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Senior National Accounts Manager

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Location: Germantown, MD, US, 20876

Date: Oct 10, 2017

Requisition Number: 77624

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.

Mars has net sales of more than $33 billion, operates six business segments including Petcare, Chocolate, Wrigley, Food, Drinks, Symbioscience, and more than 75,000 Associates worldwide that are putting its Principles into action to make a difference for people and the planet through its performance.

Mars brands include: Petcare – PEDIGREE®, ROYAL CANIN®, WHISKAS®, BANFIELD® Pet Hospital, CESAR®, SHEBA®, DREAMIES® and NUTRO®; Chocolate – M&M’S®, SNICKERS®, DOVE®, GALAXY®, MARS®, MILKY WAY® and TWIX®; Wrigley – DOUBLEMINT®, EXTRA®, ORBIT® and 5™ chewing gums, SKITTLES® and STARBURST® candies, and ALTOIDS® AND LIFESAVERS® mints. Food – UNCLE BEN’S®, DOLMIO®, EBLY®, MASTERFOODS®, SEEDS OF CHANGE® and ROYCO®; Drinks – ALTERRA COFFEE ROASTERS™, THE BRIGHT TEA COMPANY™, KLIX® and FLAVIA®; Symbioscience – COCOAVIA® and WISDOM PANEL®.

Purpose of role:
The Senior National Accounts Manager is responsible for delivering planned volume, distribution, and spending targets within his / her assigned sales accounts focused in the vitamin / supplement category. This role is responsible for gaining new accounts and growing existing accounts selling CocoaVia® dietary supplement along with future cocoa flavanol products in the product pipeline across food, drug, mass, and specialty channels. This role is expected to manage a high performing team of account managers and analysts to achieve company, team, and individual business and personal objectives. This role is expected to maintain strong relationships at every level of the customer to best create and lead customer plans that deliver objectives of: revenue, growth, profit, product/assortment, placement/everyday shelving, merchandising, pricing, and promotion. This role will work closely with internal and external partners to achieve these objectives.
The ideal candidate has the proven ability to develop and manage a broad range of customers and sales channels. This role is also required to develop and implement comprehensive annual customer plans to meet both Mars Symbioscience and the customers’ goals. This includes: promotional strategy, assortment decisions, planogram recommendations, customer communication and trade spend. This position requires a sales professional that manages his / her assigned accounts as a business. This position manages a broad range of customers across channels utilizing and leveraging third-party partners to deliver the sales plan where needed. The ability to influence the Mars Symbioscience leadership team through effective presentations that demonstrate a solid understanding of key business metrics is vital for success in this role.

 

Key Responsibilities
•    Customer solutions for profitable sales growth for products/assortment, placement and everyday shelving and merchandising, pricing, and promotion are created and executed to achieve customer objectives, category leadership and company objectives
•    Influence Customer to implement solutions through fact based presentations that deliver results that are beneficial for both customer and company
•    Manage new product launches with timely and effective execution to maximize customer impact in the marketplace
•    Execute all Customer solutions and ensure analytics in place for both proactive and reactive actions for continual improvement for both customer and company
•    Leverage insights of team members, data (data analyses, trends, etc.) and resources (internal sales, CD, etc.) to continually bring new growth ideas to Customer and company; incorporate in all customer solutions
•    Oversee all Customer daily activities to ensure consistent operational execution and follow-through on plans
•    Manage Customer trade programs and funds that comply with internal and external requirements
•    Develop and maintain strong relationships with Customers and internal stakeholders
•    Be an expert at syndicated data and drawing recommendations
•    Evaluate ongoing sales performance and make recommendations and changes to improve sales and profitability
•    Lead the category review process to ensure improved visibility and availability of new and existing innovation
•    Manage third-party contract sales reps providing brokerage services on key accounts
•    Provide input to the finance team for the sales forecast by channel as part of the Sales and Operations Planning (S&OP) process
•    Understands best practices of category management, including Assortment, Merchandising, Pricing, Shopper, and Shelf (AMPSS)
•    Ownership and accountability for the Mars Symbioscience business with assigned customers, guided by Mars’ 5 Principles

 

People management responsibilities
•    Planning talent needs, recruiting, hiring and selecting talent for sales team
•    Assessing potential and co-creating development plans with individual reports; providing coaching, championing to realize individual potential and fulfill development plan
•    Developing talent and retaining talent, have talent ready for customer team, sales organization and company
•    Setting expectations and overseeing the achievement of individual objectives, monitoring performance and providing on-going feedback
•    Coaching and directing for optimal performance and achievement of company, Customer team and individual objectives
•    Directing priorities and providing solutions to achieve/exceed company, Customer team and individual objectives

 

Minimum Qualifications
•    10 years of experience in CPG sales
•    Key Account Management experience (Large & Small)
•    People leadership
•    Excellent verbal and written communication skills
•    Demonstrated application of category based selling
•    Strong influencing skills, with ability to sell ideas, concepts, and programs both internally and externally
•    Demonstrated innovation and entrepreneurial spirit
•    Ability to obtain meetings with key mass, drug, grocery, and specialty accounts and win these accounts
•    Strong financial acumen and demonstrated ability to successfully manage customer trade budgets
•    Analytical skills: understanding and ability to pull and analyze Nielsen, IRI, and retail data
•    Ability to travel 50% of the time (domestic and occasional international travel required)

 

Preferred Qualifications
•    10+ Years of experience in CPG Sales
•    Supplement / vitamin category experience
•    Broad channel expertise across food, drug, mass, and specialty
•    Broker Management experience
•    Experience in Customer Marketing

 

Key Supporting Compentencies
•    Action Oriented
•    Customer Focus
•    Dealing with Ambiguity
•    Drive for Results
•    Developing Direct Reports
•    Organizational Agility

 

Key Functional Competencies and Technical Skills
•    Managing and Measuring Work
•    Presentation Skills
•    Financial Management

Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, 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: Washington DC

Job Segment: Merchandising, Manager, Category Manager, Marketing Manager, Retail, Management, Marketing

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