Work. Realize your
ambitions. And realize there’s more to being in business than just making a
profit. That’s the Mars philosophy. And the opportunity we offer every one of
our Associates. An opportunity to take what you do and make it mean more for
you, for those around you and for the planet. What you get here is
challenging, interesting work. You get the tools you need to do a great job and
you get to have the best possible people on your side to help you do it. And at
the same time as getting to find ways to do business better today than we did
it yesterday and driving a great career, you also get to build a more
enlightened business and drive sustainability.
Because it’s never
just about a single person, a single project or a single brand. It’s about how
you can grab everything that’s within your reach here and use it to pursue
mutual, long-term gain. It’s about having ideas. And ideals. Being prepared to
risk failure because the promise of success means we’ll all be a little better
off. It’s that mix of integrity and ambition that makes Mars such a special
place to work. And why working here is always about more than just a job.
About Mars, Incorporated
Mars is a
family-owned business with more than a century of history making diverse
products and offering services for people and the pets people love. With almost
$35 billion in sales, the company is a global business that produces some of
the world’s best-loved brands: M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®,
PEDIGREE®, ROYAL CANIN®, WHISKAS®, EXTRA®, ORBIT®, 5™, SKITTLES®, UNCLE BEN’S®,
MARS DRINKS and COCOAVIA®. Mars also provides veterinary health services that
include BANFIELD® Pet Hospitals, Blue Pearl®, VCA® and Pet Partners™.
Headquartered in McLean, VA, Mars operates in more than 80 countries. The Mars
Five Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom –
inspire its more than 100,000 Associates to create value for all its partners
and deliver growth they are proud of every day.
This role is
responsible for achieving profitable sales growth through creating and
executing business plans for a specific large, complex and growing
Customer/sub-Channel. This role is responsible for leading a team of
Customer Development Managers and will be accountable for maximizing channel
and category performance while delivering efficient trade revenue
optimization. With full P&L responsibility this role is accountable
for developing and maintaining strong and influential relationships with key
customers and collaborating internally with key stakeholders to deliver first
class insights and solutions which help develop and execute mutually beneficial
joint business plans and deliver sustainable growth.
Key Accountabilities or Responsibilities
the development and execution of the sub-channels/customers short and long
term strategies which optimizes profitability and sales revenue and
achieves company, category and customer objectives.
an excellent understanding of the macro environment e.g. external trends,
competitor and customers current and future needs which is leveraged to
build shopper centric customer plans which drive mutual growth.
consistently accurate and timely forecasts using a variety of inputs from
both consumption and shipment perspective, adopting a continuous
to shaping and executing of the channel’s overall strategy and leading the
wider channel to success.
the development and execution of customer solutions e.g. assortment,
merchandising, pricing and promotion which achieve customer, category and
the customer agenda and develops strong and influential relationships with
key customers focused on delivering shopper, channel and category centric
solutions which accelerate customer engagement.
insights to influence customers to implement solutions and identify new
opportunities that will deliver results that are beneficial for both customer,
category and business. Evaluates and monitors customer initiatives to
drive continuous improvement, efficiency and effectiveness for both
customer and company.
category leadership by leading, creating and planning category solutions
that benefit customer and category; where appropriate, manage and deliver
against the responsibilities of significant customer’s category captaincy/
with Customer Marketing develop compelling shopper marketing plans which
support the achievement of our business objectives.
new product launches with timely and effective execution to maximize
customer impact in the marketplace.
our Retail Sales Leaders who manage downstream customers and members
within the channel.
customer P&L and trade investment that complies with internal and
Responsible for people management to include:
for recruiting, retaining and developing a high performing capable and
engaged team and a strong talent pipeline and culture that highlights the
benefits of personal career development and a pool of best-in-class
and work with the Demand Planning team to deliver both the teams and the
wider sales agenda.
an effective and high performing team creating strong morale and
encouraging and facilitating open dialogue.
Context and Scope
This role is
predominately Customer facing and will drive the customer agenda and provide
strategic and operational day-to-day leadership of the assigned
channel/customer. It will deliver results by inspiring the Customer Development
team to deliver results and influencing cross functionally and building
effective customer relationships.
Education & Professional Qualification
educated to degree level or equivalent
Sales experience that includes selling, negotiating and leveraging
insights to deliver tailored customer plans, achieving company and
customer objectives and advancing category leadership.
customer experience, preferably with key/strategic customers and proven
ability to deliver successful solutions that cover product, placement,
promotion and/ or pricing; with an excellent track record of meeting/
exceeding sales objectives.
interpersonal skills and proven ability to develop long term, effective
and influential business relationships with key decision makers which
drive mutual growth.
to assess needs, propose mutually beneficial solutions, overcome
objections, demonstrate resilience and manage conflict with a positive
& confident mind-set and close sale to maximize mutual value.
in partnering with Category and using and deploying the fundamentals of
Category Leadership, drive category growth and achieve category captaincy.
in developing and managing a budget and trade revenue optimization and
delivering in budget and ROI.
leadership experience of a remote team(s) with demonstrated ability to
build capability, develop talent and engage associates.
in areas such as (but not exclusive to): field sales, customer and
category management and customer marketing.
Key Functional competencies & Technical skills
Insights to Action - Expert
Execution & Management - Expert
Winning Relationships - Expert
& Shopper Acumen - Advanced
& Analytical Acumen - Advanced
Management - Advanced
Acumen - Advanced
Commerce Acumen - Advanced
A criminal records check will be required for this position.
Mars is an equal
opportunity employer and all qualified applicants will receive consideration
for employment without regard to race, color, religion, sex, national origin,
disability status, protected veteran status, or any other characteristic
protected by law. If you need assistance or an accommodation during the
application process because of a disability, it is available upon request. The
company is pleased to provide such assistance, and no applicant will be
penalized as a result of such a request.
Mars Canada is
committed to equity in employment and diversity. Mars Canada will provide an
inclusive and barrier free recruitment process to applicants with accessibility
needs in accordance with the Ontario Human Rights Code and the Accessibility
for Ontarians with Disabilities Act (AODA). If you require a disability-related
accommodation during this process, please inform Mars Canada of your
requirements. For more information please review Mars
Canada'sAccessibility Policy and address any questions about that policy