational and strategic procurement. It focuses on managing the "procure-to-pay" process, generating purchase orders, and negotiating quantity-based contracts.

The procurement department is engaged when business requirements justify it, and the results bring short-term benefits, primarily through better prices and improved negotiation.

This role already requires negotiation skills, market knowledge, and the ability to collaborate with internal stakeholders.

Strategic Role

This is the highest level of procurement maturity within an organization. In this role, procurement acts as a business partner that co-creates the organization’s strategy.

Key responsibilities include: defining category strategies, leading strategic negotiations, managing supplier relationships (SRM), engaging with internal stakeholders, conducting in-depth category analysis, and risk management.

The impact is transformational—not just cost reduction (see more in the article https://e-bigfish.com.pl/pl/aktualnosci/kluczowe-wskazniki-efektywnosci-w-zakupach-cele-zakupow)

but also increasing value for stakeholders, building the company’s brand, and strengthening its competitive advantage.

 

Regional Procurement
Regional procurement means that the buyer (specialist or senior specialist) is responsible for meeting purchasing needs across several countries within the same geographic region—for example: Central and Eastern Europe (CEE), Western Europe, the DACH region (Germany, Austria, Switzerland), MEA / EMEA / MENA. In other words, the buyer’s internal clients are located in those countries.

Global Procurement
Global procurement means that the buyer manages a given category for the entire organization worldwide—regardless of continent. Their internal clients are located on at least two different continents."