North America Commercial and Marketing Director

Farmina•Reidsville, NC

4d•Onsite

About The Position

The Commercial and Marketing Director - North America is the overall business leader for Farmina across the United States, Mexico and Canada. Reporting to the CMSO, the role is accountable for the region’s P&L and for coordinating the functions required to deliver the business strategy, while directly leading Sales and Marketing. The role is accountable for regional revenue, profitability, budgeting, forecasting, cash flow and working capital, working closely with Finance, Supply Chain, Operations, Veterinary, Digital and other functions to ensure effective business execution. In partnership with the CMSO, Farmina’s Global Functions and Management Board, the Director translates Group strategic priorities into regional plans and ensures sales, marketing, investments, capabilities and resources support Farmina’s long-term growth ambitions. This position calls for an entrepreneurial, commercially driven and hands-on leader who can accelerate growth, build effective Sales and Marketing capabilities and maintain rigorous financial discipline in a fast-growing international environment. The Director represents the regional business to the CMSO, Management Board and Global Functions, and balances local market needs with global priorities, standards and governance.

Requirements

Significant senior leadership experience leading Sales, Marketing or a major commercial organization across a business or region.
Proven experience with P&L ownership and accountability for business performance.
Strong track record of delivering profitable growth and developing businesses in complex or competitive markets.
Experience managing multidisciplinary teams across Sales, Marketing and related commercial functions, with cross-functional exposure to Finance, Supply Chain and Operations.
Strong exposure to the United States market; fluent English is required.
Experience in an international or multinational organization with significant interaction with global headquarters and corporate functions.
Demonstrated experience in organizational development and building high-performing teams.
Experience managing strategic customers, distributors and/or complex go-to-market models.
Bachelor’s degree in Business Administration, Economics, Marketing, Finance or a related discipline.
Ability to translate long-term business objectives into clear priorities and executable plans; strong understanding of markets, customers, channels and drivers of profitable growth.
Personal accountability for business outcomes and willingness to take responsibility for difficult decisions.
Ability to identify opportunities, challenge established approaches and operate effectively in a growing organization.
Strong delivery, prioritization and results orientation.
Ability to adapt to changing circumstances and remain effective in a dynamic and demanding environment.
Ability to attract, inspire, develop and hold senior commercial leaders accountable.
Ability to work across countries and functions and influence stakeholders without relying solely on hierarchy.
Sound decision-making and problem-solving in complex, ambiguous situations involving incomplete information.
Strong executive communication and stakeholder relationship skills.

Nice To Haves

Experience within pet food, FMCG, consumer goods, nutrition, animal health or another relevant premium consumer sector.
Additional experience in Mexico and Canada.
MBA or equivalent postgraduate qualification.
Additional languages.

Responsibilities

Define and execute the North America commercial strategy in alignment with Farmina’s global strategic priorities.
Translate Group objectives into regional sales and marketing plans, priorities and measurable targets.
Identify opportunities for sustainable growth, market expansion and increased brand penetration across the United States, Mexico and Canada.
Assess market dynamics, competitive developments and emerging business opportunities, and provide strategic recommendations regarding investments, organizational needs, pricing, channels and market development.
Ensure effective execution of Board decisions and global commercial initiatives throughout the region.
Own North America P&L performance, including revenue, gross margin, profitability, cash flow and operating targets.
Lead annual commercial budgeting, forecasting and business planning with Finance and Global Functions; monitor relevant KPIs, manage costs and investments, identify performance gaps and risks, and implement corrective actions.
Support working-capital optimization and sustainable financial growth.
Drive sustainable revenue growth across key channels and customer segments; strengthen relationships with strategic customers, distributors, retailers, veterinary partners and other stakeholders.
Ensure effective execution of pricing, channel, customer and commercial strategies, and identify opportunities for geographic expansion and new business development.
Maintain market and customer proximity, personally engaging with strategic accounts and partners when appropriate.
Ensure Farmina’s positioning, values and premium brand proposition are represented consistently across North America, partnering with Global Marketing to adapt and execute global strategies and support brand awareness, customer engagement and consumer preference.
Build and lead a high-performing North American Sales and Marketing organization; define required capabilities and structure, attract, develop and retain talent, and establish clear accountability and performance expectations.
Foster collaboration, ownership, customer focus, agility and continuous improvement; develop leadership capabilities and succession plans for critical commercial positions.
Work with Global HR on organizational design, talent management, compensation and major people decisions.
Coordinate Sales, Marketing, Veterinary, Digital, Finance, Supply Chain, Operations and other functions; translate commercial plans and demand forecasts into requirements for supply chain, production, procurement and inventory planning.
Ensure local capabilities and resources support profitable growth and customer requirements, and oversee strategic commercial projects and transformation initiatives.
Escalate cross-functional barriers and facilitate timely decisions needed to deliver commercial and financial objectives.
Ensure North American commercial activities comply with applicable laws, regulations and Farmina corporate policies; maintain governance, approval processes and internal controls with Finance, Legal and other Global Functions.
Escalate and manage significant commercial, financial, legal, compliance and reputational risks; partner with corporate functions to maintain appropriate standards, controls and reporting.
Represent the Company with strategic customers, distributors, partners and other external stakeholders where appropriate.
Act as the regional business link to the CMSO, Management Board and Global Functions; communicate performance, risks, opportunities and organizational developments transparently and in a timely manner.
Contribute to global commercial strategy and cross-market initiatives, share North American market insights and best practices, and balance regional needs with global priorities.
Deliver outcomes measured through financial, commercial, organizational and strategic indicators, including revenue growth, profitability, gross margin, budget achievement, cash flow, working capital, market penetration, account and channel development, customer performance, strategic initiative execution, organizational effectiveness, employee engagement, talent retention, succession readiness and compliance.