Senior National Account Manager - Kroger (Finance)

Job Level:
Technical Leadership-T3

Job Description:

The Senior National Account Manager plays a crucial role in driving profitable and sustainable sales growth for the Mars Food Business across Ben's Original and Seeds of Change brands. This position is responsible for maintaining strong relationships with customers, broker partners, and internal stakeholders, ensuring the execution of innovative customer plans that support key business objectives in revenue, profit, growth, distribution, shelving, merchandising, promotions, and pricing.

As the primary account lead for Kroger (Harris Teeter), this role is directly accountable for delivering the financial plan, driving key growth initiatives, managing trade funding, fostering category leadership, and overseeing Top-to-Top customer engagement and retail execution. A strong focus will be placed on accelerating organizational growth, increasing household penetration, and expanding category leadership through strategic partnerships with customers.

We are looking for a strategic, data-driven, and results-oriented leader with a deep understanding of Kroger, consumer trends, and the CPG industry. The ideal candidate will have strong enterprise leadership skills that embody Mars' 5 Principles, fostering collaboration and leading crucial conversations with internal and external partners to drive focus, alignment, and business results.

What are we looking for?

• 7+ years of consumer packaged goods retail sales experience
• 5+ years of major account sales management experience (Kroger) preferred
• Proven retail analytic application & management capabilities, i.e. syndicated data (Nielsen and/or IRI), customer specific data (84.51), and annual customer planning (TPM)
• Category Management and Customer/Trade Marketing/SRM(RGM) experience
• Polished interpersonal communication skills (written, verbal, presentation)
• Proficient Microsoft Office (PowerPoint, Excel & Word) capabilities
• Demonstrated ability to perform in remote work environment
• Proven ability or previous experience effectively managing internal & external stakeholders
• Proven skills embodying a customer-first mentality for effective account management and selling to achieve objectives in a competitive environment
• Exhibit influential negotiation potential or proven experience
• Cross functional partnership and influence experience with Product Supply, Marketing and Category Leadership - initiative to bring insights and opportunities to the customer proactively
• Forecasting expertise and financial acumen to properly plan and understand the P&L impact of fundamental business changes in an annual planning cycle
• Ability to travel a minimum of 20% of the time
• Valid driver's license and clean driving record
• Successful completion of a drug and background screen
• Bachelor's degree required; Business degree, MBA preferred

What will be your key responsibilities?

• Customers: Kroger (Harris Teeter); Role can evolve as business evolves.
• Deliver the operating plan - Achievement of customer growth and profit objectives. Market share, NSV, operating profit, ROI on Trade
• Develop sales strategy - for Ben's Original and Seeds of Change to drive long term growth objectives. Recommend and set priorities as part of segment review process.
• Sell Mars Food category vision (D,S,M,P) to customers, maximizing sales growth and profit.
• Manage joint business plan development and execution, including annual collaborative planning meetings
• Manage overall customer P&L, delivering financial commitments including GSV, NSV and Trade. Accomplished by leveraging tools and resources (technology and people) to negotiate effective customer programs along with effective tracking of all promotional contracts with our customers
• Responsible for sales forecast. Leveraging S&OP best practices and tools in partnership with the demand planning team
• Leverage internal resources to support business objectives (i.e, category management, customer support, shopper marketing, omni-commerce and consumer marketing)
• Leverage broker partner support (i.e. syndicated retail coverage, incremental analytic support, back office)
• Develop and execute breakthrough customer engagement plans, connecting leadership between customers and senior leadership at Mars Food.
• Maintain consistent stakeholder updates (internal and external stakeholders), including internal customer plans.

Context and Scope

• Weekly/ periodic customer meetings and retail work-withs
• Weekly financial management/ oversight re: trade planning, P&L and budget
• Periodic internal finance, retail, and key customer category overviews
• Periodic demand planning forecast sessions.
• Ongoing support and high-performance collaboration with Mars Food sales team members and internal team
• Annual planning sessions
• Customer Engagement Session execution /planning
• Collaborate and execute development plans and objectives

What can you expect from Mars?

• Work with diverse and talented Associates, all guided by the MARS Five Principles.
• Join a purpose driven company, where we're 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.

#LI-KR4

Skills:

Action Planning, Adaptive Mindset, Analyze Current State, Business Requirements Analysis, Commercial Acumen, Customer and Market Analysis, Customer-Focused, Data Collection and Analysis, Define Future State, Knows the Buying Influences

Competencies:
Action Oriented, Being Resilient, Business Insight, Cultivates Innovation, Customer Focus, Drives Results, Ensures Accountability, Manages Complexity, Persuades

Thebase pay range for this position at commencement of employment is expected to be between the below range, however, base pay offered may vary depending on multiple individualized factors, including but not limited to, market location, job-related knowledge, skills, andexperience. The total compensation package for this position may also include other elements, if eligible, including variable pay & general allowances (depending on the positionand employee's work schedule). Subject to the terms and conditions of the applicablepolicies andplans then in effect, and depending on the position offered and the employee's work schedule (i.e., part-time schedule), eligible employees are automatically enrolled in a 401(k) plan, as well as participate in Company-sponsored medical, dental, vision, and basic life insurance plans for the employee and the employee's eligible dependents, and may be eligible to take up to 18 weeks of paid parental leave.Employees will also receivethe following paid-time off (which may be prorated based on start date and the employee's work schedule):120 hours of vacation per year, paid sick time for eligible Associates of 100% pay continuation for a maximum of 40 hours per calendar year,and 12 paid holidays throughout the calendar year that include both fixed and flexible holidays.
USD 152,142.00 - USD 209,202.00