Region Sales Manager - West

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Job Level:

Technical Leadership-T2

Job Description:

Title: Region Sales Manager – West

Workstyle: Remote

Locations: Preferred locations: Austin, TX; Dallas, TX; or Phoenix, AZ

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

The West Region Manager role is responsible for driving profitable sales growth for the Mars Food business by executing strategic plans that align with key objectives, including revenue, profit, product assortment, placement, merchandising, pricing, and promotions. This role requires maintaining strong customer relationships to ensure successful execution of these strategies.

Currently managing three distinct sales channels in partnership with a brokered sales force, the position oversees West Region grocery accounts across the West Coast and Intermountain areas, as well as the Military and Natural & Specialty channels. Additionally, this individual will work directly with key distributors—Coastal & MDV for Military and UNFI & KeHE for Natural & Specialty—to optimize business performance. Strategic execution and market growth across all channels are essential components of this role.

Responsibilities:

1. Manage broker relationship for grocery retail and wholesale business. Ensure broker accountability for HQ call and customer penetration, as well as effective trade budget and financial management. Includes coordination with retail team.
2. Sell Mars Food portfolio to customers alongside the broker and maximize sales growth and profit. Drive assortment recommendations. Responsible for delivering Net Sales Growth Objectives.
3. Manage overall customer P&L and deliver financial targets. Effectively negotiate trade deals to drive profitable sales and positive ROI. Manage Trade Budget, Rate and Drive Net Sales Realization. Manage the completion of all Promotional Contracts with customer.
4. Manage Joint Business Plan development and execution, including an annual Collaborative Planning meeting with key customers, including one direct account call.
5. Responsible for sales forecast. Leverage tools and relationship with broker and customers to drive forecast accuracy. Liaison with Customer Supply Chain Team.
6. Foster strong customer relationships to ensure a long-term partnership that promotes sales growth.
7. Develop and Align to Grocery Channel’s Objectives, Goals, Strategies and Measures.
8. Work closely with internal and external partners to go after opportunities and achieve objectives. Close partnership with Retail Organization and Broker required to penetrate downstream retailers and deliver results.
9. Responsible for coordinating and attending Trade Shows.
10. Weekly/ monthly customer meetings and retail work-with’s
11. Weekly/ monthly broker team planning calls
12. Weekly financial management/ oversight re: trade planning, PNL and budget
13. Period internal finance, retail and key customer category overviews
14. Ongoing support and collaboration with Mars Food sales team members and internal team

Qualifications:

• Bachelor’s Degree; MBA preferred
• 5 years of consumer packaged goods retail sales experience required
• 2 years of major account sales management experience required
• Proven retail analytic application & management capabilities; i.e., syndicated data (Nielsen and/or IRI), customer specific data, and annual customer planning.
• Category Management and Customer/Trade Marketing experience
• Strong Microsoft Office (PowerPoint, Excel & Word) capabilities.
• Ability to travel a minimum of 50% of the time.
• Valid driver’s license and clean driving record
• Successful completion of a drug and background screen

What to Expect from Mars:

• Work with over 130,000 diverse and talented associates, guided by the Five Principles.
• Join a purpose-driven company committed to building a better tomorrow.
• Best-in-class learning and development support, including access to Mars University.
• Competitive salary and benefits, including company bonus.