Sr. Director, Global DCOM Sales

Job Description:

Digital Commerce (DCOM) is set to represent 35%+ of all CPG sales in the not-too-distant future and is a critical, high-growth must-win channel. The Global DCOM Sales Director is a pivotal senior leadership role responsible for driving the three largest sub-channels in our global DCOM strategy: Pure Play & Marketplace, Omnichannel, and On Demand Delivery.

This role owns the strategic partner engagement, joint business plans (JBPs), and commercial growth across our key global partners—Amazon, DoorDash, and Uber—targeting >$2B in worldwide sales, while supporting regional omnichannel powerhouses (e.g., Walmart, Tesco) with world-class thought leadership to maintain partner-of-choice status. More broadly, this role will help embed the voice of the customer into HQ and expert-functions to unlock the inputs needed for faster growth, whilst also collaborating “glocally” with Regions to deliver incremental growth through JBP initiatives.

Org Scope: Global; works with regional and market DCOM teams across North America, Europe & Central Eurasia; Latin America, and Asia; Global Supply, Media, Integrated Intelligence, Category, and Tech teams.

Operating Model: Leads relationships with Amazon, DoorDash, and Uber – driving regional & functional connectivity and collaboration. Also supports Omni community of practice at scale with on-demand thought leadership and scaled programs (e.g., Omni JBP).

External Partners: Strategic partnerships (Amazon, DoorDash, Uber), and expert agency partners

Mindset: Given the newness and fast-changing nature of this space, this role must be comfortable navigating ambiguity, building new networks to penetrate undeveloped growth spaces, and influencing internally to enable the new & small within a large CPG enterprise. A successful candidate is energized by building from the blank page, has a track record intrapreneurship and navigating a matrixed org structures, and is a expert at precision selling & customer development.

What are we looking for?

1. Knowledge/Experience

• Deep knowledge on digital commerce ecosystems, economics, operations, and ways of working

• Proven track record of collaborating with key digital commerce retailers and platforms

• International experience with different countries, cultures, and organizational models including leading through a matrix to deliver business results consistently.

• Ability to make the complex simple and rally a diverse group of colleagues behind a common vision

• High bias for action supported by data-driven approach and results-oriented mindset

2. Education & Professional Qualification

• University Degree – MBA preferred
• Minimum of 8 years of experience in FMCG/CPG sales & marketing, and/or digital commerce with proven track record in collaborating with teams locally and globally

What will be your key responsibilities?
Strategic Partnerships

• Lead strategic partner engagement and global joint business plan development to achieve >$2B in worldwide sales across Amazon, DoorDash, and Uber.
• Provoke a "think big" approach to growth planning to pioneer new models, commercial frameworks, and mutual ways to win with our leading global partners.
• Support leading Regional Omnichannel customers (e.g., Walmart, Tesco) with bespoke digital thought leadership to secure and support partner-of-choice status.

Growth Enablement

• Foster strong connectivity and a shared mission across Supply Chain and Advertising relationships to power up our unified "One Demand & Supply” vision.

• Innovate and scale new commercial measurement solutions that capture the total, multi-dimensional impact of DCOM across reach, engagement, indirect sales, and direct sales.
• Identify, design, and lead the development of new selling strategies, selling stories, and process efficiencies to enable faster customer growth and structural savings

Future of Sales

• Lead the evolution of the Omnichannel Joint Business Planning Program to seamlessly incorporate key developments in AI & Agentic Commerce and On Demand Delivery.

• Team up with the Category & Integrated Intelligence team to generate global thought leadership on the future shopper and shifting retail landscape to drive next-level customer partnership and mutual value creation.

• Collaborate with the Tech Fueled Sales team to build and scale agentic solutions that positively transform the way we grow with global strategic partners.

Community

• Maintain, scale, and grow our internal center of excellence and global knowledge repository on critical digital topics, including retailer economic models, complex negotiations, joint business planning, and digital shelf optimization.
• Lead the global internal community of practitioners to systematically x-pollinate best practices and key learnings from frontier customers and pioneering markets

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.

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 242,240.00 - USD 333,080.00

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