Commercial Manager, Central & South America, Clubs & Exports

通用磨坊股份有限公司•Miami, FL

8d•$110,800 - $166,300

About The Position

The Commercial Manager is responsible for developing and executing the commercial strategy across Central America, Southern Cone and Club Channels, ensuring sustainable and profitable growth through distributor management, key customer partnerships, commercial excellence, and cross-functional collaboration. This role leads the execution of regional commercial plans, drives Route-to-Market optimization, strengthens distributor capabilities, manages strategic customer relationships, and identifies new business opportunities while ensuring alignment with regional business objectives, financial targets, and market dynamics. The position partners closely with Sales, Marketing, Supply Chain, Finance, Demand Planning, Customer Service and Category teams to deliver best-in-class commercial execution and profitable market expansion.

Requirements

Bachelor's Degree in Business Administration, Marketing, Economics or related field.
+12 years of progressive commercial experience within FMCG.
Experience managing multiple countries across Latin America.
Proven experience managing distributors.
Experience with Club Channel and Modern Trade.
Strong P&L management experience.
Experience leading cross-functional regional initiatives.
Experience in Route-to-Market optimization.
Commercial negotiation experience with strategic customers.
Experience in business planning and forecasting.
Commercial Strategy
Distributor Management
Customer Development
Key Account Management
Category Management
Route-to-Market
Trade Investment
Revenue Growth Management (RGM)
Business Planning
Demand Planning
Financial Acumen
P&L Management
Sales Forecasting
Data Analytics
Commercial Excellence
S&OP
Strategic Thinking
Results Orientation
Customer Focus
Business Acumen
Commercial Mindset
Cross-functional Collaboration
Influencing Skills
Negotiation
Analytical Thinking
Problem Solving
Change Management
People Development
Decision Making
Agility
Executive Communication
Applicants must meet a minimum 18-year age qualification.

Nice To Haves

MBA preferred.
Power BI, Excel and SAP preferred

Responsibilities

Develop and execute the commercial strategy across Central America, Southern Cone and Club channels.
Deliver Net Sales, Gross Profit and Operating Income objectives.
Identify growth opportunities by market, channel and customer.
Develop annual business plans aligned with company objectives.
Drive sustainable revenue and profitability through pricing, mix and commercial investments.
Lead strategic relationships with distributors across assigned markets.
Develop Joint Business Plans (JBPs) with key distributors and customers.
Monitor distributor performance through KPIs and scorecards.
Ensure execution excellence across traditional trade, modern trade, wholesale and Club channels.
Identify capability gaps and implement continuous improvement initiatives.
Develop commercial strategies for Club retailers and wholesale customers.
Optimize assortment, pricing, promotional planning and category execution.
Negotiate commercial agreements with key regional accounts.
Build long-term partnerships focused on mutual growth.
Continuously evaluate and optimize Route-to-Market models.
Improve service levels, distribution coverage and execution standards.
Drive commercial productivity and cost-to-serve optimization.
Partner with Supply Chain to improve inventory management and customer service levels.
Own commercial forecasting and business planning processes.
Monitor sales performance against budget and forecast.
Analyze P&L performance and identify corrective actions.
Manage trade investment and promotional spending to maximize ROI.
Support S&OP and demand planning processes.
Partner closely with Marketing, Supply Chain, Finance, Demand Planning, Customer Service, Category Management, Regulatory, and Operations to ensure successful execution of regional initiatives and business priorities.
Identify new business opportunities across assigned markets.
Expand distribution footprint.
Evaluate new channels and customers.
Support commercialization of new products and innovation launches.
Lead market expansion initiatives where applicable.
Drive KPI governance and performance reviews.
Utilize market insights, consumer data and customer analytics to support decision making.
Implement best practices across markets.
Promote a culture of continuous improvement.
Lead and develop high-performing multicultural teams.
Coach distributor teams and commercial partners.
Foster collaboration, accountability and talent development.
Build organizational capabilities across the region.