Job Description:
As the Vice President of Strategic Revenue Management (SRM) you will be accountable for embedding SRM into how Pet Nutrition North America plans, invests, and grows. This role operates at the intersection of Sales, Marketing, Category Leadership, Finance, Supply, Digital, and customer teams, translating insights into practical commercial choices. Success requires shifting the organization from reactive, event-based decisions to a disciplined, value-led model with clear priorities, stronger analytics, tighter governance, and better connection to customer and category growth plans.
This role is on site in our Franklin, TN office.
What are we looking for?
- Bachelor's degree in Finance Analytics or related field.
- 10–15+ years of progressive commercial experience in CPG, with depth in SRM, customer development, pricing, trade investment, category strategy, finance, analytics, or commercial transformation.
- Proven ability to lead SRM as an enterprise growth capability, not just a set of tools or workstreams.
- Deep expertise in pricing strategy, PPA, promotion effectiveness, trade ROI, customer planning, and value realization.
- Demonstrated ability to convert analytics into clear decisions, trade-offs, executive recommendations, and measurable business outcomes.
- Experience embedding new capabilities into S&OP+, annual planning, customer planning, demand reviews, scorecards, and governance forums.
- Strong cross-functional influence with senior Sales, Marketing, Category, Finance, Supply, Digital, and General Management leaders.
- Track record of building and developing high-performing teams in a complex, matrixed organization.
What will be your key responsibilities?
- Set the SRM agenda: Define and lead the North America SRM strategy across pricing, promotion, trade investment, price-pack architecture, mix, customer planning, and value realization.
- Embed SRM into Customer Pods: Partner with Walmart, eCommerce, Grocery, Club, Value, Pet Specialty, and other teams to build coherent plans that improve customer outcomes while protecting enterprise value.
- Build trade and promotion rigor: Own trade investment strategy, promotion effectiveness, ROI expectations, guardrails, and planned-versus-actual accountability.
- Strengthen governance and decision rights: Establish clear pricing, promotion, trade, and investment thresholds with escalation paths for plans that do not meet financial or strategic expectations.
- Scale analytics and digital adoption: Lead adoption of SRM analytics, TPM, ROI measurement, elasticity, price simulation, scenario modeling, and decision-support tools.
- Partner with PGTs to embed SRM ways of working: imbed capabilites, tools, data standards, and digital capabilities that can be translated into practical routines that improve pricing, trade, promotion, and customer planning decisions at PGT level.
- Build organizational capability: Develop SRM playbooks, routines, training, and coaching so Sales, Marketing, Category, Finance, and customer teams own SRM thinking.
- Lead and develop the SRM team: Build a high-performing team with strong category, customer, analytics, trade, pricing, and transformation capabilities.
What to Expect from Mars
- Work 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.
- A strong focus on 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.
Skills Required
- Bachelor's degree in Finance, Analytics, or a related field
- 10-15+ years of progressive commercial experience in CPG
- Deep experience in strategic revenue management, customer development, pricing, trade investment, category strategy, finance, analytics, or commercial transformation
- Proven ability to lead strategic revenue management as an enterprise growth capability
- Expertise in pricing strategy, PPA, promotion effectiveness, trade ROI, customer planning, and value realization
- Ability to convert analytics into decisions, trade-offs, executive recommendations, and measurable business outcomes
- Experience embedding capabilities into S&OP+, annual planning, customer planning, demand reviews, scorecards, and governance forums
- Strong cross-functional influence with senior Sales, Marketing, Category, Finance, Supply, Digital, and General Management leaders
- Track record of building and developing high-performing teams in complex, matrixed organizations
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
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.
