Mars Inc

Customer Development Manager- Chewy

Mars Inc • $80K — $95K *
Franklin, TN 37064In-Person
Retail & Consumer Goods
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree required
  • 4+ years of experience in CPG with Account Management/Sales, ideally at Chewy or similar
  • Strong financial acumen for forecasting
  • Excellent sales and negotiation skills
  • Proficient in Microsoft Excel (pivot tables, VLOOKUP, XLOOKUP)
  • Strong analytical mindset for data-driven decisions
  • Stakeholder management experience preferred
  • Ability to travel up to 30%.

Responsibilities

  • Tailor sales strategies for diverse portfolios like Fresh, Supplements, and Eukanuba.
  • Align customer activation plans with Royal Canin's national sales strategy.
  • Monitor and manage execution plans for customer-specific initiatives.
  • Participate in key commercial planning events, translating complex data into actionable insights.
  • Collaborate on forecasting with National Account Managers and Sales Directors.
  • Identify demand risks and opportunities within the S&OP process.
  • Manage accounts receivable and ensure accurate tracking of financial data.

Benefits

  • Access to global diverse network of over 130,000 associates
  • Purpose-driven company culture
  • Robust learning and development resources through Mars University
  • Competitive benefits package, including company bonus.
Full Job Description
Job Description:

Customer Development Manager- Chewy

Franklin, TN

Hybrid

The RCUS Chewy Customer Development Manager serves as a sales and operations point of contact responsible for Royal Canin's largest global customer & acts an operator and executor of the strategy defined by the HP/VET Portfolio owners and Sr. Ecommerce Director, while driving action against defined KPIs. This position will be responsible for a smaller P&L on Chewy, assigned to several new emerging technologies for Royal Canin including but not limited to: Fresh (Vet + HP), Supplements, as well as Eukanuba. Managing this emerging P&L will allow for the associate in the role to learn and understand how to navigate Royal Canin and Chewy together - to ultimately drive operational support and business continuity for our largest customer - as it is built as a dedicated feeder role into the Chewy TP + HP National Account Manager roles.

What are we looking for?
  • Bachelor's degree required
  • 4+ years of relevant experience in CPG with Account Management /Sales experience Chewy or Pureplay experience, business acumen in pet food industry a plus.
  • Financial acumen (ex. Forecasting)
  • Strong sales and negotiation skills with the ability to influence and build trust.
  • Strong experience with Microsoft Suite specifically in Excel, including pivot tables, VLOOKUP, and XLOOKUP, to analyze sales and inventory data, Word, PowerPoint, AI-NEO
  • Strong communication and presentation skills.
  • Previous stakeholder management experience
  • Analytical mindset with a focus on data-driven decision-making.
  • Strategic account/ or pure play experience, veterinary or pet food industry a plus.
  • Travel: Must be able to travel up to 30% of the time


What would be your key responsibilities?

Functional & Operational Capabilities
  • E-Commerce Joint Business Planning & Portfolio Execution
    • Portfolio Management: Tailors sales execution strategies to address the distinct supply chains and consumer journeys of Fresh (cold-chain), Supplements, and Eukanuba.
    • Operational Alignment: Aligns customer-specific activation plans with Royal Canin's national sales strategy and promotional calendars.
    • Commercial Execution: Owns and delivers on customer-specific execution plans, monitoring on-site search, product detail page (PDP) health, and stock availability.
    • Planning: Contributes to and executes key annual commercial planning events such as Launchpad and Lift Off, translating complex portfolio planning events into compelling commercial stories for Chewy
  • Collaborative Forecasting & Demand Integration (S&OP)
    • Building Block Alignment: Co-develops robust forecasting "building blocks" (baseline sales, promotions, distribution gains, new product introductions) in alignment with National Account Managers (NAMs), Sales Directors, and Portfolio Owners
    • S&OP Process Leadership: Prepares and actively inputs quality data into monthly sales phasing and key S&OP milestones:
      • Feeder Meetings: Translating raw customer data into actionable demand signals.
      • Demand Review (DMR): Proactively presenting the consensus demand plan.
      • Integrated Reconciliation (IRR): Aligning the financial forecast with physical inventory demand.
      • CPFR (Collaborative Planning, Forecasting, & Replenishment): Conducting operational reviews directly with Chewy's supply chain team to optimize inventory flow.
    • Risk & Opportunity (R&O) Management: Systematically identifies demand risks (e.g., supply shortages) and opportunities (e.g., incremental promotional lift) and escalates them through the S&OP governance structure.
  • Financial Acumen & Commercial Rigor
    • Value Driver Management: Demonstrates a strong understanding of the business's P&L, monitoring how daily operational decisions impact Net Sales Value (NSV), profitability (Earnings), working capital (Cash), and market competitiveness (Share).
    • Accounts Receivable Integrity: Effectively manages the tracking, reconciliation, and coding of 50+ monthly Chewy Credit Memos, ensuring tight control over trade deductions, short-pays, and disputes.
    • Data Accuracy: Maintains accurate financial and shipping records to minimize revenue leakage and resolve audit variances in a timely manner.
  • Cross-Functional Orchestration & Partner Integration
    • External Partner Management: Acts as a key point of contact for designated counterparts at Chewy and partner brands (e.g., NomNom), building strong operational trust.
    • Internal Liaison: Serves as a collaborative bridge between key functional areas, including:
      • NAMs & Sales Directors: To align on commercial direction
      • Merchandiser: To plan new item launch/ set up / content needs
      • Shopper Marketing: To coordinate e-commerce activations and media plans.
      • Supply Chain & Demand Planning: To resolve inventory constraints and logistics issues and customer comms therein
      • Finance: To ensure budget compliance and trade spend reconciliation
  • Action & Follow-up: Translates high-level strategic directives into detailed, trackable, and time-bound action plans across internal and external teams
  • Organization
    • Ability to move up through the org and use this position as a feeder into the Chewy National Account Manager roles and Ecommerce Director roles

What can you expect from Mars?
  • Work with over 130,000 with diverse and talented Associates, all guided by The Five Principles.
  • Join a purpose driven company, where we're striving to build the world we want tomorrow, today.
  • Best-in-class learning and development support from day one, including access to our in-house Mars University.
  • An industry competitive salary and benefits package, including company bonus.


Mars does not sponsor visas for this role.
This position is not eligible for relocation benefits.

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About Mars Inc

Mars, Incorporated is an American multinational manufacturer of confectionery, pet food, and other food products. It was founded in 1911 and is headquartered in McLean, Virginia. Mars operates in six business segments: Petcare, Chocolate, Wrigley, Food, Drinks, and Symbioscience. Some of its most popular brands include M&M's, Snickers, Twix, Milky Way, Skittles, and Pedigree. The company is known for its commitment to sustainability and has set a goal to reduce its greenhouse gas emissions by 67% by 2050.
Learn more about Mars Inc
Size
125,000 employees
Industry
Food & Beverages
Founded
1911
* Ladders Estimates

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