Sr. Director, Customer Development - Club

Job Description

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.

What are your key responsibilities?

• Strategic Leadership

  • 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

• Sales & Customer Leadership

  • 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

• People Leadership & Talent Development

  • Lead, coach, and develop a high-performing team of five direct reports responsible for customer management and execution

What are we looking for?

• 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

What can you 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