Sales Director, Mass & Value

Mars (New); Bentonville (AR); On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

Company bonus

Mars University access

Competitive salary and benefits

Job summary

Mars (New) in Bentonville, AR, seeks a Sales Director to lead our largest customer and broaden channels, delivering profitable growth. You will lead a team of four Associates, driving category leadership, trade funding, and in-store execution with Walmart, Target, Meijer and Value channels.

The role requires strategic, data-driven leadership with a strong background in consumer-packaged goods, proven partnerships, and experience in omni-channel growth.

Qualifications

• 10+ years of consumer-packaged goods retail sales experience required.
• 2+ years of major account sales management experience required.
• 2+ years of people management experience.
• Proven retail analytics using syndicated data (Nielsen/IRI) and customer data.
• Ability to travel 25% of the time.
• Bachelor’s degree in business or related field; MBA preferred.

Responsibilities

• Actively lead sales activities and direct team members to elevate customer relationships.
• Develop objectives to deliver financial targets and growth.
• Create account KPI’s for product assortment, placement, and merchandising.
• Own the T2T relationship and omni-channel growth strategy.
• Drive distribution gains and household penetration through strategic initiatives.
• Conduct market analysis and consumer research to identify growth opportunities.
• Leverage insights to develop growth ideas for Customer and Mars.
• Collaborate with SLT to set retail KPI’s for in-store and digital initiatives.
• Manage Walmart Team P&L and deliver financial targets.
• Ensure use of Mars tools to hit financial and category objectives.
• Deliver NSV, Trade & Distribution targets during Mars’ fiscal year.
• Present accurate and timely sales forecasts.
• Coach and develop direct reports; plan succession and talent development.

Skills

Retail sales leadership

Major account management

People management

Retail analytics

Travel 25%

Bachelor's degree or MBA preferred

Education

Bachelor's degree in business or related field

MBA preferred

Job description

Job Description: Sales Director is a customer leadership role responsible for leading our largest customer along broadened channel, while delivering profitable sales growth for the business.This role leads a team of four Associates, so the right candidate has a passion for building capability and developing others, a high performing team, elevating customer partnerships and culture. The leader in this role will be responsible for delivering the financial plan and key growth initiatives while overseeing trade funding, category leadership, T2T customer engagement, and in‑store execution across Walmart, Target, Meijer and Value channels. We are looking for a proven leader that is strategic, data-driven, and results oriented with a deep understanding of Walmart and interest in broadened channels. They have demonstrated creating joint-value and long-term strategic partnerships with top customers. The successful candidate should have strong people and enterprise leadership skills that can bring to life Mars’ 5 Principles. Someone who is highly collaborative and can lead crucial conversations with internal and external partners to drive the right focus and deliver business results. This role is a key member of the Sales U.S Leadership Team (SLT) reporting to the Chief Customer Officer.

What are we looking for?

• 10+ years of consumer-packaged goods retail sales experience is required
• 2+ years of major account sales management experience required
• 2+ years of people management
• 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
• Ability to travel 25% of the time
• Minimum bachelor’s degree in business or relevant field, advanced degree or MBA is preferred

What will be your key responsibilities?

• Responsible for actively leading sales activities and providing team members direction on: Elevate customer relationship and drive joint-value-creation.
• Develop objectives that delivers assigned financial targets.
• Develop account specific KPI’s to track and evaluate team performance against product assortment, placement, shelving and merchandising.
• Own T2T relationship.
• Total omni share growth strategy (digital/e-commerce experience preferred)
• Drive significant distribution gains and increase household penetration through strategic initiatives, innovative programs, and building strong relationships with customers.
• Conduct thorough market analysis and consumer research to identify growth opportunities and address challenges.
• Leverage external & internal insights to continually bring new growth ideas to Customer and Company; incorporate in all Customer solutions.
• Collaborate w/ SLT counterparts to develop retail (instore and digital) KPI’s to deliver improved in store conditions leveraging our “perfect store” initiative.
• Manage Walmart Team P&L shape and deliver financial targets.
• Ensure team is fully leveraging all Mars tools including trade and category to deliver financial and category objectives.
• Ensure all accounts deliver and exceed assigned targets for NSV, Trade & Distribution during Mars Food Financial year.
• Prepare and present accurate and timely sales forecasts.
• People Leadership and Development: 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 business, customer and individual objectives.
• Setting overall tone, motivation common purpose and specific expectations for the team to ensure team success in the achievement of business and customer business goals.
• Planning talent needs, recruiting, hiring and selecting talent.

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. Mars is a family-owned business with more than $35 billion in global sales. We produce some of the world’s best-loved brands: M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, PEDIGREE®, ROYAL CANIN®, WHISKAS®, EXTRA®, ORBIT®, 5™, SKITTLES®, BEN’S ORIGINAL®, and COCOAVIA®. Alongside our consumer brands, we proudly take care of half of the world’s pets through our nutrition, health and services businesses such as Banfield Pet Hospitals™, BluePearl®, Linnaeus, AniCura, 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 our 140,000 Associates into taking action every day towards creating the world we want tomorrow.