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Director Regional Grocery & Retail
Mars
Chicago, IL, United States
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JOB CATEGORY: Sales
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.
Purpose of the Role:
Director Regional Grocery & Retail is responsible for achieving profitable sales growth for the Mars Food North America business. This role is expected to assemble and manage a high performing team of broker managers to achieve Company, team and individual business objectives with our customers via our broker partners. The Director will be directly responsible for delivering our financial plan, key growth initiatives, trade funding, category leadership, and retail (in-store) execution through our broker partner(s) across our Grocery, Drug & Mass Value Channels. This role will work closely with internal and external partners to achieve these objectives. This role is a key member of the Food U.S Leadership Team (SLT) reporting to the Sales VP.
Key Responsibilities:
• Responsible for actively leading the broker manager sales activities and providing team members direction on:
• Develop broker-specific objectives that delivers assigned financial targets
• Develop broker & account specific KPI to track and evaluate team (broker) performance against product assortment, placement, shelving and merchandising (merchandising includes increases in display and promotional frequency/depth vs prior year).
• Development of broker relationship at senior management levels that will enable Mars Food to increase sales and profit levels with regional grocery teams.
• Proactively build and develop the Natural Specialty business and future go to market strategy to ensure Natural Specialty (Whole Foods and Sprouts) become strategic partners and help Mars Food accelerate growth
• Leverage external & internal insights to continually bring new growth ideas to Customer and Company; incorporate in all Customer solutions.
• Oversee all Mars broker Retail team daily activities to ensure excellence in Sales Execution and follow through on broker plans. Manage priorities and KPI’s to ensure excellence of execution for Mars Broker Retail Team. Collaborate w/ SLT counterparts to develop retail (instore) KPI’s to deliver improved in store conditions leveraging our “perfect store” initiative.
• Manage Regional Grocery Team P&L shape and deliver financial targets
• Ensure broker partner is fully leveraging all Mars tools including trade and category to deliver financial and category objectives.
• Ensure that broker delivers assigned targets for NSV, Trade & Distribution during Mars Food Financial year.
• Evaluate (as needed) broker commission rates to ensure we maximize to achieve stated objectives.
Responsible for people management to include:
• Planning talent needs, recruiting, hiring talent for the Customer team.
• Assessing potential and co-creating development plans with direct reports, providing coaching, championing individuals’ development and career progression.
• Developing and retaining talent, ensuring succession plans are in place for critical roles.
• Championing talent development and succession as part of the Sales Leadership Team (SLT).
• Setting expectations and overseeing the achievement of individual objectives, managing performance and providing timely and ongoing feedback.
• Coaching and directing priorities to achieve and exceed Company, Customer and individual objectives.
• Setting overall tone, motivation common purpose and specific expectations for the team to ensure team success in the achievement of Company and Customer business goals.
Qualifications Required:
• 7-10 years of consumer packaged goods retail sales experience is required
• Bachelor’s degree in Business or relevant field, advanced degree or MBA is preferred
• 2 years of major account sales management experience required
• Broker management experience
• 2 yrs. of people management highly preferred
• Proven retail analytic application & management capabilities; i.e. syndicated data (Nielsen and/or IRI), customer specific data, and annual customer planning
• Category Management and Customer/Trade Marketing experience
• Demonstrated Microsoft Office (PowerPoint, Excel & Word) capabilities
• Ability to travel 50% of the time
• Valid drivers license and clean driving record
• Successful completion of a drug and background screen
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:Chicago
Job Segment: Grocery, Manager, Merchandising, Category Manager, Retail, Management