Senior Modern Trade Customer Manager - Key Accounts

About the role

The Senior Modern Trade Customer Manager is responsible for strategic accounts that are critical to Mars' business. This senior role leads a merchandising team and multiple stakeholders to achieve high‑performance results across key performance indicators.

Key responsibilities

• Deliver results across KPIs by inspiring and leading the merchandising team and all stakeholders.
• Coordinate and line‑manage merchandisers and sales representatives across the assigned store territory.
• Build and maintain customer networks and relationships for Mars.
• Negotiate and execute annual BDA contracts with customer headquarters, ensuring compliance and target achievement.
• Achieve freshness targets and maintain zero returns.
• Manage forecast planning for modern‑trade customers in collaboration with the Demand Team.
• Control profitability of the segment in line with sales policies and plans.
• Plan and execute large events, store‑specific activities, and quarterly long‑term activity plans.
• Track and report business performance, delivering quarterly business reviews internally and externally.
• Identify incremental growth opportunities and work with field sales managers to capture them.
• Role‑model Mars’ 5 Principles and ensure adherence across the team.
• Oversee manual orders, stock checks, out‑of‑stock management, barcode activation, deliveries, planogram implementation, and co‑pack execution.
• Manage administrative and personnel requirements of the merchandising team, including line‑management where needed.

Required profile

• Senior‑level professional with accountability for strategic modern‑trade accounts.
• Proven leadership experience managing merchandising and sales teams.
• Strong negotiation and contract‑management skills.
• Ability to deliver KPI‑driven results and manage profitability.
• Experience in forecast planning and demand coordination.
• Excellent relationship‑building capabilities with key customers.
• Commitment to embodying Mars’ 5 Principles.

Required skills