Senior National Account Manager - COSTCO
Mars 182 reviews - Tennessee

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Position Title: Senior National Account Manager: COSTCO

Reports To: National Team Leader West

Location: West Coast (OR, AZ, WA)

Purpose of Role:
This position is responsible for the delivery of Mars Pet Care targeted Gross Sales Volume, Net Sales Volume and Sales Fundamentals within COSTCO via direct account management. Accountabilities include achieving targeted business growth via the achievement of sales goals by segment and new Club Channel Item launches while remaining within assigned trade budgets. This customer currently generates in excess of $86M in GSV and is expected to grow to $100M in 2015. This will require extensive work with cross functional resources to develop a detailed execution plan that aligns with core strategies and priorities. It is imperative that productive working relationships be developed across all key contacts, both internal and external. This person will also focus on achieving excellence in availability in all 8 Costco Regions Nationally. This individual must excel at strategic customer planning and tactical execution in order to ensure the flawless execution of the 2012 Plan.

Mission Critical Competencies

  • Drive for Results / Action Orientated
  • Managing and Measuring work
  • Motivating Others
  • Business Acumen
  • Strategic Agility
  • Decision Quality
Key Functional Skills/Knowledge

  • Business Problem Solving and Opportunities
  • Cross-Functional Integration
  • Customer Focused
  • Sales Negotiation
  • Direct Account Management
Key Experiences

  • Strong Customer Management Experience
  • Experience negotiating with Buyers at accounts
  • Excellent communication skills, both written and verbal
  • Demonstrated analytical skills, technical skills and computer literacy
  • Demonstrated ability to understand financial concepts and measures
  • Demonstrated ability to enhance customer relationships through the negotiation process
  • Ability to lead a cross-functional team providing leadership to achieve customer plan through planning, execution, motivation, measurement, communication.

Desired Education/Experience

Four year degree, MBA a plus

Minimum of 4+ years experience interfacing with a key customer, preferably in a selling role with direct interaction with decision makers.

Decision Making Authority and Impact

Sales Forecast

Plan Development

Promotional Planning & Funding

New Item Distribution

Resource Allocation

People Management Responsibility

Direct (management of associates = 0)

Every associate at Mars has responsibility for the achievement of quality and food safety.

As a privately-held, family-owned company, Mars Petcare US offers benefits which reflect our commitment to attracting and retaining great people. This includes excellent pay, competitive health and dental care coverage, a retirement plan, a very competitive vacation plan and unrivalled career advancement opportunities, to name just a few of our unique and generous benefits.

If you're looking for a place where you can take ownership for your work, where the pace is fast, the environment is built around the importance of open communication, and where employees are called "associates" and treated as such, then we want to hear from you.

We value a diverse work environment and encourage qualified individuals to apply, regardless of race, religion, disability, national origin, veteran status, gender and age. Mars Petcare US is an Affirmative Action and Equal Opportunity Employer.

Visit to learn more about our company and for information about all of our current openings. Please, no agencies.


Account Managers

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About this company
182 reviews
Mars knows chocolate sales are nothing to snicker at. It makes such worldwide favorites as M&M's, Snickers, and the Mars bar. Other...