Strategic Revenue Management at Mars in USA-Tennessee-Franklin

Strategic Revenue Management

Location: USA-Tennessee-Franklin · On-site

Purpose of Role

The SRM Field Manager (T2) serves as a strategic business partner and commercial expert for a designated customer group, driving the seamless integration of promotional strategies and execution frameworks. Reporting to the SRM Field Lead, this role is the key steward of the annual planning and Joint Business Planning (JBP) processes, driving the execution of optimized enterprise trade investment frameworks, and pricing strategies to maximize category value and profit pool growth. By leveraging advanced analytics and democratizing the SRM digital toolkit across field sales teams, the role builds robust in-market capabilities and aligns local executions with overarching national strategy to achieve mutually profitable growth.

Principal Accountabilities

• Price Pack Planning: Lead the development, alignment, and execution of tailored price-pack and promotional strategies to optimize the overall channel-pack ecosystem and meet specific shopper needs.
• Strategic JBP & Annual Business Planning: Partner closely with sales teams to elevate Joint Business Planning (JBP) and annual business planning from tactical transactions to strategic commercial partnerships, utilizing scenario modeling and analytics to drive mix accretion and customer margin roadmaps.
• STAR Process & Upside Deployment: Lead the local deployment of the STAR promotional optimization process, establishing data-driven feedback loops to monitor execution, manage "dial for dollars" routines, and identify commercial upside opportunities.
• Trade Investment Leadership: Co-pilot and implement optimized trade investment and trade terms execution at the customer level, ensuring full alignment with national guardrails while maximizing ROI on trade spend.
• Performance Deconstruction & Cost-to-Serve: Lead comprehensive decomposition of performance drivers across channels, translating complex insights into actionable commercial recommendations for sales and SRM leadership.
• Assortment & SKU Optimization: Input into efficient SKU prioritization, physical/digital shelf assortment strategies, and targeted brand launch initiatives in collaboration with marketing and sales strategy to drive structural margin improvements.
• Digital Toolkit Democratization: Act as the primary champion for embedding SRM digital capabilities (including Salesforce and Anaplan platforms) into field sales routines to democratize forecasting, planning, and tracking data.
• Cross-Functional & Matrix Influence: Operate as the central connection point to synthesize pricing, promo, and digital strategies across internal SRM teams, sales capabilities, business management, and major retail partners.

Critical Mars Leadership Capabilities

• Technical & Functional Skills: Possess strong technical and analytical skills
• Customer Focus: Understand customer needs and align trade strategies
• Leveraging Insights to Action: Translate trade insights into actionable recommendations for the sales teams and the enterprise
• Drive for Results: Demonstrate a strong commitment to achieving goals and objectives

Key Supporting Competencies

• Analytical Acumen: Ability to analyze trade data from various sources, manipulate information, and make appropriate recommendations
• Problem Solving: Effectively identify and address trade-related challenges and opportunities
• Peer Relationships: Collaborate and foster positive relationships with cross-functional teams involved in trade-related activities

Key Functional Skills/Knowledge

• Demonstrated ability to manipulate information from various sources, analyze data, and make appropriate recommendations.
• Strong Excel skillset for data manipulation and analysis.
• Effective communication and collaboration skills to work with internal and external teams
• Proactive and service-oriented mindset to drive continuous improvement in trade processes.
• Learning Agility: Ability to adapt quickly and apply new learnings quickly

Minimum Qualifications

• 3-5 years of working experience and/or internship experience in a related field
• 1-3 years experience in SRM
• Four-year college degree
• Experience demonstrating advanced problem-solving and analytical capabilities in a cross-functional team environment

Preferred Qualifications

• 1–3 years of hands-on experience in Ecommerce/Digital Commerce, showing a deep understanding of omnichannel pricing, digital promotional execution, and platform KPIs.