Job Description:
Role Title: National Business Manager – Bunnings/Costco
Location: Melbourne, Victoria
Hours: Full-time
Segment: Mars Petcare
Reporting to: Sales Director Pet Nutrition
About the role:
Reporting to the Sales Director, Pet Nutrition you will lead the overarching 3-to-5-year strategic vision for two of Mars Petcare’s most critical, high-growth alternate channels.
Operating as a strategic "intrapreneur," you will manage the unique operational and shopper dynamics of the Warehouse Club model (Costco) and the Big Box/Everyday Value model (Bunnings). This is a highly visible, cross-functional leadership role where you will champion innovative category solutions and exclusive pack architectures to drive massive scale, whilst carefully navigating channel guardrails across the broader Australian retail market.
What you’ll do:
Strategic Channel Leadership & Joint Business Planning (JBP)
- Lead the overarching 3-to-5-year strategic vision and Joint Business Plans (JBP) for both Bunnings and Costco.
- Navigate complex channel pricing architectures, ensuring strategies for Bunnings and Costco are complementary to, and do not conflict with, our broader Corporate Grocery channel.
Bespoke Portfolio & Innovation Management
- Act as the primary business lead for developing channel-specific product pipelines (e.g., bulk/club packs, palletised displays, exclusive SKUs) by partnering heavily with R&D, Supply, and Marketing.
- Lead the end-to-end commercialisation of new product launches tailored specifically to meet Warehouse Club and Hardware shopper missions.
Commercial & Operational P&L Ownership
- Own the total end-to-end P&L for the Bunnings and Costco portfolios, delivering consistently against GSV, NSV, and Trade Investment targets.
- Master and optimise the distinct supply chain and operational requirements of both customers (e.g., Costco's strict pallet and display formats vs. Bunnings' centralised distribution and direct-to-store models).
Cross-Functional Leadership & Collaboration
- Influence, align, and partner with internal stakeholders across Supply, R&D, and Finance to prioritise and greenlight bespoke packaging and supply chain solutions.
- Maintain strong networks with the broader local and global Mars communities to leverage shared experiences, exchange best practices, and deliver best-in-class business outcomes.
- Foster a collaborative, positive, and inclusive total team culture within the broader Sales team, operating autonomously while actively developing and mentoring peers.
What you’ll bring:
To be successful in this highly strategic and commercial leadership role, you will bring:
- 7+ years of Senior Commercial, Sales, or Category Leadership experience within the FMCG/CPG industry.
- Direct customer management experience with major Warehouse Club (Costco) or Big Box/Hardware (Bunnings) retailers is highly desirable.
- Proven P&L ownership and strategic pricing expertise, with demonstrated success in managing channel architecture and mitigating channel conflict.
- Strong innovation credentials, specifically in leading cross-functional teams to bring bespoke packaging or exclusive SKUs from concept to shelf.
- Executive-level influencing and negotiation skills, with a track record of shaping external customer strategies at a senior level and successfully influencing internal supply chain/R&D partners.
Why you’ll love working for Mars:
- Purpose: Help craft beloved brands with a legacy of over 100 years of local manufacturing making products that people and pets will love all while helping to build a more sustainable future.
- People: A culture that values your contributions, fosters leadership, and recognises the impact you make. Your work truly matters here.
- Development: Shape your career with personalised development and real opportunities to grow from day one.
- Wellbeing: Enjoy a team and business environment that is invested in helping you manage and grow your energy for work and life.
Mars is an equal opportunity employer and qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.
