Job Description:
Mars: Where your Tomorrow Starts Today!
Mars is a family-owned business that has been making products for people and their pets for more than 100 years. We’re behind some of the best loved brands in the world including MARS®, SNICKERS®, EXTRA®, NUTRI GRAIN®, COCO POPS®, PRINGLES®, PEDIGREE®, WHISKAS®, BEN’S ORIGINAL ® MASTERFOODS ® and ROYAL CANIN® ORIJEN® ACANA® . We are dedicated to making a positive impact on people and the planet.
Join us in building a sustainable future where people, communities, and the planet can truly thrive.
About the role: This role will be working for our Mars Snacking segment
Role Title: Customer Development Head
Location: Melbourne, Vic
Hours: Full-time
Reporting to: Customer Development Director
We are seeking a dynamic, strategic, and high-performing commercial leader to join us as the Customer Development Head – Cereals for one of our biggest National retail customers (Coles).
In this pivotal role, you will champion our Breakfast Growth Agenda and take full PL accountability for a highly significant portfolio.
Operating in a collaborative, customer-facing capacity, you will drive the joint growth agenda and build influential, multi-layered relationships across Coles to deliver sustainable, mutually beneficial category growth.
Key Responsibilities
- Strategic Leadership: Develop and execute short- and long-term customer strategies for Coles Group that optimize profitability, maximize sales revenue, and align with company, customer, and category objectives.
- PL Trade Management: Oversee full PL and trade investment budgets to drive maximum return on investment (ROI), ensure compliance, and achieve revenue optimization.
- Winning Relationships: Establish and nurture influential, multi-layered partnerships within Coles Group, driving the customer agenda through shopper-, channel-, and category-centric solutions.
- Category Captaincy: Leverage category leadership principles to establish Mars as a trusted category advisor, guiding assortment, pricing, merchandising, and promotional strategies.
- Forecasting Execution: Deliver highly accurate and timely sales forecasts using both consumption and shipment metrics. Oversee the successful, flawless launch of new product innovations in the marketplace.
- Team Cross-Functional Influence: Inspire and support the broader Coles Group customer development team (9 associates) while collaborating cross-functionally with Customer Marketing, Category, and Supply chain teams to ensure flawless operational execution.
What You Will Bring
We are looking for an ambitious commercial leader with a proven track record of driving growth with major grocery retailers.
To be successful in this role, you will bring:
- Degree-level qualification (or equivalent professional experience) is preferred.
- Extensive sales and key account management experience within the Fast-Moving Consumer Goods (FMCG) sector, preferably managing major Australian retailers
- Proven expertise in negotiation, high-value joint business planning (JBP), PL management, and revenue/trade investment optimization
- Strong ability to translate shopper and category insights into winning commercial actions that secure category captaincy and drive mutual growth
- Outstanding communication and relationship-building skills, with a demonstrated ability to navigate complex negotiations, overcome objections, and manage conflict with a positive, resilient mindset
- Business Acumen Perspective: Understanding the broader macro-environment and future market trends to drive future-proof plans
- Comfortable making strategic decisions in a fast-paced environment.
- Core Technical Skills: Expert-level capabilities in Selling, Negotiation, Customer Execution, and Building Winning Relationships.
Why you’ll love working for Mars:
- Purpose: Help craft beloved brands with a legacy of over 100 years of local manufacturing making products that people and pets will love all while helping to build a more sustainable future.
- People: A culture that values your contributions, fosters leadership, and recognises the impact you make. Your work truly matters here.
- Development: Shape your career with personalised development and real opportunities to grow from day one.
- Enjoy a team and business environment that is invested in helping you manage and grow your energy for work and life.
