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Job Description:

Job Description

Digital Commerce is set to represent over 40% of all CPG sales by 2030. Amazon, #2 Global retailer with over 200M Prime members worldwide, 24 country stores, and +175 countries served, is a key global customer for Mars, Inc within this high-growth, tailwind channel.

The Sr. Manager, Global Amazon Sales & Business Development is an individual contributor reporting to the Global Sales Director, Connected Commerce Pet Nutrition – with scope over the full Mars Inc. business (Pet Nutrition, Snacking, and Food). This role will partner with Amazon’s Global Vendor Management (GVM) group to coordinate and lead our rapidly growing +$1.5B joint business.

Key responsibilities include building and executing the global joint business plan, launching and training new expansion countries and associates, creating centralized execution capabilities, developing customer thought leadership with Amazon, and leading the Mars x Amazon global community (playbooks, trainings, community best practice sharing, and data dashboards). The Sr. Manager will work closely with key sales, media, supply chain, and data associates across Mars business segments, regional centers of excellence, and local markets.

This is an assignment role with an expected end date in June 2027.

Customer:

• Build and lead day-to-day delivery of the global joint business plan and relationship building with Amazon’s Global Vendor Management team to accelerate worldwide growth; will dock with Amazon GVM’s Sr. Manager of Business Development.

• Spearhead prep & organization for global quarterly business reviews (QBR), executive leadership meetings (T2T), and key joint business plan engagements throughout the year.

• Develop new partnerships and innovation opportunities with Amazon product & program teams to support faster growth with local markets.

• Advocate for local market sales teams through escalation of operation challenges to enable root cause analysis and solutions

• Keep key Mars stakeholders informed on weekly business priorities, obstacles, and opportunities.

Capability:

• Lead the Mars center of excellence (COE) for Amazon sales topics such as joint business planning, negotiations, economic model, activation strategy, brand registry, chargebacks & deductions.

• Collaborate with Supply and Media business partners to unlock synergies between functions and drive total business performance (Lead the acceleration of One Amazon at Mars Inc level)

• Partner with Data, Tech and Tools teams to develop new data, AI, and automation solutions to bring consistent data visibility at global and local levels (i.e. global data contracts with 3rd party vendors to solve business needs, Stackline, Merchant Spring)

Community:

• Lead the internal global Amazon community of practice to cross-pollinate high value learnings between segments and regions

• Build and maintain training programs and self-service resources via Mars University, Amazon Masterclass, and Amazon-led trainings (AWS, Brand Innovation Labs, AMC, etc)

Customer Obsession: Build trust and preferred partner status with Amazon GVM team through over-delivery of joint business plan and business results, think big growth platform development supported by category and shopper insights, and rigorous approach to work plan development and stakeholder management

Balances Stakeholders & Manages Complexity: Upskill the end-to-end organization on Amazon’s business model, key implications for Mars and category, and how to win strategy to be adapted by each segment, region, operating entity. Bring Sr. Leaders and frontline Amazon associates on the journey to accelerate performance across all KPIs (sales growth, market share, gross profit)

Foster Community: Build and develop a global network of frontline operators to inspire the community, share best practices & challenges, and identify key pain points and opportunities to address via global capabilities

Requirements:

• University Degree required – MBA preferred

• 5-7 years of experience in FMCG/CPG sales and marketing, and/or digital commerce, and at least 3 years’ experience on an Amazon 1P account team

• Highly skilled in customer relationship management and precision selling

• Extensive knowledge about Amazon’s business model and operations (profitable portfolio, availability, catalog management, content, search, etc) and key implications for brands in various categories (grocery & pet)

• Exceptional written communication skills to develop 1-page executive briefing documents, Amazon’s “working backwards” PRFAQ approach, and Sr. Leader updates

• Naturally curious, ability to simplify the complex, work effectively with x-functional teams across different time zones, countries, and cultures

• Experience in project management and the ability to manage multiple projects on a global scale

• Vocal and optimistic leader that inspires others through bold vision, high standards, and contagious enthusiasm for pioneering the future of retail with Amazon

What to Expect from Mars

• Work with diverse and talented Associates, all guided by the Five Principles.

• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.

• A strong focus on 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.

Qualifications

• Ensures Accountability

• Drives Results

• Customer Focus

• Cultivates Innovation

• Manages Complexity

• Action Oriented

• Business Insight

• Being Resilient

• Persuades