Sr. Director, Customer Development - Club
Hybrid · Franklin, Tennessee, United States
Job Summary
Senior-level leadership role directing the North America Club Channel for Mars Pet Nutrition, accountable for strategic direction, customer relationships with Costco, Sam’s Club, and BJ’s Wholesale Club, and delivering revenue, profitability, market-share growth. Leads a team of five sales professionals, serves as the executive relationship owner for key club customers, and collaborates cross-functionally with Marketing, Supply Chain, Finance, Revenue Growth Management, Category Management, and Demand Planning to deliver integrated solutions and profitable growth. Responsibilities include leading annual business planning, Joint Business Planning, pricing negotiations, assortment optimization, promotional programs, and ensuring flawless execution of innovations and campaigns. Requires a Bachelor’s Degree and 7+ years in CPG/Retail Sales with proven ability to influence stakeholders and manage in a matrixed organization. Based in Franklin, TN with regular in-office collaboration and occasional remote work.
Required Qualifications
- Bachelor’s Degree
- 7+ years’ experience in CPG / Retail Sales and Customer Leadership
- Significant experience managing Club Channel customers (Costco, Sam’s Club, BJ’s Wholesale Club)
- Demonstrated success leading high-performing sales teams
- Strong financial acumen, negotiation skills, and strategic planning capabilities
- Excellent communication, executive presentation, and relationship management skills
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