Commercial Director

Commercial Director

Commercial Director

Primary Purpose: 

To promote business development and sales growth through the exploration and development of the product and price portfolio in the different geographies and channels of Jamaica, guaranteeing commercial results (net sales, contribution margin, EBITDA, market share and execution), leading and developing a team of excellent people. 

Specific Purposes: 

1. Define and lead the country's Commercial Strategy considering the design of the product portfolio, its packaging and consumer prices, in order to maximize the capture of market value, for this the position must know in detail the macroeconomic situation of Jamaica, its consumers and retailers.
2. Design and implement a Go To Market strategy that ensures the best value proposition to the market; efficiently attacking the market, maximizing customer relationships and service, boosting portfolio execution (availability for consumption and visibility) and minimizing the cost of serving all consumer outreach channels.  (Traditional, Wholesale, Modern Channel).
3. Promote investments for the development of the local market, guaranteeing the sustainable growth of the business (refrigeration equipment, packaging, exclusives, innovations, new product lines) and meet the needs of the export business to third parties.
4. Establish the rules of the game in the Commercial Policy of the Product Portfolio, considering the margin of the retailer, to guarantee the competitiveness of the portfolio in the different regions of the country and the maximum development of distribution channels.
5. Develop strategies to improve the perceived value (consideration, frequency of consumption, relevance and distinction) of the brands in the portfolio to the consumer.
6. Influence and lead business partners (PepsiCo, Ambev, Beliv, other suppliers) to win over growth interests and obtain additional investments that accelerate your growth plan.
7. Manage economic resources and ensure the efficient use of the budget (fixed expenses, promotion, advertising, assets of rotation), in order to make decisions against deviations and provide the Sales Force with the necessary tools to achieve the monthly and annual objectives.
8. Establish relationships that maximize the value of the business, as well as mitigate risks to it (larger customers, Chamber of Industry and other companies operating in the country).
9. To form and lead a high-performance team that allows us to achieve the objectives of the business in the short and long term and in turn nurture new commercial leaders who will meet the needs of business expansion.