Sales Manager (Traditional Trade)

Position Title: Sales Manager - Traditional Trade

Location: Mexico City, Mexico

Reports to: Senior Sales Manager

The Sales Manager – Traditional Trade is responsible for driving profitable growth across the Small Appliances and Food categories through the company's network of distributors, wholesalers, and traditional trade customers throughout Mexico

.The role is responsible for expanding national distribution coverage, increasing sell-in, sell-out, and market share through strategic customer management, distributor development, business analytics, and disciplined commercial execution

.Additionally, this position is responsible for identifying new business opportunities, expanding both numeric and vertical distribution, optimizing customer financial performance, and ensuring the achievement of the company's commercial objectives

.
JOB RESPONSIBILITI

ESCommercial Development and Strategic Customer Manageme

• ntLead the commercial strategy for the Traditional Trade channel across the Small Appliances and Food categorie
• s.Expand national numeric distribution through the development of existing distributors, customers, and new business opportunitie
• s.Drive vertical distribution growth by maximizing portfolio penetration within the existing customer bas
• e.Identify and capture White Space Selling opportunities to expand brand presence and market coverag
• e.Evaluate, develop, and onboard new customers and distributors aligned with the company’s commercial strateg
• y.Build strong relationships with strategic distributors and customers while leading commercial negotiations and joint growth initiative
• s.Prepare and execute annual business plans and budgets for key distributors and customer

s.
Commercial Planning, Business Intelligence, and Business Managem

• ent
  Lead forecasting and commercial planning processes for assigned customers and distribut
• ors.Actively participate in the Sales & Operations Planning (S&OP) process, aligning commercial demand with operational capabilit
• ies.Partner closely with Demand Planning, Supply Chain, Finance, and Customer Service to ensure product availability and service level achievem
• ent.Analyze key business indicators including numeric distribution, sell-in, sell-out, sell-through, stock in trade, fill rate, inventory levels, market share, and profitabil
• ity.Develop business intelligence and commercial analysis to identify opportunities, risks, and corrective acti
• ons.Ensure accurate reporting of sales activities, business performance, and commercial insig
• hts.Monitor Forecast Accuracy, Fill Rate, Stock in Trade, and Weeks of Supply, driving action plans to maximize sales and minimize operational ri

sks.Financial Management and Portfolio Manage

• mentConduct financial analysis of customers, trade investments, and overall business profitabil
• ity.Manage the product portfolio by identifying opportunities for growth, optimization, rationalization, and expans
• ion.Prepare and execute promotional activities, sales campaigns, and new product launc
• hes.Manage commercial budgets and investments to ensure achievement of financial and commercial objecti
• ves.Continuously monitor the financial and commercial performance of assigned distributors and custom

ers.Customer Marketing and Capability Develop

• mentPartner with Customer Marketing to develop and implement training programs, incentive initiatives, and loyalty programs for distributor and customer sales for
• ces.Drive initiatives that strengthen product knowledge, recommendation capabilities, and commercial execution at the point of s
• ale.Ensure effective execution of promotional campaigns, product launches, and demand-generation activities across the mar

ket.Leadership and Team Develop

• mentLead, coach, and develop commercial teams composed of Key Account Managers and Sales Representatives with nationwide cover
• age.Establish clear objectives, performance metrics, and development plans for team memb
• ers.Foster a culture of accountability, ownership, collaboration, and results orientat
• ion.Ensure consistent execution of the commercial strategy across all regions under responsibil
• ity.Strengthen commercial capabilities within the team to enhance distributor management, business analysis, and market execut

ion.
QUALIFICATIONS AND EXPER

• IENCEBachelor's Degree in Business Administration, Marketing, Finance, Business Management, or a related f
• ield.5+ years of experience in sales, commercial development, or distributor manage
• ment.Minimum of 3 years of experience leading high-performing commercial t
• eams.Proven experience within consumer goods, durable goods, or Small Appliances-related indust
• ries.Experience in B2B and/or B2C business mo
• dels.Experience leading teams of Key Account Managers and/or Sales Representatives with nationwide cove
• rage.Experience managing distributors, wholesalers, and distribution netw
• orks.Strong expertise in Forecasting, Sales & Operations Planning (S&OP), Business Intelligence, Financial Analysis, Demand Planning, and Channel Develop
• ment.Advanced proficiency in Microsoft Excel, PowerPoint, business analytics tools, and Artificial Intelligence applications for business productivity and decision-ma
• king.Intermediate to Advanced English profici
• ency.Availability to travel approximately 40% of the