Job Description:
The Director, Club Channel is responsible for leading the strategic direction, customer relationships, and commercial performance of Mars Pet Nutrition's Club Channel business across North America, including Costco, Sam’s Club, and BJ’s Wholesale Club.
This role drives sustainable revenue growth, profitability, market share expansion, and customer partnership excellence while aligning channel strategies with the Company’s broader commercial and brand objectives.
This role reports to the Sr. Vice President Customer Development and, as a member of the North America Sales Leadership Team, plays a critical role in shaping sales strategy, influencing cross-functional priorities, and ensuring best-in-class execution across the Club Channel.
The role leads a team of five sales professionals and serves as the executive relationship owner for key club customers.
This role is based in Franklin, TN with regular in-office collaboration expected. Flexibility is a key enabler—empowering associates to make choices that support both business outcomes and personal needs, including occasional remote work.
Develop and execute the North America Club Channel strategy aligned with enterprise growth objectives and annual OMNI Growth plans
Identify opportunities for distribution expansion, assortment optimization, innovation launches, and category growth across Costco, Sam’s Club, and BJ’s Wholesale Club
Lead annual business planning, customer Joint Business Planning (JBP), and long-range strategic planning processes
Partner with Marketing, Supply Chain, Finance, Revenue Growth Management, Category Management, and Demand Planning to deliver integrated customer solutions and profitable growth
Own executive-level relationships with Costco, Sam’s Club, and BJ’s Wholesale Club leadership teams
Lead customer negotiations including pricing, promotional programs, assortment, contract terms, and annual agreements
Deliver revenue, profit, market share, and volume targets for the Club Channel portfolio
Monitor customer, consumer, and competitive trends to inform channel strategy and identify growth opportunities
Ensure flawless execution of innovation, seasonal programs, and promotional initiatives
Lead, coach, and develop a high-performing team of five direct reports responsible for customer management and execution
Foster a culture of accountability, collaboration, inclusion, and continuous improvement
Build organizational capability in strategic selling, negotiation, category management, and customer planning
Establish clear performance expectations and succession planning for key roles within the team
Influence enterprise priorities and resource allocation to support Club Channel growth objectives
Partner closely with Operations and Supply Chain to manage inventory, forecasting, service levels, and customer-specific requirements
Collaborate with Finance to optimize trade investment, profitability, and pricing strategies
Sales & Financial Management
Analyze sales performance, customer profitability, and key business metrics to drive informed decision-making
Lead forecasting, budget management, and financial planning for the Club Channel business
Ensure compliance with customer requirements, company policies, and operational standards
Drive continuous improvement initiatives to enhance execution effectiveness and operational efficiency
Bachelor’s Degree
7+ years’ experience in CPG / Retail Sales and Customer Leadership
Significant experience managing Club Channel customers, including Costco, Sam’s Club, and/or BJ’s Wholesale Club
Demonstrated success leading high-performing sales teams and delivering profitable growth
Strong financial acumen, negotiation skills, and strategic planning capabilities
Proven ability to influence cross-functional stakeholders and lead within matrixed organizations
Excellent communication, executive presentation, and relationship management skills
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