Mars Inc

Customer Development Manager- Chewy

Mars Inc • $88K — $105K *
Mars, PA 16046In-Person
Food & Beverages
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree required
  • 4+ years of CPG Account Management/Sales experience, preferably with Chewy or in the pet food industry
  • Proficient in forecasting and financial acumen
  • Strong sales, negotiation, and stakeholder management skills
  • Advanced Microsoft Excel skills, including pivot tables and VLOOKUP
  • Excellent communication and presentation skills
  • Analytical mindset with a focus on data-driven decision-making

Responsibilities

  • Tailor sales strategies for Fresh, Supplements, and Eukanuba
  • Align customer activation plans with national sales strategies
  • Execute and monitor customer-specific action plans
  • Contribute to key annual commercial planning events
  • Collaboratively develop robust sales forecasts with key stakeholders
  • Identify demand risks and opportunities and escalate within organization
  • Manage accounts receivable and ensure accurate financial records

Benefits

  • Hybrid work environment
  • Opportunity for professional growth into senior roles
  • Engagement with leading e-commerce platform and innovative pet care initiatives
  • Dynamic and collaborative team culture
  • Travel opportunities to enhance business relationships
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


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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