Job Description:
Are you ready to take on a pivotal role in shaping the future of Mars' International Travel Retail (ITR) business? Join us as the Channel Manager, where you’ll operate at the heart of a dynamic, high-impact, and globally scoped business that spans airports, military channels, border stores, ferries, cruises, and other Duty-Free environments.
This is a rare opportunity to lead and innovate within a unique channel that bridges Mars' snacking category with some of the world’s most exciting travel and retail spaces. You'll be driving sustainable growth, enhancing distributor capabilities, and setting the standard for operational excellence across Military, Borders, Air & Sea channels.
What are we looking for?
We are seeking a dynamic, experienced sales professional who embodies the following:
- Experienced Sales Profile: Expertise in customer and channel management with a strong focus on customer satisfaction, exceptional negotiation skills, and a track record of driving results.
- Strategic Agility: Demonstrates a strong vision and purpose, with the ability to manage long-term goals while adapting to change.
- Business Insight: Financial and commercial acumen to identify opportunities and optimize performance across global markets.
- Planning and Alignment: Exceptional ability to align priorities, optimize processes, and execute plans with precision.
- Degree: Bachelor’s or Master’s degree in Business, Marketing, or a related field.
- Experience: 5+ years in sales, channel development, or related roles within FMCG or travel retail. Proven expertise in distributor management and capability development, preferably in an international or complex channel environment.
- Fluency in English (additional languages are a plus).
What will be your key responsibilities?
As the Channel Manager, you’ll be instrumental in transforming our ITR strategy into impactful action. Your responsibilities will include:
- Build strategic plan for military, border, air & sea business including distributor strategy on 3 Y horizon & maximises delivery against it.
- Deliver NSV & MAC evolution target with direct distributors of the Military & BAS channel, maximizing all available levers such as distribution, activation, pricing, mix.
- Deliver Net Pricing mandate through negotiations with customers
- Deliver NSV/Ton evolution target through portfolio & customer mix.
- Develop strong & enduring customer relationships with distributors under the military & BAS channel & drives action to deliver top & bottom line targets.
- Develops category thinking & perfect store execution capability for the respective channel.
- Builds & delivers a predictable forecast within 1.5 yr time horizon through S&OP+ step 2 (DMR)
- Define the strategic direction of the channel & expanded to distributors strategy in ITR.
- Engages with the sales teams of all ITR regions (incl EU/US/MEA) , ensuring the distributors are effectively incentivized to deliver on pre- aligned targets.
What can you expect from Mars?
- Work with over 140,000 diverse and talented Associates, all guided by the Five Principles.
- Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
- Best-in-class learning and development support from day one, including access to our in-house Mars University.
- An industry competitive salary and benefits package, including company bonus.
Ready to embark on this exciting journey with Mars International Travel Retail?
If you’re a strategic thinker, a collaborative leader, and passionate about global markets, we’d love to hear from you.
Apply Now and become part of a business that thrives on innovation, collaboration, and growth.
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.
Mars Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Mars and has not been reviewed or approved by Mars.
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Healthcare Strength — The benefits package is positioned as comprehensive, with broad medical coverage and additional protections like life insurance and short- and long-term disability. Mental health support is emphasized, including free mental health services and wellbeing programming under initiatives such as Mars Be Well.
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Parental & Family Support — Paid parental leave is highlighted as market-leading in the U.S., with an example of 18 weeks fully paid for both parents. Additional family-related leave types such as sick time for caregiving and bereavement leave are also described as part of the overall package.
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Retirement Support — Retirement offerings are described as strong, including 401(k) matching (with a 6% match cited) and pension plans in some cases. The broader package also references retirement savings options and contributions aligned to local market practice, supporting long-term financial security.
Mars Insights
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What We Do
For more than a century, Mars, Incorporated has been driven by the belief that the world we want tomorrow starts with how we do business today. This idea is at the center of who we have always been as a global, family-owned business. Today, Mars is transforming, innovating and evolving in ways that affirm our commitment to making a positive impact on the world around us. Across our diverse and expanding portfolio of confectionery, food, and petcare products and services, we employ 133,000 dedicated Associates who are all moving in the same direction: forward. With $40 billion in annual sales, we produce some of the world’s best-loved brands including DOVE®, EXTRA®, M&M’s®, MILKY WAY®, SNICKERS®, TWIX®, ORBIT®, PEDIGREE®, ROYAL CANIN®, SKITTLES®, WHISKAS®, COCOAVIA®, and 5™; and take care of half of the world’s pets through our pet health services AniCura, Banfield Pet Hospitals™, BluePearl®, Linnaeus, Pet Partners™, and VCA™. We know we can only be truly successful if our partners and the communities in which we operate prosper as well. The Mars Five Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom – inspire our Associates to take action every day to help create a world tomorrow in which the planet, its people and pets can thrive.
