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Channel Development Head | Mars Wrigley Confectionery
Job Posting Category: Experienced Professionals (1+ years)
Career Level: Manager
Industry: Packaged Goods
Job Category: Sales
Years Experience: 2-4 Years
Job Type: Full-time
Posting Date: January 11, 2019
Job Location:

Toronto, ON
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Job Description

A mutually rewarding experience.

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.

Job Purpose

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

  • Lead 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.
  • Develops 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.
  • Develops consistently accurate and timely forecasts using a variety of inputs from both consumption and shipment perspective, adopting a continuous improvement mind-set.
  • Contribute to shaping and executing of the channel’s overall strategy and leading the wider channel to success.
  • Lead the development and execution of customer solutions e.g. assortment, merchandising, pricing and promotion which achieve customer, category and business objectives.
  • Drive 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.
  • Leverage 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.
  • Establish 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/ advisory process.
  • Collaborate with Customer Marketing develop compelling shopper marketing plans which support the achievement of our business objectives.
  • Manage new product launches with timely and effective execution to maximize customer impact in the marketplace.
  • Engage our Retail Sales Leaders who manage downstream customers and members within the channel.
  • Manage customer P&L and trade investment that complies with internal and external requirements.

Responsible for people management to include:

  • Responsible 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 functional expertise.
  • Support and work with the Demand Planning team to deliver both the teams and the wider sales agenda.
  • Builds 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

  • Preferably educated to degree level or equivalent


  • Strong Sales experience that includes selling, negotiating and leveraging insights to deliver tailored customer plans, achieving company and customer objectives and advancing category leadership.
  • Significant 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.
  • Strong interpersonal skills and proven ability to develop long term, effective and influential business relationships with key decision makers which drive mutual growth.
  • Ability 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.
  • Experience in partnering with Category and using and deploying the fundamentals of Category Leadership, drive category growth and achieve category captaincy.
  • Experience in developing and managing a budget and trade revenue optimization and delivering in budget and ROI.
  • People leadership experience of a remote team(s) with demonstrated ability to build capability, develop talent and engage associates.
  • Experience in areas such as (but not exclusive to): field sales, customer and category management and customer marketing.

Key Functional competencies & Technical skills

  • Leveraging Insights to Action - Expert
  • Customer Execution & Management - Expert
  • Negotiation – Expert
  • Selling – Expert
  • Building Winning Relationships - Expert
  • Category & Shopper Acumen - Advanced
  • Financial & Analytical Acumen - Advanced
  • Revenue Management - Advanced
  • Planning Acumen - Advanced
  • Digital 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 to


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