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.
This role is partnering with AWG as a Customer Manager working with 2 AWG divisions and key groups/customers in and around the Kansas City, Nashville and Springfield area to sell in and manage MWC’s entire portfolio. The Customer Manager is responsible for achieving profitable sales growth at customers for the Mars Wrigley Confectionery business. This role is expected to maintain strong relationships at customers to best execute customer plans that deliver objectives of: revenue, growth, profit, product/assortment, placement/everyday shelving, merchandising, pricing, promotions and seasonal merchandising. Maintain strong customer relationships with buyers and senior management to ensure a long-term partnership that promotes sales growth. Translate annual U.S. Sales & Customer Marketing Plans as well as plans sold into AWG Corporate into Division/Group/Customer strategies, goals and plans that contribute to overall sales objectives. Use the tools provided by the MWC Customer Marketing team to utilize the best fact-based selling skill approach.
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, Display, Outside Field Force (OFF), etc.
Primarily an individual contributor role, but has responsibility for coordinating with rest of AWG team and Category Management. AWG is a complex customer with multiple divisions and buying groups which requires great communication and organization.
• Sell Mars Wrigley portfolio to AWG divisions (Springfield and Nashville) and then downstream to key groups/customers (SAG, Alliance, Harps, Houchens and possible others) with the goal of maximizing sales growth and profit. Responsible for delivering Gross Sales Volume (GSV) objectives. Grow MWC dollar share at customers.
• Effectively negotiate trade deals to drive profitable sales and positive ROI. Manage trade budget, merch plans, and promotional contracts with customer. Meet NSV objectives.
• Leverage category reviews and create business reviews to drive assortment recommendations and grow MWC total distribution points (TDP).
• Responsible for sales forecast. Leverage tools and relationship with customer to drive forecast accuracy. Liaison with Customer Service Team.
• Foster strong customer relationships to ensure a long-term partnership that promotes sales growth.
Key Skills Required:
Strong analytical, presentation and negotiation skills along with extensive knowledge of field sales, customer marketing, consumer marketing, category management, merchandising, logistics and market research are required.
In addition, this position requires an individual who is capable of developing multifunctional strategic business plans and providing the proper leadership skills toward the implementation and achievement of stated objectives.
Leadership and interpersonal skills are essential to interacting with and motivating both internal and external personnel at MWC and the accounts.
5 years Account Management, and/or Retail experience with a focus in the CPG industry
Strong Analytical capabilities
Experience managing trade budget (financial acumen)
Ability to travel up 20% of the time
Clean driving record and valid drivers license
Willingness to submit to a background check and drug screen as a condition of employment
Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, 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.
Nearest Major Market: Kansas City
Job Segment: Merchandising, Outside Sales, Field Sales, Category Manager, Market Research, Retail, Sales, Marketing
REQUISITION NUMBER: 200618