Vacancies at Mars

Job Description:

This customer-facing role is accountable for maximizing the physical availability of Mars brands across prime in-store locations. The position focuses on driving the quality of displays and delivering excellent execution aligned with perfect store ambitions. The ultimate goal is to achieve incremental business and category growth through strategic in-store presence and execution excellence.

What are we looking for?

• Bachelor's Degree, preferably in Sales, Marketing, or Commerce.
• A minimum of 3 to 5 years of work experience as an in-field sales professional in the FMCG industry.
• Supervisory experience is an added advantage.
• Must be a qualified and competent driver with a clean and valid driving license.

What will be your key responsibilities?

• Channel Development: Enhance availability, visibility, and distribution through excellence in execution across assigned channels, whether modern trade or traditional trade, in alignment with sales and picture of success metrics.
• Distributor and Sales Partner Management: Manage, measure, support, and motivate distributor and/or third-party sales partners to ensure availability and quality execution in trade, meeting growth targets and sales metrics, including perfect store initiatives, distribution gap closures, in-market sales targets, activity compliance, speed to market, and ADHOC drives.
• Operational Plan Execution: Implement the field sales operational plan in accordance with the Perfect Store initiative, annual cycle brief/activity calendar, and channel/account plans through collaboration with Mars Field Sales Development Leaders and Customer Marketing Team.
• Consumer Insight Utilization: Utilize understanding of consumer/shopper demographics, data, and trends to develop compelling category and customer business solutions that add value to customers.
• Negotiation and Implementation: Negotiate range, share of shelf, placement, and POS directly with customers, while managing efficient and effective implementation of agreed activities with sales partners to deliver best-in-class customer service.
• Order Management Support: Facilitate the selling process through order management by self and distributor or third-party sales teams, fostering collaborative relationships with other business functions.
• Asset Management: Ensure safe custody of company assets, including vehicles and merchandising materials.
• Coverage Review: Collaborate with field sales leaders to review distributor or third-party sales partner coverage, identify opportunities, and agree on next steps.
• Internal Collaboration: Build collaborative relationships with key stakeholder departments (Marketing, Trade Marketing, and Customer Development) to influence RTM solutions for the assigned channel.
• Customer Relationship Building: Develop collaborative relationships with customer regionals, replenishers, and/or buyers for relevant accounts being managed.
• Compliance Assurance: Ensure compliance with all relevant Q&FS standards.

go to method of application »

Job Description:

We are seeking a dynamic and results-driven leader for a customer-facing role, responsible for managing and motivating a team of field sales representatives. This position plays a key role in ensuring the successful execution of all field sales initiatives, achieving agreed targets and objectives, and delivering on our Perfect Store ambitions. The successful candidate will drive excellence in execution, maximize points of distribution, and ensure the highest quality of in-store displays.

What are we looking for?

• Bachelor's Degree required
• MBA is considered an added advantage
• Over 8 years of experience in field sales operations or customer management
• Strong experience in line management or field sales management
• Proven track record in building new brands and launching new products.
• Ability to develop consistent and logical proposals based on sound analysis, with an understanding of broader business implications

What will be your key responsibilities?

• Regional Leadership & Performance Management: Lead sales team performance to achieve top-line financial goals and improve IMS for both volumes and value.
• New Product Penetration: Drive penetration of new products through effective in-store execution and collaboration with CM on trade activities.
• Coverage Expansion Plans: Continuously evaluate service solutions and staffing requirements to enhance sales coverage and frequency, ensuring high standards of customer service and execution excellence.
• PICOS Execution Plans: Deliver, manage, and measure PICOS execution, and engage distributor partners to implement in-store strategies.
• Sales Team Management: Enhance team effectiveness and productivity by managing operational activities, overheads, and company assets, and planning for PJP’s and KPI delivery.
• Distributor Demand Planning: Improve forecast accuracy by collaborating with distributors and analyzing customer/sales data to provide insights for accurate demand planning.
• Distributor Efficiency & Operations: Optimize distributor sales operations, Q&F standards, AR, payables, and P&L to ensure value creation and adherence to JBP plans.
• Team Development: Develop Mars Wrigley and distributor sales team capabilities by assessing team capability gaps and planning development areas with clear objectives.