The purpose of this role is to:

• Ensure sales level, business results, marketing activities and strategies aligned with units’ KPI’s and OGSM in Key Accounts and E-commerce sub-channels.
• Develop & implement the strategies of approaching and engaging KA players within the market, while protecting and representing Royal Canin’s best interests and growth objectives.
• Create a dedicated qualitative development strategy for the Key Accounts and E-commerce sub-channels.

The key responsibilities of this role are:

• Setting KA & E-comm KPI’s in terms of: NSV level, Growth and Earnings

• Manage overall relationship at headquarters level of the customers (owner, buyer, category manager).

• Define Channel Strategy separately for each of 2 sub-channels followed by clear execution plan, team capabilities and resources

• Define and negotiate the annual trade terms contracts with the Key Accounts

• Define and negotiate trade terms with E-commerce accounts

• Drive Joint Business Planning & Joint Value Creation agenda

• Design and deploy annual promotional activities (KA/E-commerce) together with PSR Marketing

• Set promotion event calendar for Key Accounts and control deployment

• Set budget and control of investments 

• Build and sustain interdependent ways of working with pillar heads (PSR & PP)

• Set and monitor KA chain shop visit planning and reporting for Sales Consultant using Set2Sell program

• Demand planning, stock forecasting, Follow-up and evaluation of promotions (post- implementation ROI)

• Create & align within PSR pillar individual Account Development Plans for KA or other TOP Customers.
• Share experience regarding E-commerce sub-channel across CEE cluster. Directly participate in managing E-commerce customers in other CEE cluster units or promotional activities

What are we looking for?

• Bachelor’s Degree with focus in Business Administration preferred.
• 2+ Years’ experience in Sales for Fast Moving Consumer Good Industries, Durables, D2C or B2B.
• Digital knowledge of retailer Ecommerce business models is preferred
• Proven ability to analyze and translate complex data into clear actionable
• Develop strong internal & external networks

What can you 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.