The Country Manager CAM is responsible for leading and executing the commercial strategy for Central America. Is a key member of the Business unit leadership team working closely with the MD in order to lead and drive a sustainable and profitable growth (combining short- and long-term goals), acting as a lead for the Commercial P&L ensuring compliance in a broad perspective, following the global policies.
Is responsible to ensure maximum in KPI’s, and people engagement by executing the business plans for the different markets aligned with the Strat Plan with the ability to work closely with other local functions (Finance, Marketing, Commercial Development, Manufacturing, Logistics, Legal and Human Resources) WEEM and Global teams. This includes sales strategies, planning and control of main accounts targets and actions, new products introductions, develop new channels to build brand equity in the focus categories, this requires a balance of corporate negotiation skills combined with strategic vision. The Country manager is responsible for developing his/her team, by coaching, keeping good communication and setting realistic but challenging targets.
Key Accountabilities:
1. Strategic Plan:
I. Collaborate with senior management in developing the Strat plan, in line with the corporation business objectives.
II. Ensure commercial new partnerships.
III. Review market and competitor activity.
2.Business Management
I. Lead the development and implementation of the commercial annual contracts.
II. Uses strong knowledge of regional market to lead development and implementation of sales and action plans by channel, category, and brand to attain local and regional targets
.
3. New Businesses
I. Lead new business opportunities and prioritize them according to their potential. Ensure agreements for new product/category commercialization with new/existing customers/distributors.
II. Manage business partnerships in B2B accounts, Food Service, E-commerce and DTT distributors in CAM.
III. Ensure customer satisfaction by anticipating consumer needs.
4. Business Execution
I. Lead business development managers, to execute the plans by region in a timely manner according to budget and Strat Plan.
II. Evaluate financial reporting analysis results to provide recommendations and make decisions.
III. Lead the leaders of Business Development Analyst to ensure volume/NSV forecast as required by Operations, and ensure forecast accuracy meets target.
III. Lead communications with distributors/customers in case is needed regarding difficult conversations, changes in price, commercial terms, logistics, etc.
5. Team Development
I. Coach the team and set development plans for the direct reports.
ii. Ensure the team develop required skills to continue growing their career.
6. Budget Management
I. Control P&L responsibilities that includes top line objective, budget, headcount, travel expenses and income for operations.
II. Develops annual budget, budget monthly revisions and long-term strategies.
III. Supervise the Distributor/Customer/Category financial results (P&L, SKU profitability, volume and mix performance, trade spending, and A&P and budgets)
7. Collaboration
I. Works closely with senior leadership, marketing/business development teams, and front-line staff to evaluate opportunities, develop a strategic plan to expand KH brands.
II. Works with cross-functional teams to ensure new commercialization projects.
III. Ensures compliance with Global policies
8. Leadership CARICAM team routines
I. Participate in Business Reviews and monitoring action plans to ensure results
Knowledge & Experience:
Bachelor’s degree in International Economics, Business, Sales or Finance or a related field of study
(+10) years of commercial career preferably in senior roles
Experience in FMGs highly desirable
Fully multilingual (English / Spanish)
Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.
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