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Customer Manager

LOCATION: 

0, BRU, BE

JOB CATEGORY:  Sales
REQUISITION NUMBER:  220257

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.

 

Job Title Customer Manager FOOD
Segment/Business Unit Multisales

Function Sales

Location/Site Brussels
 


Job Purpose/Overview

The purpose of the job is to manage the business performance of Mars at a number of our retail customers for the Food category, by being the key contact person for those customers externally as well as internally.
The customers are Provera (Cora,Match,Delfood,Deli-Traiteur), Resuma, Intermarché, Makro, Lambrechts, VAC, Lidl and Aldi.
The purpose of the role is enabling a Mars associate to learn and to grow the Mars Food business (IT), to learn and be an active player through internal and external ways of working/collaborating (WE), to develop her/himself on several competencies (I).

 

Key Responsibilities

NSV & Earnings Growth
• Deliver NSV/Earnings evolution target vs previous year through maximizing all available levers (promo, pqa, ros, innovations, wd, plano, mix, pricing) and all ressources (cfr. below).
• Deliver Net net Pricing mandate through negotiations with customer
• Deliver NSV/Ton evolution target
• Achieve WD target (Cum WD, Inno, Bbusters)
• Reach Perfect Store target (shelf & out-of-shelf lagging and leading (ex: plano) indicators)

Resources Management
• Budget (CP sales/Free goods): stay within available budget AND optimize it accordingly to customer opportunities, brand strategy and strategic customer management.
• Trade Expenditure : stay within trade expenditure target and maximize counterparts.
• Field coverage : ensure that coverage target by customer are met through internal & external process/collaboration (FCM, Team meeting, HQ agreement)
• Other resources : Ensure that all internal developed resources are maximized at customers. 

Forecasting & Planning
• Yearly growth plan: establish and present a strong customer growth plan for Year+1.
• Forecasting: forecast the periodical customer NSV with a maximum bias of 5% v.s. actuals.
• Business review: ensure periodical/quarterly review of customer performance and coordinate field Business Review for direct customers.

Customer centricity
• Customer visit : visit actively each customer on a determined min. base by customer to ensure a growing business relationship
• Customer event : organize specific sessions with customers beyond day to day collaboration
• Field visit : join CSS on the field on agreed frequency

Self-development & Team
• Development plan : quality 70/20/10
• Team : Gallup, Sales community, Mars Belgium Multisales Great place to work

 


Job Specifications/Qualifications

1. Education & Professional Qualification
University/ Higher education degree

2. Knowledge/Experience
Field experience is a strong “plus”
Fluent in French, Dutch, English
Sales passion

 

#LI-CA1

 

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.

 


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