Director of Sales, LATAM

Ornua Co-operative Limited • Evanston, IL

46d • $140,000 - $160,000 • Remote

About The Position

Ornua is actively seeking a seasoned and entrepreneurial Director of Sales – LATAM to lead the next phase of Ornua Foods North America’s international expansion across Latin America, with a primary focus on Mexico and Brazil.

This high-impact leadership role is responsible for building and executing the regional go-to-market strategy, accelerating distribution, overseeing distributor performance with full P&L accountability, ensuring brand and regulatory compliance, and delivering sustainable revenue and profit growth.

The ideal candidate brings deep CPG commercial expertise, a proven track record of international brand expansion, and strong cultural fluency to build trusted partnerships across Latin America.

This is a unique opportunity to join a purpose-led organization, work with an iconic global brand, and own transformational new market growth.

Requirements

• 10+ years of progressive sales leadership experience in CPG industry, with a strong track record of international expansion and emerging markets
• Bachelor’s degree required, MBA preferred
• Proven experience launching and scaling brands in Latin America, with direct experience in Mexico
• Deep understanding of retail dynamics, trade structures, distributor networks, and regulatory considerations in LATAM
• Demonstrated success in customer acquisition, joint business planning, trade negotiations, and P&L ownership
• Exceptional cross-cultural communication and relationship-building skills, fluency in Spanish required, Portuguese preferred.
• Willingness to travel, both domestically and internationally
• Self-motivated and positive attitude with great energy and growth mindset. Passionate about good, high-quality food.

Nice To Haves

• Experience launching and scaling brands on Brazil strongly preferred
• Fluency in Portuguese preferred

Responsibilities

• Market Expansion Strategy & Execution: Develop and lead the LATAM commercial strategy, including defining market entry models, channel and customer priorities, pricing, promotional and product strategies.
• Focus on Mexico as priority market, creating tailored growth plans based on consumer insights and preferences, category dynamics, and competitive dynamics, while starting to develop an approach for Brazil.
• Build detailed market launch roadmaps, including regulatory, import, and rout-to-market considerations, working cross-functionally with legal, regulatory supply and operations
• Revenue Growth and P&L Ownership: Deliver annual sales, distribution, and profit targets across LATAM region, with an emphasis on hitting KPIs in Mexico
• Own and manage the regional P&L, balancing pricing, trade spend, promotional ROIs and profit
• Own forecasting demand and co-create Supply Chain model that is efficient and meets financial objectives
• Evaluate and recommend margin improvement strategies in Year 1, including optimizing distributor model and supply chain efficiencies to enhance profitability
• Customer and Channel Development: Lead customer acquisition and build strategic partnerships with top retailers, distributors and eCommerce platforms in Mexico, as well as Brazil
• Deepen partnerships with key regional accounts such as Costco, Sam’s Club, and Walmart, ensuring close collaboration and alignment with US- based account leads
• Negotiate contracts, annual trade agreements and promotional calendars, launch innovation that is appropriate for the market
• Identify ways in and expand distribution footprint across modern trade, club and online to maximize brand reach
• Distributor and Partner Management: Oversee distributor relationships in Mexico and other LATAM markets, ensuring they deliver against commercial objectives, including Volume, Revenue, EBITA
• Establish route to market and identify distributor in Brazil who can deliver on our growth ambitions
• Ensure adherence to Ornua and Kerrygold brand standards and execution excellence across packaging, labelling, and in-market activation
• Manage documentation and regulatory reporting requirements, including those needed for Irish and local government compliance
• Leadership and Cross-Functional Alignment: Serve as a Senior Commercial voice for LATAM with Sales organization, translating global priorities into regional objectives
• Partner closely with Marketing, Category, Finance, Supply, Regulatory, and Legal to ensure seamless market entry and execution, as well as innovation pipeline that is tailored to LATAM consumer needs
• Collaborate with senior leadership on the long-term organizational design of LATAM operations

Benefits

• Total Rewards at Ornua Foods North America will include a competitive salary and annual bonus scheme.
• low employee contribution for Medical, Vision and Dental benefits cover
• 401k
• Paid Time Off
• Maternity Leave (20 weeks)
• Parental Leave
• Flexible working
• Fitness Reimbursement
• Charity Donation
• Complimentary Kerrygold products
• Free car parking and secure bicycle storage
• Free healthy snacks and drinks in the office
• Reward & Recognition program
• Volunteering opportunities
• Long Service Awards

What This Job Offers

• Job Type: Full-time
• Career Level: Director