Job Description:
Customer Development Manager- Vet IVO
New York, NY
Franklin, TN
Creve Coeur, MO
Hybrid
As the RCUS Vet IVO Customer Development Manager, you will be a pivotal sales and operational leader in a high-visibility role, taking ownership of a priority channel poised for significant growth and outperformance. This role is responsible for executing the strategic vision set by the IVO Customer Lead and Sr. Director of Vet E-commerce, while consistently delivering against defined KPIs for the Vet BU. You will serve as the primary point of contact for select Independent Vet Online (IVO) pharmacy partners, responsible for driving these crucial relationships to deliver on financial targets, profitability, and market share. In this highly strategic and fluid environment, your responsibilities will be broad, ranging from managing assortment, promotions, and cutting-edge retail media to overseeing all aspects of the digital catalog and promotional budgets.
By leveraging operational data and collaborating closely with cross-functional partners, you will lead planning calls and business reviews to conceptualize and execute initiatives that accelerate online nutrition conversion and subscription growth. This is a high-impact position for a results-driven professional passionate about advancing Vet E-commerce strategy and executing plans with absolute excellence in a dynamic landscape.
What are we looking for?
Bachelor’s degree required
4+ years of relevant experience in CPG with either Account Management /Sales experience, or direct experience at an ecommerce retailer in manufacturer management or similar capacity.
Financial acumen (ex. Forecasting)
Strong sales and negotiation skills with the ability to influence and build trust.
Strong experience with Microsoft Suite specifically in Excel, including pivot tables, VLOOKUP, and XLOOKUP, to analyze sales and inventory data, Word, PowerPoint, AI-NEO
Strong communication and presentation skills.
Previous stakeholder management experience
Analytical mindset with a focus on data-driven decision-making.
Strategic account/ or pure play experience, veterinary or pet food industry a plus.
Travel: Must be able to travel up to 20% of the time
What would be your key responsibilities?
Strategic Account Leadership & Growth:
Own and cultivate multi-level relationships with key Independent Vet Online (IVO) partners, serving as their primary strategic liaison. You will lead the development and negotiation of annual Joint Business Plans (JBPs), conduct quarterly business reviews, and identify white-space opportunities to position Royal Canin as an indispensable growth partner.
Sales Execution & Revenue Generation:
Drive the execution of the annual sales plan to achieve all performance targets (GSV, NSV, Metric Tons), with a sharp focus on maximizing market share, therapeutic diet sales, and online nutrition conversion to increase customer lifetime value (LTV).
Digital Commerce & Operational Excellence:
Command the digital shelf strategy by managing retail media activations, promotional calendars, and search/media optimization. You will oversee the end-to-end product catalog—ensuring accuracy for all launches and updates—while analyzing performance data to enhance product visibility, conversion rates, and overall operational excellence.
Forecasting, Budgeting & Demand Planning:
Own the volume forecasting process for your accounts, providing critical inputs into the Sales & Operations Planning (S&OP) cycle to ensure exceptional customer service levels. You will manage all assigned budgets, marketing trade funds, and fixed costs with rigorous fiscal discipline
Cross-Functional Collaboration:
Act as a central hub for collaboration, navigating a complex matrix of internal stakeholders (Marketing, Supply, Finance, Sales Planning) and external partners to drive alignment, ensure smooth operational execution, and deliver on all shared KPIs.
What can you expect from Mars?
Work with over 130,000 with 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.
The base pay range for this position at commencement of employment is between the range listed below, however, base pay offered may vary depending on multiple individualized factors, including but not limited to job-related knowledge, skills, and experience. The total compensation package for this position will include variable pay, medical and dental benefits, participation in 401k plan, and paid time off benefits. Details of participation in these benefit plans will be provided if an applicant receives an offer of employment.
The pay range shown is applicable to all US locations listed within the job posting:USD 119,040.00 - USD 163,680.00Skills Required
- Bachelor's degree
- 4+ years of relevant CPG account management or ecommerce/manufacturer management experience
- Financial acumen (forecasting)
- Strong sales and negotiation skills
- Advanced Microsoft Suite skills (Excel including pivot tables, VLOOKUP, XLOOKUP; Word; PowerPoint)
- Experience with AI-NEO
- Strong communication and presentation skills
- Previous stakeholder management experience
- Analytical mindset and data-driven decision making
- Strategic account or pure-play ecommerce experience; veterinary or pet food industry experience
- Ability to travel up to 20%
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.
-
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.
-
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.
-
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
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.
