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Strategic Revenue Management - eComm

A mutually rewarding experience.

Work. Realize your ambitions. And realize there’s more to being in business than just making a profit. That’s the Mars philosophy. And the opportunity we offer every one of our Associates. An opportunity to take what you do and make it mean more for you, for those around you and for the planet.  What you get here is challenging, interesting work. You get the tools you need to do a great job and you get to have the best possible people on your side to help you do it. And at the same time as getting to find ways to do business better today than we did it yesterday and driving a great career, you also get to build a more enlightened business and drive sustainability.

Because it’s never just about a single person, a single project or a single brand. It’s about how you can grab everything that’s within your reach here and use it to pursue mutual, long-term gain. It’s about having ideas. And ideals. Being prepared to risk failure because the promise of success means we’ll all be a little better off. It’s that mix of integrity and ambition that makes Mars such a special place to work. And why working here is always about more than just a job.

About Mars, Incorporated 

Mars is a family-owned business with more than a century of history making diverse products and offering services for people and the pets people love. With almost $35 billion in sales, the company is a global business that produces some of the world’s best-loved brands: M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, PEDIGREE®, ROYAL CANIN®, WHISKAS®, EXTRA®, ORBIT®, 5™, SKITTLES®, UNCLE BEN’S®, MARS DRINKS and COCOAVIA®. Mars also provides veterinary health services that include BANFIELD® Pet Hospitals, Blue Pearl®, VCA® and Pet Partners™. Headquartered in McLean, VA, Mars operates in more than 80 countries. The Mars Five Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom – inspire its more than 100,000 Associates to create value for all its partners and deliver growth they are proud of every day.


Position Summary:
The Trade ROI Manager-Transactions & Business Development serves as a key business co-pilot for Sales and as an integral member of the local centre of excellence team for trade promotion investment, partnering with both the New Transaction VP and the KAM team co-pilot support to ensure trade investment productivity for Mars Wrigley Confectionery and our customers are in line with portfolio and CBU/Brand promotional strategies.
This manager role helps deliver profitable category & profit pool growth with customers, partnering with Sales, CBU and SDL teams to evaluate and optimize the portfolio of trade investment decisions at the event level. 

•Support Sales Leadership team, SRM Trade ROI Manager and KAMs to deliver the annual growth requirements in line with trade promotional budgets by conducting customer event level ROI analysis, and utilizing insights gathered to inform ongoing customer promotional plans.
•Under the guidance of the SRM Trade ROI Manager, support improved management, transparency and ROI productivity of TP investments by:
•Partnering with KAM/KA Analysts to strengthen the depth and breadth of pre and post event trade promotion evaluations.  This includes providing guidance to Sales for accurate & timely event volume & financial information within TPM systems/tools  to ensure proper funds management, ROI analysis and demand planning
•Monitoring compliance to promotional guidelines at account or budget holder level
•Supporting KAMs and Sales budget holders to verify & consolidate TP event level exceptions versus guidelines through S&OP+ process
•Own the creation and analysis of all trade promotional reporting for the CBU/brands and Channels/customers, including on a periodic basis :
•Monitoring Retail Promotional Landscape across CBUs/brands (e.g. Promotional Price Points)
•Conducting detailed promotional analysis across channels/pack types to highlight opportunities
•Tracking competitors & multi-category promotional pricing and changes in strategy
•Work with Sales, CMI and CBU Marketing to create quarterly trade promotional reporting, highlighting progress against business targets in trade leverage, trade shape  and 4* promotions.
•Own the creation and maintenance of the CBU/ brand trade promotional learning library  to ensure a clear understanding of the categories promotional dynamics, including  internal and external information, by:
•Partnering with CMI and CBU/Marketing teams to ensure category and consumer trade promotional norms are incorporated into activity plans & NPD execution.
•Performing regular post evaluations of national trade promotional programs, to inform learnings and ongoing strategies.
•Regularly assessing the results of competitor strategies, both within and outside the categories to help inform growth opportunities.
•Support the SRM Trade ROI Manager and Demand S&F in evaluating and creating recommendations on long term portfolio trade promotional strategy for the market by creating robust fact bases on brand/pack/channel/competitor dynamics.

•Bachelor Degree required. MBA preferred. Experience in a blue chip FMCG/consumer products with an analytical background.
•A proven record in analyzing and modelling complicated data sets and the creation of analysis tools (Excel, Databases) to aid decision making.  The ability to use this information to reach insightful conclusions and create robust recommendations (‘So What’) and present outputs in an informative way.
•An understanding of the commercial P&L from RRP to NSV is required, including how changes in sales and investments affect this.
•Functional/technical understanding and know-how specifically:
•Trade Promotional Knowledge (Preferred) – An understanding of the concepts of trade promotions (Price discounts, uplifts, base & incremental volumes, trigger funding), ROI, TLI, Trade shape would be helpful. As would the ability to calculate customer trade margin through different investment levels.
•Trade Promotional Systems/Tools (Preferred)  - Knowledge and experience using analytical models and TPM/PEA tools for accurate promotional scenario planning & analysis, including the integration with other information management/forecasting systems (e.g., Funds Management and Demand Planning)
•Trade Promotional Strategy (Helpful) – demonstrated understanding of the strategic & operational impacts of trade promotional decisions across the 5C’s (i.e. Category, Consumer, Customer, Competitor, Company) and the impact of changes on the value chain.
•Able to build successful working relationships, being a key contributor as part of a cross functional team.
•Able to effectively articulate and convey ideas and thoughts in a simple and effective manner. Not afraid to voice ideas or opinions within a peer group.


Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.


Full time
Newark, NJ 07101, US