Líder Nacional de Operaciones en Punto de Venta MX

Heartland LATAM is looking for the best talent. We are an American company with commercial presence in more than 40 countries around the world, we promote happier, healthier and longer lives through the reduction of sugar consumption.

What are we looking for?

The National Point-of-Sale Operations Leader, MX is responsible for Leading the execution of the commercial strategy at Point of Sale, ensuring that the Company’s commercial, Shopper Marketing and Trade Marketing priorities are effectively translated into store-level execution.

The role is responsible for developing and managing a strong network of relationships with business partners, merchandising agencies and other third-party commercial partners to ensure achievement of sales, distribution, coverage, profitability, market share and Point of Sale visibility objectives.

The position will lead the national field execution operation through regional teams and the merchandising agency, ensuring execution excellence, monitoring commercial and execution KPIs, identifying business opportunities and translating market, sales and store-level information into actionable plans.

Reports to:

Shopper Marketing Manager MX

Direct Reports:

Regional Operations Leaders – North, Bajío and Central Regions

Key Working Relationships:

Sales, Marketing, Shopper Marketing, Business Intelligence, CPFR, Category Management, Supply Chain, customers, distributors, merchandising agencies and other third-party commercial partners.

Key responsibilities

• Lead the execution of the commercial strategy at Point of Sale, ensuring that Company priorities are effectively translated into store-level execution and contribute to the achievement of sales, distribution, coverage, profitability, market share and visibility objectives.
• Build, manage and develop strong commercial relationships with key business partners, merchandising agencies, distributors and other third-party partners, ensuring alignment with Company objectives and execution standards.
• Manage and develop the relationship with merchandising agencies, ensuring compliance with agreed service levels, execution standards, coverage, productivity and commercial KPIs.
• Lead Point of Sale execution through the regional and field merchandising organization, establishing clear objectives and ensuring appropriate store coverage, visit frequency, productivity, execution quality and continuous training.
• Lead, coach and develop the Regional Operations team, establishing clear objectives, priorities, performance indicators and development plans while fostering a high-performance and accountability culture.
• Monitor and manage key commercial and execution KPIs, including sales, distribution, coverage, availability, Share of Shelf, additional displays, pricing, promotions, planogram compliance, inventory levels and store visit compliance.
• Analyze market, sales and store execution data to identify business opportunities and translate insights into actionable plans by store, region, customer and channel.
• Design, implement and follow up on action plans to improve sales performance, availability, visibility and execution standards, adjusting priorities and resources based on business results.
• Ensure the correct implementation of commercial campaigns, product launches, promotions and Shopper / Trade Marketing initiatives across Point of Sale.
• Drive execution excellence across Modern Trade, Traditional Trade, Wholesale and Club channels, adapting execution priorities and plans according to the specific dynamics and opportunities of each channel.
• Drive consistent implementation of Perfect Store / Picture of Success standards across prioritized customers and Points of Sale.
• Optimize field operations by continuously evaluating routes, store coverage, resource allocation, visit frequency and field team productivity to maximize commercial impact.
• Manage and control the merchandising and field execution budget, ensuring effective allocation of resources according to commercial priorities and business opportunities.
• Monitor the performance and ROI of Point of Sale initiatives and field execution investments, identifying opportunities to improve productivity, resource allocation, execution and overall business results.
• Partner cross-functionally with Sales, Shopper Marketing, Marketing, Business Intelligence, Category Management, CPFR and Supply Chain to ensure alignment between commercial strategy, customer priorities and Point of Sale execution.
• Develop field execution capabilities through continuous training, coaching, communication of execution standards and sharing of best practices.

Qualifications & Experience

• Bachelor’s degree in Business Administration, Marketing, Industrial Engineering, Commerce or a related field.
• Intermediate English proficiency, both written and spoken.
• Minimum 4 years of experience in leadership positions within Sales, Field Operations, Trade Marketing, Shopper Marketing or Point of Sale Execution, preferably within the FMCG / Consumer Goods industry.
• Proven experience managing distributors, merchandising agencies or other third-party commercial partners.
• Proven experience leading field operations, including regional teams, supervisors, merchandisers or field sales organizations.
• Experience across Modern Trade, Traditional Trade, Wholesale and Club channels, with a strong understanding of their different commercial and execution dynamics.
• Experience managing commercial and Point of Sale execution KPIs and developing data-driven action plans to improve business performance.
• Experience translating Shopper Marketing, Trade Marketing and commercial strategies into Point of Sale execution plans.
• Experience managing merchandising and field execution budgets, including resource allocation, productivity tracking and ROI evaluation.
• Experience developing action plans by store, region, customer and channel based on sales, market and execution performance.
• Knowledge of route management, store segmentation and coverage optimization to maximize field team productivity and execution effectiveness.
• Advanced Excel skills; experience with Power BI or similar Business Intelligence tools is highly desirable.

Core Competencies

• Strong leadership skills, with demonstrated ability to lead, coach and develop regional and field teams while promoting accountability and a high-performance culture.
• Strong commercial mindset and results orientation, with a clear understanding of how Point of Sale execution impacts sales, market share and overall business performance.
• Strong knowledge of Shopper Marketing and Trade Marketing principles, with the ability to understand commercial and shopper strategies and translate them into effective Point of Sale execution.
• Strong understanding of Modern Trade, Traditional Trade, Wholesale and Club channels, including their different commercial dynamics and execution requirements.
• Strong knowledge of commercial and execution KPIs, including sales, distribution, coverage, availability, Share of Shelf, displays, pricing, promotions, planogram compliance, inventory and store visit compliance.
• Strong analytical capabilities, with the ability to interpret market, sales and Point of Sale execution data and translate insights into actionable business plans.
• Strong negotiation and relationship-building skills, with the ability to develop effective partnerships with agencies, distributors, customers and other third-party commercial partners.
• Strong planning and prioritization skills, with the ability to develop differentiated action plans by store, region, customer and channel.
• Strong problem-solving and decision-making capabilities, with the ability to identify execution gaps, determine root causes and implement corrective actions.
• Excellent communication and influencing skills, with the ability to effectively interact with senior internal stakeholders, external partners, agencies and field teams.
• Strong ability to manage external partners and ensure compliance with agreed service levels and business objectives.
• Ability to operate effectively in a dynamic, high-pressure and results-driven environment.
• Advanced proficiency in Excel and strong working knowledge of Power BI and PowerPoint.

We recognize diversity as a powerful ally for our development, so we offer the same opportunities regardless of origin, race, marital status, age, social status, political opinions, gender, religion, culture, sexual orientation, gender identity, abilities or any other situation.

ALL OUR TALENT ATTRACTION PROCESSES ARE FREE OF CHARGE