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Business Development Manager


London, LND, GB, W2 6BD


Role: New Route to Market Manager

Salary & Benefits: £52,000 to £66,000 plus bonus and great benefits

Role Location: London, Paris or Brussels

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.





You have an entrepreneurial spirit and are looking for a different experience? You have background in Sales and possibly Marketing/Category Management? You are interested in growing our business by expanding our portfolio in new markets? This role could be for you!


Our vision for Food is to be the Fastest Growing Dinner Company. One of the pillars to achieve this is to accelerate the expansion of our tailwind categories to new markets.


This exciting role was created to enable a faster expansion of our portfolio in markets where we don’t have resource or are not equipped to do so in our existing structure.

Its purpose is to implement, drive and manage centrally a Distributor Route to Market enabling the launch, sales and marketing of MARS Food brand(s), in a selection of European markets (Multi Sales).  We will start with expanding the SUZI WAN Brand to a selection of new markets where we can launch or develop the fast growing Asian category with a strong and proven Brand.


The New Business Development manager reports into the Category Development Director for Food Europe in Multi Sales markets.



The role consists of defining and setting up the most efficient “Distributor Model” to expand the SUZI WAN brand (and potentially other brands) in new markets in Multi Sales Europe, in parallel to our existing operations in these markets.


You will play a critical role in the definition of the deployment strategy, in recommending the phasing of markets and developing the launch and execution model.

You will be accountable for identifying the relevant partner distributors in the different markets, negotiating the contracts, selecting the critical KPI’s to track, and work in collaboration with the selected distributors to reach our targets in each country.


The jobholder will collaborate closely with other key functions, Marketing, Activity management, Supply and Finance, to provide the supply route, the range, tools and assets required for local Distributors to successfully launch, sell, activate the brand in the given markets.



  • Participate in Deployment strategy definition, phasing of markets and Distributor model set-up
  • Identify and select the relevant partner distributor(s) in each market
  • Negotiate and agree the distributor agreement within given legal and financial guidelines
  • Deliver the yearly sales targets by negotiating and tracking the yearly JBP with each distributor
  • Own the P&L related to the sales realized through this distributor model
  • Train and coach the distributor teams (in compliance with the legal rules and the contract)
  • Adapt and deliver the Category Story and collaborate with other functions on range and activation plans. Highlight the tools/assets needed for the distributors to implement their plans.
  • Codify the learnings and define, refine and optimize the model as we go.



  • You will have a Master Degree in a business related discipline and have 5 years work experience.
  • Have Sales experience (including account management), ideally have worked previously with or managed a distributor or having held jobs in different Retail Channels.
  • Have some experience in Marketing or Category management or having worked closely with these functions.
  • Have an entrepreneurial spirit, feeling at ease in new/different ways of doing things
  • Have some experience or a strong inclination for working in a multi-cultural context
  • If you have knowledge/experience in the digital space, this is a plus



Critical supporting competencies will be:

  • Drive for Results, Customer Focus and Conflict Management
  • Priority Setting and Dealing with Ambiguity
  • Standing Alone and Learning on the Fly

Functional competencies:

  • Selling and Negotiation skills
  • Execution/Measurement and Analytical Skills
  • Financial Management
  • Project Management


In return we offer:


Great career progression

Range of in-house training

Competitive salary, bonus and range of large company benefits


We know it's important to you to find out as much about us as possible, so following a review of your CV the first stage will be a telephone interview with the hiring manager and a chance for you to ask lots of questions. If successful, you will be invited to an interview day. Don't worry we will give you plenty of time to prepare.

Closing date:  3rd May 2019


If it sounds like the right role for you, please click on the APPLY button below. We look forward to hearing from you.

Job Segment: Business Development, Manager, Marketing Manager, Category Manager, Sales, Management, Marketing, Retail

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