National Account Manager - Specialty Pet Trade

Mars; Melbourne; On-site; AUD 140,000 - 180,000; Full time

Job summary

Mars Australia in Melbourne is seeking a National Account Manager for Specialty Pet Trade to own the full P&L for a major account with a GSV of $80M to $100M, driving profitable growth and joint business plans. You’ll manage trade promotions, lead retailer plan execution, and collaborate with Customer Marketing and Category Leadership to secure top placements for Mars brands.

The role is highly customer facing, requiring strong negotiation and cross-functional influence.

Qualifications

• Extensive experience in key account management and sales in FMCG.
• Experience in trade revenue optimization and large promotional budgets.
• Strong interpersonal and negotiation skills for stakeholder alignment.
• Degree in Business, Commerce, Marketing or related field.

Responsibilities

• Lead full P&L for the account and implement the activity plan with high-impact presentations on retailer sites.
• Develop and execute short- and long-term customer business plans to meet Mars objectives while optimizing revenue and margin.
• Manage the trade promotions budget in line with Mars policies to maximise ROI.
• Drive the customer agenda by building strong, influential partnerships with key retail decision makers.
• Provide data-driven category insights and timely priority recommendations to drive category leadership and expansion.
• Collaborate with Customer Marketing and Category Leadership to execute assortment, pricing, merchandising, and promotion plans for top-tier placements.

Skills

Key account management

Sales experience

Customer marketing

Negotiation skills

Education

Bachelor's degree in Business/Marketing or related field

Job description

National Account Manager - Specialty Pet Trade

Mars is a family-owned business that has been making products for people and their pets for more than 100 years. We’re behind some of the best loved brands in the world including MARS®, SNICKERS®, EXTRA®, ECLIPSE®, PEDIGREE®, WHISKAS®, DOLMIO®, BEN’S ORIGINAL ® MASTERFOODS ® and ROYAL CANIN® ORIJEN® ACANA® we are dedicated to making a positive impact on people and the planet.

About the role

Reporting to the Customer Development Director – Specialty Pet Nutrition you will hold full P&L accountability for a major Specialty (SPT) customer account, managing a portfolio with an annual Gross Sales Value (GSV) of GSV $80M to $100M.

You will be responsible for achieving profitable sales growth, developing joint business plans, and coordinating cross-functionally to deliver shopper-centric programs. From optimising trade spend to ensuring flawless execution on retailer sites, you will serve as the champion of our brands and the primary growth driver for your assigned customer category.

What you’ll do:

• Assume full responsibility for the account’s P&L and lead the implementation of the customer’s activity plan, including high-impact sales and marketing program presentations on retailer sites.
• Develop and execute comprehensive short- and long-term customer business plans designed to deliver all Mars Petcare business segment objectives while optimizing revenue and margin.
• Manage the trade promotion budget for your assigned customers in strict harmony with Mars policies, procedures, and assigned financial constraints to maximise ROI.
• Drive the customer agenda by building strong, influential, and long-term partnerships with key retail decision makers, aligning customer priorities with category growth plans.
• Provide your customer with data-driven category insights, timely information, and expert priority recommendations to drive category leadership and overall category expansion.
• Partner closely with Customer Marketing and Category Leadership to seamlessly execute assortment, pricing, merchandising, and promotion plans, securing top-tier placement for new product launches.
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What you’ll bring:

This role is predominately customer facing and will drive the agenda and provide strategic and operational day-to-day leadership of the assigned customer. You will deliver results by influencing cross functionally and building effective customer relationships.

In addition, you will bring:

• Extensive, proven experience in key account management, sales, customer marketing, or field sales within the FMCG / consumer goods space, with a track record of exceeding sales quotas.
• Strong experience managing complex P&Ls, executing trade revenue optimization models, and managing large-scale promotional budgets within rigorous compliance guidelines.
• Exceptional interpersonal and negotiation skills, with a demonstrated ability to navigate conflict, influence stakeholders, and secure joint-business alignments.
• Practical, hands-on knowledge of deploying Category Leadership fundamentals to capture growth and manage category captaincy.
• Highly developed problem-solving skills, a results-oriented mindset, and the ability to seamlessly translate raw shopper data into actionable retail growth plans.
• A tertiary degree in Business, Commerce, Marketing, or a related discipline.

Why you’ll love working for Mars:

• Purpose:Help craft beloved brands with a legacy of over 100 years of local manufacturing making products that people and pets will love all while helping to build a more sustainable future.
• People:A culture that values your contributions, fosters leadership, and recognises the impact you make. Your work truly matters here.
• Development:Shape your career with personalised development and real opportunities to grow from day one. Wellbeing:Enjoy a team and business environment that is invested in helping you manage and grow your energy for work and life.

Mars is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, colour, 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 penalised as a result of such a request.