The Mass Retail Key Account Manager will facilitate and manage both existing and new business opportunities nationally and will lead the call point relationships with the Key Accounts. Work with National Sales Manager (NSM) focusing on Mass Retail/Multi Location retailers to achieve targets for volume, revenue and product mix with the focus on profitable NSV growth. To participate in the development and implementation of sale/trade channel strategy to achieve company's goals in the equine nutrition market, including expected ROI. To maximize the profitable distribution and availability of Mars Horsecare products throughout all retail outlets in the region.
What are we looking for?
Bachelor's Degree
3-5+ years of experience in sales with a strong understanding of retail account management
Previous Key Account management servicing multi-location retailers at the HQ level
Equine or animal feed market experience preferred
Proficient in reporting and analyzing data
Excellent analytical and problem-solving skills
Strong project management and organizational abilities
Excellent customer management and communication skills
Strong understanding of omni-channel landscape relevant to the industry
Ability to travel 30-50% of time
What would be your key responsibilities?
Responsible for the growth and management of Mars Horsecare distribution to new and existing multi-location retailers nationally
Develop a territory plan to support the growth and distribution of Mars Horsecare products
Measure and evaluate existing business (KPI's, trends, gaps/opportunities, what's working/not working). Provide solutions where gaps exist and execute these solutions accordingly.
Ensure we achieve the widest distribution, availability and share of stock of our products in all relevant multi location retail outlets. Implement changes required, including Route to Market (RTM), to achieve this outcome.
Accountable for driving sales volume and value in line with business commitments with direct and indirect customers.
Formulate a strategy for top key distributor accounts and define objectives and goals, including optimizing distribution, increasing account penetration with additional SKRs and garnering recommendations at retail.
Develop and maintain short-term and long-term business plans and periodic reports togethers with the NSM for all agreed major key accounts enabling regular analysis and subsequent strategic planning to drive successful performance.
To develop and implement campaigns, together with the Brand Marketing team, which are in line with Brand Strategies to deliver competitive advantage.
Support cross functional teams with a sales perspective to other functions, collaborating with R&D, Marketing and Logistics on projects including, but not limited to Pricing, Distribution, SKU Rationalization, Promotional Calendars, Category Management, etc.
Support and provide insights to team impact planning session
Set annual operating plan on NSV, promotional spend, market contribution and MAC for each account, in consultation with the NSM.
What can you expect from Mars?
Work with over 140,000 diverse and talented Associates, all guided by The Five Principles.
Join a purpose driven company, where we are striving to build the world we want tomorrow, today.
Best-in-class 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.
This role includes a company vehicle.
All applicants must have permanent legal authorization to work in the United States. Mars does not sponsor employment visas for this role.
This position is not eligible for relocation benefits.
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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.
