Mars Customer Business Leader (Field Based) in Burr Ridge, Illinois
The Customer Business Leader (Grocery/Broker) is responsible for driving profitable sales, merchandising, pricing and distribution objectives for Mars IC in multiple channels that represent key strategic customers. The incumbent will have full responsibility for managing multi-level call points and regional buying structures for their client group including Kroger, Publix, Wegman’s and managing a broker team.
What Are We Looking For?
Bachelor's Degree required, MBA preferred
7 years of Sales account management experience, preferrably in the consumer goods industry
Strong influencing, negotiation, business planning (JBP), customer penetration and communication skills are essential to this role.
Analytical experience working with Nielsen, Excel, PowerPoint, DSRM, and retailer specific programs (ex. Walmart Retail-Link)
Excellent oral and written communication skills
Willingness to submit to a drug screen and background check
Clean driving record and valid drivers license
What Would Be Your Key Responsibilities>
•Develop and maintain strong customer/retailer relationships with buyers and senior management to ensure a long-term partnership that promotes sales growth and enables Mars IC to hit/exceed sales and share objectives.
•Translate annual U.S. Sales & Customer Marketing Plans into Customer strategies, goals and plans that contribute to overall sales objectives. Use the tools provided by the Customer Marketing team to utilize the best fact-based selling skill approach.
•Identify and communicate strategic retailer specific opportunities (e.g. customized SKU’s) and required timing to accelerate growth at a rate faster than total Mars IC. Significant retailer financial risks will also need to be identified, communicated internally and solved for as part of the S&OP (Step 2) process. Manage the overall shape of the P&L and deliver financial targets, inclusive of Gross Sales, Trade/Cost Share, Returns, and Net Sales. In addition, manage “below the line” expenses such as T&E, Samples, D&E, Outside Field Force (OFF) as an example. Escalate risks and engage ICMT as appropriate for support.
•Initiate and develop collaborative relationships across the Mars Inc. segments with a strong focus on MARSWRIGLEY for all retailers with a heavy focus on Kroger. Relationship will enable Mars IC to help protect our novelty business from our competition and maintain our fair share. It will also enable Mars IC to leverage peers to “ladder-up” at key retailers.
•Data-intensive analysis to allow the retailer and internal teams to make decisions based on fact-based selling. Analytical capabilities will be highlighted in this role
•Scope of work is managed within assigned accounts. All strategic and tactical actions within those accounts fall to this person
•Forecasting of GSV, NSV, Trade, Slotting, D&E and Overheads for these specific accounts are the responsibility of this person
•Managing the Broker (team of 7) to call on customers outside of direct responsibility and roll up the same areas of forecast as indicated above
•Work closely with customer marketing and internal Brand stakeholders to ensure innovation pipeline is appropriate to what your customer base is requesting. Elevate all risks and opportunities based on these discussions
What can you expect from Mars?
• The opportunity to learn, develop and take charge of your own career.
• An industry competitive compensation package including generous benefits (i.e. 401k, pension, health, etc.)
• Commitment to our Purpose and our Five Principles.
• An environment where all Associates feel valued, supported and comfortable being themselves at work.
• The opportunity to work cross functionally, add value and impact a better world for generations to come.