- Job Title: Sales Account Specialist, Royal Canin PRO Division
- Company: Mars
- Location: Missouri, Kansas, Arkansas, Kentucky (Field-Based Territory Role)
- Job Type: Full-Time, Hybrid (4 days on-site)
- Category: Sales
- Date Posted: May 27, 2025
- Experience Level: Intermediate (3+ years of sales experience)
- Remote Status: Hybrid (4 days on-site)
🚀 Job Overview
Key aspects of this role include:
- Driving sales and quality recommendations with partners within a specific geographical region.
- Managing key partners and recruiting new partners into Royal Canin and Eukanuba programs.
- Collaborating with internal teams and cross-functional units to drive strategic partnerships and growth.
- Achieving profitable sales growth objectives within the assigned territory.
ASSUMPTION: This role requires a balance of sales, relationship management, and strategic planning skills. It's ideal for candidates with a background in B2B sales and an interest in the pet nutrition industry.
📋 Key Responsibilities
- ✅ Create and implement territory coverage plans for optimal account coverage.
- ✅ Conduct 85% in-person sales calls and use Salesforce to manage partners and customer data.
- ✅ Forecast and build territory sales plans, and deliver on annual sales targets.
- ✅ Understand territory sales data and develop unique growth strategies.
- ✅ Attend relevant events within the territory and educate partners on Royal Canin and Eukanuba nutritional diets and programs.
- ✅ Recommend Royal Canin and Eukanuba nutritional and SOL solutions, and present customer programming and estimated feeding guidelines/budget.
- ✅ Drive recommendations from partners and recruit new partner acquisition across working professionals.
- ✅ Collaborate with PSRO and Vet Colleagues to drive PRO business and recommendations.
- ✅ Achieve profitable sales growth objectives within the assigned territory by utilizing strong selling skills and understanding customer needs.
- ✅ Develop and maintain strong customer relationships and identify new potential customers.
ASSUMPTION: This role involves a significant amount of travel (approximately 50%+), including overnight travel and occasional weekends for conferences.
🎯 Required Qualifications
- Education: Bachelor’s Degree
- Experience: 3+ years of sales experience, preferably B2B
- Required Skills:
- Excellent communication and presentation skills (oral and written)
- Knowledge of or interest in the pet professional/nutrition industry (preferred)
- Proficiency in Excel, PowerBI, and Salesforce
- Possession of a driver’s license and a clean driving record
Preferred Qualifications:
- Experience in the pet industry
- Proficiency in additional relevant software or tools
ASSUMPTION: Candidates with experience in the pet industry or relevant software tools may have an advantage in this role.
💰 Compensation & Benefits
- Salary Range: $60,000 - $80,000 per year (Estimated, based on industry standards for a sales role with 3-5 years of experience)
- Benefits:
- Company vehicle
- Competitive salary and bonus
- Learning and development support, including access to Mars University
- Working Hours: Full-time, with a flexible schedule that may require occasional overtime and travel
ASSUMPTION: The salary range is an estimate based on industry standards for a sales role with 3-5 years of experience. The actual salary may vary depending on factors such as location, performance, and experience.
📌 Applicant Insights
🔍 Company Context
- Industry: Food and Beverage Manufacturing, specifically pet care and nutrition
- Company Size: 10,001+ employees
- Founded: 1911 (as a family-owned business, later expanded and acquired by the Mars family)
- Company Description: Mars is a global manufacturer of confectionery, pet food, and other food products. They are committed to creating a world where pets can thrive, and their pet care division, Mars Petcare, is dedicated to improving the lives of pets through nutrition, health, and innovation.
- Company Specialties: Mars Petcare, Mars Food, Mars Edge, and Mars Wrigley
📊 Role Analysis
- Career Level: Intermediate (3-5 years of experience)
- Reporting Structure: This role reports to the Regional Sales Manager and collaborates with internal teams, such as PSRO and Vet Colleagues.
- Work Arrangement: Hybrid, with 4 days on-site and the remainder of the workweek remote or in the field.
- Growth Opportunities: Potential career growth opportunities within Mars' diverse business units, such as Mars Petcare, Mars Food, Mars Edge, or Mars Wrigley.
🌍 Location & Work Environment
- Office Type: Field-based territory role, with 4 days on-site and the remainder of the workweek remote or in the field.
- Office Location(s): Missouri, Kansas, Arkansas, and Kentucky
- Geographic Context: This role covers a large geographical area, requiring frequent travel and overnight stays.
- Work Schedule: Full-time, with a flexible schedule that may require occasional overtime and travel.
💼 Interview & Application Insights
- Typical Process: Phone or video screen, followed by in-person or virtual interviews with the hiring manager and other team members.
- Key Assessment Areas: Sales skills, communication skills, industry knowledge, and cultural fit.
- Application Tips:
- Tailor your resume and cover letter to highlight your sales experience, communication skills, and any relevant industry knowledge.
- Be prepared to discuss your sales strategies, territory management plans, and customer relationship management skills.
- Research Mars' company culture and values to ensure a good fit.
🛠️ Tools & Technologies
- Salesforce
- Excel
- PowerBI
- Other relevant software or tools (depending on the candidate's experience)
👔 Cultural Fit Considerations
- Company Values: Quality, Responsibility, Mutuality, Efficiency, and Freedom
- Work Style: Mars values a diverse and inclusive work environment, with a focus on collaboration, innovation, and continuous learning.
- Self-Assessment Questions:
- How do you align with Mars' Five Principles, and how have you demonstrated these values in your previous roles?
- How comfortable are you with frequent travel and overnight stays?
- How do you approach building and maintaining strong customer relationships?
⚠️ Potential Challenges
- The role requires a significant amount of travel, including overnight stays and occasional weekends for conferences.
- The role involves managing a large geographical territory, which may present unique challenges and require adaptability.
- The role requires a balance of sales, relationship management, and strategic planning skills, which may be challenging for candidates with a strong focus on only one aspect.
📈 Similar Roles Comparison
- This role is similar to other sales account specialist or territory manager roles within the pet care or nutrition industry.
- However, this role is unique in its focus on the Royal Canin PRO division and the requirement to manage a large geographical territory.
- Career paths for this role may include advancement to regional sales manager, national sales manager, or other leadership positions within Mars' pet care division.
📝 Sample Projects
- Developing and implementing a territory coverage plan to optimize account coverage.
- Conducting in-person sales calls and using Salesforce to manage partners and customer data.
- Forecasting and building territory sales plans to achieve annual sales targets.
- Educating partners on Royal Canin and Eukanuba nutritional diets and programs, and recommending appropriate solutions.
- Driving recommendations from partners and recruiting new partner acquisition across working professionals.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 90 days?
- How does this role collaborate with other internal teams, such as PSRO and Vet Colleagues?
- What are the most challenging aspects of this role, and how have previous incumbents succeeded in overcoming them?
- What opportunities are there for growth and development within Mars' pet care division?
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through [this link](https://mars.wd3.myworkdayjobs.com/External/job/USA-Missouri-Saint-Louis/Sales-Account-Specialist--Royal-Canin-PRO-Division_R129614).
- Tailor your resume and cover letter to highlight your sales experience, communication skills, and any relevant industry knowledge.
- Prepare for your interview by researching Mars' company culture and values, and practicing your responses to common sales interview questions.
- Follow up with the hiring manager after your interview to express your interest in the role and reiterate your qualifications.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
