Broker Manager - Retail at Mars, Incorporated in Phoenix, Arizona

Job Description:

Job Description:

The Broker Manager is responsible for achieving profitable sales growth in Gross Sales Volume (GSV) and delivering positive Return on Investment through management of 3rd party broker teams for the Mars Wrigley business. While an Individual Contributor role within Mars Wrigley, this role is expected to get results through others including, build, develop and motivate competent and enthusiastic 3rd party field sales teams through strong personal leadership skills. This role will assist in developing KPI's and Channel strategy and must execute and deliver successful KPI achievement through the 3rd party teams. The Broker Manager role requires advanced competencies and capabilities such as execution and measurement, negotiation, judgement, collaboration and decision making to leverage insights to action and analytical acumen.

The 3rd party broker team is comprised of Retail Sales Representatives, 2 levels of line management, Operations, Training/Capabilities and Recruiting teams. Span of influence is a sales team of 70-90 associates. The Broker Manager role will also work closely with Mars Wrigley Channel Directors, Team Leaders and Operations Team. Building winning relationships and collaboration with these teams is required to successfully execute the channel growth strategies and priorities/KPI's.

Key Responsibilities

• Execute through 3rd party team national, regional and account specific retail programing designed to achieve quality growth via merchandising impact and optimized assortment.


• Partner with Channel/Account teams to help identify, prioritize and cascade priorities and opportunities to achieve channel / retailer priorities and Perfect Store targets.


• Leading 2 levels of line management (ROM & RS) and responsible for delivering a clear Vision and Purpose that will result in an engaged team delivering high performance results.


• Responsible for decision making and influencing 3rd party organization to achieve successful performance of sales objectives including staffing, coverage, Perfect Store KPI's, channel / customer specific priorities, etc.


• Hold 3rd party team accountable for delivering in-field excellence against Mars Wrigley/Channel/Account strategies and priorities via in-store effectiveness.


• Lead train-the-trainer environment. Collaborate with 3rd party on Best-in-Class training for line management and retail sales associates.


• Own resource planning for 3rd party organization


• Hold 3rd party management (ROM & RS) accountable for cultivating collaborative relationships with higher levels of customer management (i.e. Regional, Market, District, Zone and/or General Managers) to influence in store execution and drive incremental GSV in local markets.


• Spend minimum 60% of time in field to measure, assess and enforce retail condition expectations. Perform quarterly retail audits to assess 3rd party broker Retail Supervisor (RS) effectiveness. Document observations and take appropriate follow up action as required.


• Lead joint planning and performance management discussions with 3rd party management and leadership teams (i.e. business objectives, priorities, problem solving, resource allocation, etc.).


• Communicate Mars Wrigley vision and purpose and champion change management principles to effectively lead and inspire team two levels of line management (manager of managers) and responsible for delivering a clear Vision and Purpose that will result in an engaged 3rd party team delivering high performance results.


• Hold team accountable for exhibiting the Mars Five Principles.


• Identify opportunities and solutions / resources needed to drive impact against growth targets.


• Measure, assess and enforce retail condition expectations and overall 3rd party performance in the market.


• Analyze sales data and leverage resources and insights with 3rd party team to identify sales opportunities and drive action in-store (data sources such as syndicated, ship-to-retail, POS, category, etc.).


• Motivate and engage 3rd party field team. Create action plan to identify and address engagement opportunities to improve team effectiveness.


• Partnering with 3rd party on talent management by influencing in areas such as planning for talent needs, setting expectations, assessing achievements, coaching and directing for optimal performance, training / on-boarding, etc.


• Act as a critical communication link between Mars Wrigley and 3rd party, sharing feedback, opportunities/solutions, market intel, etc.


• Create and manage 3rd party incentive programs driving effectiveness and efficiencies.


• Perform special projects

Minimum Qualifications

• Bachelor's degree


• 5+ years of experience in a customer facing or people management role.


• Excellent organizational and communication (written and oral) skills.


• Proficient in Microsoft Office (Word, Excel and PowerPoint).


• Ability to travel minimum 60% of the time


• Ability to work in a home office

Preferred Qualifications

• 5+ years of Consumer-Packaged Goods (CPG) industry experience.


• Thorough understanding of the retail environment and consumer products.


• Demonstrated Broker Management experience


• Demonstrated key Account Management experience.


• Demonstrated Category Leadership experience.

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.

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Total rewards at Mars includes base pay, competitive benefits, and annual bonus (if position is eligible). The full-time pay range for this role is:
USD 99,139.00 - USD 148,709.00

Job Posting To Be Removed By, If Applicable:
26 October 2024