Job Description:

The Director, Vending & Unattended Retail is responsible for developing and executing the strategic vision, customer growth agenda, and commercial execution plan for a multi-hundred-million-dollar Vending and Unattended Retail business. This role leads a team responsible for national operators, distributors, broker partners, and emerging unattended retail formats to deliver sustainable sales growth, market share expansion, profitable revenue, and category leadership.

The Director serves as the enterprise leader for the Vending, Micro-Market, OCS, and other unattended retail segments, building long-term partnerships with key customers and distributors while aligning commercial objectives across Mars and Kellanova brand portfolios. The Director will also connect with other Mars divisions who are responsible for the Specialty Retail, Office Supply and Travel segments to ensure plans are executed to drive growth across all of Vistar's enterprise.

This role requires a combination of strategic leadership, customer management, distributor development, channel expertise, people leadership, and cross-functional collaboration.

What are we looking for?

Required

• Bachelor's Degree in Business, Marketing, Sales, or related field.
• 10+ years of progressive sales, account management, channel development, or commercial leadership experience.
• 5+ years leading teams and managing managers or senior account leaders.
• Experience working with distributors, operators, brokers, or indirect selling models.
• Proven track record delivering revenue growth and strategic customer partnerships.

Preferred

• Experience in Vending, Micro-Market, Unattended Retail and Foodservice channels.
• Experience managing multi-million-dollar customer portfolios.
• Strong financial acumen, forecasting, and trade investment management experience.
• Experience leading cross-functional initiatives in a matrixed organization.
• MBA or advanced business degree.

What will be your key responsibilities?

• Strategic Channel Leadership: Define and execute the 3-5 year strategic vision, annual commercial plans, and growth priorities across Vending, Micro-Markets, OCS, and emerging unattended retail formats to expand market share and achieve channel KPIs.
• Customer & Distributor Relationship Management: Own executive-level relationships and lead Joint Business Planning (JBP) with key distributor and operator partners (e.g., Vistar, Canteen, Sodexo, Aramark, AVI, USG) to negotiate annual agreements, capture white-space opportunities, and drive volume and velocity.
• Broker & Agency Governance: Direct national broker networks (including Premier Brokerage and G&J Marketing), establishing coverage models, performance metrics, and alignment with company commercial objectives and innovation rollouts.
• Team Development & Talent Leadership: Lead, mentor, and build organizational capability across a high-performing team managing National Accounts, Strategic Operators, and Broker Development, while overseeing succession planning and talent acquisition.
• Financial Management & Revenue Growth: Deliver on annual sales, profit, and volume targets while managing channel investment, trade spending, and forecasting in close partnership with Finance and Revenue Growth Management (RGM).
• Category Strategy, Innovation & Commercialization: Partner with Marketing and Category teams to translate consumer insights into optimized assortment, planogram, and merchandising strategies, leading the commercialization of innovation and consumer engagement initiatives.
• Cross-Functional & Industry Ambassadorship: Serve as the subject matter expert across internal functions (Supply Chain, Brand, RGM, Field Sales) to influence go-to-market strategies, while representing the organization across industry associations, events, and technology partnerships.

What to Expect from Mars

• Work 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.
• A strong focus on 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.

The base pay range for this position at commencement of employment is between the below range, however, base pay offered may vary depending on multiple individualized factors, including but not limited to, market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, if eligible, including variable pay & general allowances (depending on the position and employee's work schedule). Subject to the terms and conditions of the applicable policies and plans then in effect, and depending on the position offered and the employee's work schedule (i.e., part-time schedule), eligible employees are automatically enrolled in a 401(k) plan, as well as participate in Company-sponsored medical, dental, vision, and basic life insurance plans for the employee and the employee's eligible dependents, and may be eligible to take up to 18 weeks of paid parental leave. Employees will also receive the following paid-time off (which may be prorated based on start date and the employee's work schedule): 120 hours of vacation per year, paid sick time for eligible Associates of 100% pay continuation for a maximum of 40 hours per calendar year, and 12 paid holidays throughout the calendar year that include both fixed and flexible holidays.
USD 169,840.00 - USD 233,530.00