Bachelor's degree in Business Administration or related field; MBA is a plus.
5+ years of experience in Sales and Marketing within Fast Moving Consumer Goods (FMCG).
Strong CPG Sales experience with a focus on negotiation and tailored customer plans.
Significant experience with key customers, particularly Walmart and Costco.
Proficient in analytical skills and experience with syndicated data platforms like Nielsen.
Familiarity with Retail Link, Scintilla, and Circana is advantageous.
Experience in revenue and trade management systems.
Responsibilities
Achieve profitable sales and share growth aligned with sales plan objectives.
Lead development and execution of short- and long-term customer strategies.
Execute daily business operations including merchandising and budget adherence.
Serve as the primary contact for Walmart and Costco on daily operations.
Build effective relationships across all levels of customer responsibility and internal teams.
Drive customer engagement through shopper and category-centric solutions.
Collaborate with cross-functional teams to align execution plans with strategic goals.
Benefits
Work with a diverse and talented team guided by core principles.
Join a purpose-driven company focused on building a better future.
Access to continuous learning and development through Mars University.
Competitive salary and comprehensive benefits package, including bonuses.
Full Job Description
Job Description:
Position Title: Senior Customer Development Leader - Walmart/Costco Food
Location: Bolton, ON (Hybrid work schedule)
Function: Sales
Job Description Summary
The Senior Customer Development Leader ensures the delivery of business metrics: GSV/ NSV/ Gross Margin and Share for Mars Food & Nutrition Canada for the Walmart and Costco accounts. Accountable for budgetary & trade management, profitable business growth via the achievement of specific distribution, promotional, pricing, planogram, innovation, and shelving execution & negotiation.
What are we looking for?
Bachelor's degree in Business Administration or related field is required; MBA/Graduate-level degree is a plus.
5+ (five or more) years' experience in Sales, Marketing, for Fast Moving Consumer Good Industries.
Strong CPG Sales experience that includes selling, negotiating and leveraging insights to deliver tailored customer plans, achieving company and customer objectives and advancing category leadership.
Significant customer experience, preferably with key/strategic customers and proven ability to deliver successful solutions.
Walmart and Costco experience a strong asset.
Strong analytical skillset, experience working with syndicated data platforms such as Nielsen.
Experience with Retail Link, Scintilla, and Circana are strong assets.
Experience with revenue and trade management systems.
Ability to travel 20% of the time.
What are the key responsibilities?
Responsible for achieving profitable sales and share growth in alignment with SCM model & sales plan objectives.
Lead the development and execution of the customers short- and long-term strategies optimizing profitability, sales revenue and achieving category and customer objectives.
Responsible for the tactical, daily execution of the business to include merchandising objectives, new item acceptance, assortment optimization, budget adherence, and building customer relationships with the buying desks.
Key point person for customer on items relating to daily operations of the business within Walmart and Costco.
Responsible for the development of effective and productive relationships within all levels of customer responsibility, as well as within the sales business unit and Cross-Functional Teams.
Drive the customer agenda and develop strong and influential relationships with Walmart and Costco focused on delivering shopper, channel and category centric solutions accelerating customer engagement.
Work with copilots & cross functional business unit resources to develop execution plans that align with the strategy for Mars Food & Nutrition Canada.
Analyze business opportunities and provide input into the development of go-to-market (i.e. new item launches, trade deployment, pack creation, etc.) plans and activity sets. Work collaboratively with demand planning to provide annual and ongoing customer forecasting for new product concepts, initiatives, and annual brand plans.
Leverage insights to influence customers to implement solutions and identify new opportunities that will deliver results that are beneficial for both customer, category and business.
Develops consistently accurate and timely forecasts using a variety of inputs from both consumption and shipment perspective, adopting a continuous improvement mind-set.
Provide input in the area of collaborative planning, recommending new approaches and processes that ensure better customer planning, input, and alignment of improved activity sets.
Position must analyze and communicate the future and emerging needs within Walmart and Costco channel so that Mars Food & Nutrition is in a position to be the preferred vendor of the category at Walmart
Fiscal responsibility, specifically associated with developing, managing and delivering a sound, financial plan for the account and maintaining a year end position
Manage customer P&L and trade investment that complies with internal and external requirements.
Critical Mars Leadership Capabilities:
Drives Results
Customer Focus
Plans & Aligns
Collaborates
Key Supporting Competencies:
Effective communication skills both internally and customer facing - oral, written and active listening.
Exercises growth mindset and operates with a high level of resiliency.
Ability to contribute within a team environment & influence cross-functionally with exceptional stakeholder management.
Ability to build trusting relationships and partnerships internally/externally.
Understands the organization and knows how to use this knowledge to achieve business results.
Ability to learn continuously through trade journals, category trend reporting, financial reports, attending Customer events & forums.
What can you 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 expected to be between the below range CAD 108,661.00 - CAD 142,617.00. Please note: This job posting is for an existing vacancy. AI is used as a supporting tool in our recruitment process.
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.
