Job description

Job Description:

·       Business delivery: Own regional sales value, volume, growth and agreed profitability and mix objectives. Translate annual plans into period, channel, territory and team targets, and act early on performance gaps.

·       Regional strategy: Build an integrated growth plan by geography, channel, customer and category. Identify opportunities in core chocolate, gum, salty snacks and cereal, alongside other assigned categories.

·       Distribution and route to market: Expand direct and indirect reach, numeric and weighted distribution, and active outlets. Partner with Route to Market and Channel Development on routing, segmentation, depot coverage and resource deployment.

·       Field execution: Deliver availability, assortment, visibility, merchandising, pricing and promotional execution standards. Improve the deployment, utilization and maintenance follow-up of chillers, counter top units and displays.

·       Customer leadership: Build strong relationships with regional wholesalers and priority customers. Lead negotiations within approved authority, execute agreed customer plans and resolve service issues.

·       Operating efficiency: Improve route productivity, strike rate, drop size and cost to serve. Build evidence-based cases for vans, people, depots and selling assets, and track the return on approved investments.

·       Partner performance: Manage regional execution with service providers and distributor teams within the agreed governance model. Track coverage, availability, service levels and corrective actions across both routes to market.

·       Commercial discipline: Manage delegated budgets and trade investment within policy. Partner with Finance and Supply Chain on collections, credit compliance, stock availability, freshness, returns and forecast quality.

·                People leadership: Lead and coach sales managers and the wider field organization. Set clear objectives, review performance, recruit against capability gaps, build succession and create a culture of accountability and inclusion.

·                Integration and collaboration: Build one regional team across the Mars and Kellanova businesses while managing the requirements of their respective operating models. Work closely with Channel Development, Customer Marketing, Route to Market, Finance, Supply Chain and People & Organization.

·                Performance management: Establish disciplined daily follow-up, weekly reviews and period business reviews. Use sales systems and dashboards to convert insights into named actions, owners and deadlines.

·                Governance and safety: Uphold the Mars Five Principles, commercial controls, customer data quality, company policies and field safety standards.