18 days old

Strategic Demand Leader

Mars, Incorporated
Chicago, IL 60602
  • Job Code

A mutually rewarding experience.

Work. Realize your ambitions. And realize theres more to being in business than just making a profit. Thats 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 its never just about a single person, a single project or a single brand. Its about how you can grab everything thats within your reach here and use it to pursue mutual, long-term gain. Its about having ideas. And ideals. Being prepared to risk failure because the promise of success means well all be a little better off. Its 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 worlds best-loved brands: M&Ms, SNICKERS, TWIX, MILKY WAY, DOVE, PEDIGREE, ROYAL CANIN, WHISKAS, EXTRA, ORBIT, 5, SKITTLES, UNCLE BENS, 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.

The Director SDL will function as a key customer/client strategist for Mars Food U.S. This position will drive portfolio growth, business entrenchment and customer satisfaction. Overall, the Director will be responsible for driving go-to-market improvements resulting in greater, sustainable top line growth, efficiency, and profitability for Mars Food. This role has seven primary functions that support the success of the U.S. Business. 1) Champion a customer-centric mindset for our organization by ensuring customer insights are embedded into our marketing plans and these plans are translated into sales strategies that will be executed with excellence. 2) Develop and deploy strategic customer segmentation that ensures the organization invests resources appropriately to accelerate growth today and to future-proof our business by focusing on shopper migration and the shopping journey. 3) Lead the development of trade/promotional guidelines to maximize sales, minimize cross channel disruption, and maximize trade/shopper investment. 4) Lead our demand planning function that ensures we are accurately and timely signaling demand changes for our Supply Chain organization, and ensuring that our accurate forecast supports the financial forecast throughout our S&OP horizon. 5) Champion the sales capability and development strategy for Mars Food U.S. 6) Lead the our Category Leadership organization with a focus on delivering superior Customer Collaboration and becoming a trusted category advisor to support our dinnertime ambition 7) Act as the Chief of Staff to support the VP of Sales by planning and directing all administrative, financial, and operational activities for the sales organization.

This role is responsible for leading the development, translation and cascading of the company business strategies/priorities/objectives in a timely manner to support our annual planning process.
oLeads the development and ensures customer specific requirements are incorporated into the marketing plans, innovation launch requirements, and go to market strategies.
oLeads the annual planning process by establishing the planning timelines; ensuring that all marketing plans, innovation, and SRM promo/price guidelines are delivered in a timely, cohesive, turnkey package for sales to leverage in internal annual planning and external customer joint business planning that delivers our annual and 5 year operating plan
oBring analytical discipline and creativity to business planning and product launches
oDeploy trade and support deployment of shopper funds that delivers our financial targets
oDevelop a process to evaluate, track, and redeploy trade to ensure company achieves highest possible growth, earnings, and ROI while minimizing cross channel disruption.
oConsolidates sales plan rollup to incorporate into our annual demand and financial plan.
oIdentifies gap to annual plan and leads the activities that tracks, gains approval and deploys resources to close gap to our operating plan targets.
oLeads the customer co-creation process to ensure we leverage the insights, develops the assortment per customer specifications, and drives execution to meet customer timelines. She/He will leverage our customer segmentation as the guide to expanding our co-creation partnerships.
This role is responsible for leading the demand planning function and delivering to the organization a short, med, and longer term forecast as prescribed in our S&OP process.
oLead the development of a forecast model based on customer plans, marketing plans, retail inventory, and category/brand consumption trend assumptions that delivers a highly accurate forecast to support our Supply Chain Operations and Finance, ultimately providing higher customer service levels and operational excellence
oLead new thinking and approaches to sales/demand planning and operations that enables the sales organization to deliver our forecast accuracy and financial targets.
This role is responsible for leading all operations for the U.S. Sales Organization:
oWork cross-functionally to establish metrics for all customer facing activities to ensure category share growth and delivery of the annual growth target through efficient customer management.
oTrack and communicate all performance metrics innovation STS, Core Distribution, Trade, Net Sales, as well as daily, period, quarterly and annual sales volume tracking.
oAct as subject matter expert within sales and on behalf of sales with other functions
oEvaluate and make recommendations to align incentives across functional departments and broker to achieve our operating plans.
oIdentify operational accountability within cross-functional teams and effectively influence customer sales teams to achieve revenue and profitability targets.
oPartner on the development of sales training programs and leverage global best practices that enable associates to achieve their potential and support Mars Food sales objectives.
oParticipate as required as part of the Global Mars Food Sales Team.
Leads the development and implementation of the Mars Food Category Vision.
Lead the test and learn and execution that delivers superior placement of Mars Food assortment
Lead the development of assortment priorities for US Food.
Lead the development of insights for current and future categories for Mars Food US. These insights will be used to deliver superior instore execution for our brands
Set TDP and placement objectives for the US organization that supports the delivery of our annual and five year growth plan
Will be responsible for delivering special business projects assigned by the VP of Sales
Collaborate with Marketing and Customer Marketing on Distribution and Placement objectives for innovation
Drive customer penetration and be recognized as the trusted advisor for the current and future categories Mars aspires to enter.

Functions that report to this leader include. Category Management, Demand Planning, Trade Management, Strategic Revenue Management, Sales Operations, and Customer Marketing

Preferred Qualifications:
Bachelors Degree, MBA, or Advanced Degree
15 years of CPG experience calling on key national retailers across Grocery, Mass and Club Channels preferred
Experience leading/developing direct reports; managing P&Ls; and demonstrated high analytical acumen.
Experience in National Customer Marketing or National Sales Planning
Quantifiable success developing strong relationships and influencing both internally (cross functionally) and externally with top customers/channels leaders
Quantifiable success in managing strategic business partnerships such as brokers or research consultants.
Demonstrated understanding and management of large, complex business, customers or channels
Strong understanding of the sales process and other functional areas impacting the sales process and the ability to translate these practices into market opportunities
Demonstrated strength in building sales capabilities, sales integration and sales technology deployment
Highly analytical with background in Finance or Category management preferred.
Ability to travel up to 30% of the time


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.

Posted: 2020-01-08 Expires: 2020-02-06
Sponsored by:
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Sponsored by:
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Strategic Demand Leader

Mars, Incorporated
Chicago, IL 60602

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