Director Global Customers (Walmart International)

Job Description:

Walmart is Mars' largest customer, accounting for approximately 13% of corporate NSV. Walmart has presence in >27 countries under 54 different banners. In addition, Walmart is organized globally with a GBU structure and expects Mars Inc. (now a #4 supplier) to manage and collaborate with a centralized Global entity. The Director of Walmart International has both an external and internal facing role responsible for management of Walmart & Sam's Global Leverage Teams as well as responsibility for driving market-specific initiatives across all segments, driving overall business results, and ensuring our partnership is 'fit for future'. Walmart's Global Leverage Team expects Mars Inc. to deliver agreed-upon business results and build capabilities to accelerate performance across key International markets (Mexico, Canada, China, India, South Africa, Central America, Chile, with close ties to the US).

The Director is operating directly with Walmart Global Leverage Team (Bentonville) and Mars & Walmart local teams across key markets. Influencing without authority skills are a must (in addition to the MLC's mentioned below) to build both internal and external relationships across the MARS segments and the countries where Walmart operates. The role will be focused on creating future business opportunities while also delivering the JBP objectives and deliverables for the WMT International business based on the in-country JBP commitments.

This role requires creating, coordinating, and collaborating with the Local and Global Segment team's relevant customer initiatives that drive mutual benefit for Mars and Walmart. One must be mindful of results and capability development for today (current fiscal year) and tomorrow (future fiscal years).

This role also requires one to understand the need and the value of being flexible to understand the different cultural differences and adapt on the fly to new requirements or ideas coming from the outside to engage the teams and get things done. The role requires a high sense of urgency and high levels of energy. Work hour requirements will vary from time to time to early in the morning to late at night to accommodate short-dated projects and conference calls across time zones.

What are we looking for?

• 10+ years in sales, marketing, digital, and/or international management required, Walmart/Sam's experience preferred.

• Advanced digital and/or category leadership acumen

• Comfort with Senior-level contacts internally and with customers.

• Candidate should be familiar with a multi-segment and/or multi-market customer environments to provide the appropriate situational leadership, interpersonal and related communication skills to organizational objectives and related capability development.

• Forward-looking, strategic thinking ability

• Intellectual & cultural curiosity

• Ability to creatively solve problems.

• Technical skills: Scintilla/Retail Link, 1CPL and syndicated data experience, advanced Microsoft Office skills, and experience

What will your key responsibilities be?

  • Walmart Reporting & Insights Lead: Engage, support, and service the business reporting and insight needs of the Global Customer/Walmart team including Mars' reporting requirements to Walmart's Global Team and internal data requests as needed. This includes, but not limited to: JBP creation, JBP reporting, Category reporting, Scintilla-associated data, special projects, strategic local markets and selling stories, and Sr. Leader meeting prep/CGF (Consumer Goods Forum) information coordination. Will also be responsible for managing the day-to-day relationship with our data provider, Mookstr.
  • Team Leader (WMT): Key contact for Walmart and Sam's Club Global Leverage Teams and their expectations. Responsible for business delivery, Senior level contacts (top to tops, CGF and JBP efforts) and internal collaboration. Responsible for execution of the annual customer plan (strategic imperatives between MARS and WM international).
  • Global Community: Responsible for maintaining the Global Walmart community, including but not limited to distribution lists and coordination of internal communication tools, content, and outlets across the WM international community to create collaborative relationships between internal and external experts and country segments to deploy best practices globally.
  • Delivering JBP results: Responsible for collating & creating the bottoms up Mars Inc. operating plan for Walmart International, including all documentation required to deliver against mutual growth that we can be proud of. Leader in facilitating and creating local market JBP and delivery against key results. Build local capability and delivery against all aspects of growth, efficiency & engagement as outlined in JBP plan. Engage with and service relevant Walmart Senior Leadership, Global Leverage team and in-market operations (including the JBP process for the top 20 suppliers) to develop a multi-layer cross functional customer relationship that delivers mutual value.
  • Walmart USA: Key Mars Inc. & Walmart USA contact from a global perspective. Working with cross segment US local teams to support and leverage a cross-functional, multi-market, initiative-based customer approach including growth, efficiency & engagement initiatives.
  • Lead strategic initiatives (Customer-driven): As identified with JBP process via alignment with Walmart's Global Leverage Team and Mars Inc. segments. This includes identifying related insights, solutions, and activations to be able to define business targets, deployment objectives by market/business unit as well as providing appropriate tracking and reporting. Provide functional expertise in one or more of the following areas: Category, Digital, Supply, Business & Financial Planning, and/or Capability Development.
  • Lead strategic initiatives (Mars-driven): CGF and Top to Top planning, coordination and presentation focus on the current strategic imperatives. Responsible for the co-creation process for new Strategic Imperatives. Deploy across the top countries according to WM international team alignment (MX, CA, CN, IN, SA, CAM, CL).
  • Walmart Subject Matter Expert: With Walmart being our largest customer, this associate will be responsible for raising internal knowledge of this critical account. Be a student of Walmart's global business, closely following press releases and media regarding their business. Be an active member in the industry to help influence our broader internal strategies and customer executions.
  • Governance: Provide Walmart and Mars Process Governance as required (e.g., alignment of payment terms)
  • Accelerate Omnichannel: Director will be responsible for becoming the Digital (Omnichannel) cross segment international reference developing the Global Walmart Digital strategy including the optimization of the ecosystem to accelerate our mutual businesses. It will also be required to influence geographic and segment leadership to invest in the organization to win in Digital including sales, marketing, supply, consumer research, and finance.
  • Scale Capabilities: Continually identify creative and improved methods and approaches to category management for Walmart, Inc. which will lead to sustainable category growth and better business relationships. Leverage internal category resources to directly influence the implementation of in-store and digital projects resulting in tangible results for the business. Develop and maintain close partnerships with key internal and customer stakeholders in our priority Walmart markets (US, Mexico, Canada, China, and India) to build trust and credibility leading to achieving a continuous "seat at the table" for all strategic discussions and decisions regarding our categories in the respective geographies.
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.
  • 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 153,600.00 - USD 211,200.00
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