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National Key Account Director - Modern Trade

Location: Mexico City, Mexico

Work Arrangement: Hybrid

Employment Type: Full-Time (Employee)

Number of Openings: 1 Position

Industry: Consumer Goods / Spirits / Retail & E-commerce

Compensation: MXN $1,393,593 – $2,090,390 annually

English Proficiency: Advanced (C1/C2) – Professional written and verbal communication required.

Schedule: Full-Time

About the Company

This opportunity is with one of the world's leading privately held premium consumer goods companies, recognized for building and marketing an award-winning portfolio of globally respected brands. With operations across multiple international markets, the organization combines a rich heritage with a long-term vision focused on innovation, operational excellence, and sustainable growth.

While backed by the resources, stability, and global support of an established international business, the local commercial team operates with the agility, ownership, and entrepreneurial spirit of a startup. Team members are empowered to make decisions, take initiative, and build new opportunities while working in a fast-moving, high-growth environment.

About the Role

We're looking for a senior commercial leader to own and accelerate the growth of our most strategic retail partnerships across Mexico. This role will lead relationships with Walmart, Sam's Club, Costco, and other key modern trade customers while shaping commercial strategy, driving Joint Business Planning (JBP), and delivering sustainable revenue growth.

This is one of the organization's most strategic commercial leadership opportunities, offering significant visibility, ownership, and long-term career growth. You'll work cross-functionally with Marketing, Finance, Supply Chain, Trade Marketing, and distributor partners while helping expand one of the company's fastest-growing commercial markets.

Success in this role depends as much on mindset as experience. We're looking for someone who thrives in entrepreneurial environments, enjoys building businesses, and isn't afraid to roll up their sleeves when execution is required. The ideal candidate combines deep commercial expertise, exceptional relationship management skills, strong business acumen, and a genuine ownership mentality.

Why This Opportunity?

• Lead one of the company's most strategic commercial portfolios in Mexico.
• Build long-term partnerships with Mexico's largest modern trade customers.
• Shape the commercial strategy for a globally recognized portfolio of premium brands.
• Work directly with senior regional and global leadership while influencing long-term commercial strategy.
• Experience the agility and ownership of a startup while benefiting from the resources and support of a global organization.
• Join a collaborative, high-performance culture that values initiative, accountability, and innovation.
• Play a visible leadership role with significant impact on business growth.

What You'll Do

Strategic Customer Leadership

• Own executive relationships with Walmart, Sam's Club, Costco, and other strategic national retail customers.
• Lead Joint Business Planning (JBP) initiatives that create mutual business growth.
• Negotiate commercial agreements and develop long-term strategic partnerships.
• Represent the company with key customers and industry partners.

Commercial Leadership & Growth

• Develop and execute the commercial strategy across strategic modern trade customers.
• Drive sustainable revenue growth, market share expansion, and distribution across key categories.
• Identify new business opportunities and lead strategic commercial initiatives.
• Build annual business plans that support long-term growth objectives.

Commercial Execution

• Ensure flawless execution of pricing strategies, assortment, promotional calendars, visibility, and category initiatives.
• Drive Perfect Store execution and commercial excellence across assigned accounts.
• Monitor commercial performance and implement corrective actions when necessary.
• Balance strategic planning with direct involvement in customer execution when needed.

Cross-Functional Leadership

• Partner closely with Marketing, Finance, Supply Chain, Trade Marketing, and distributor teams.
• Align commercial priorities with operational capabilities and business objectives.
• Influence cross-functional stakeholders to deliver successful execution.
• Support market expansion initiatives through strong internal collaboration.

Business Analytics & Performance

• Analyze customer, market, and commercial performance data.
• Develop executive presentations, dashboards, and business reviews.
• Translate insights into actionable commercial strategies.
• Monitor KPIs, profitability, and trade investment performance.

Qualifications

Required Qualifications

• Bachelor's degree in Business Administration, Marketing, Finance, Economics, or a related field.
• 8+ years of experience in Commercial Leadership, National Key Account Management, or Modern Trade within FMCG, Consumer Goods, Beverage, or Spirits industries.
• Proven experience managing Walmart, Sam's Club, Costco, or similar strategic national retail accounts.
• Experience leading Joint Business Planning (JBP) initiatives.
• Strong commercial negotiation experience with responsibility for revenue growth and customer profitability.
• Strong analytical capabilities, including reporting, dashboards, financial analysis, and commercial performance management.
• Experience managing trade investments and commercial budgets.
• Demonstrated entrepreneurial mindset with a strong sense of ownership and accountability.
• Comfortable working in fast-paced, evolving environments with changing priorities.
• Hands-on leadership style with the willingness to contribute beyond traditional role boundaries.
• Advanced English proficiency (C1/C2).
• Candidates must be based in Mexico or be willing to relocate. Mexico City is strongly preferred due to the hybrid nature of the role.

Preferred Qualifications

• Experience within alcoholic beverages, spirits, wine, or highly regulated consumer goods industries.
• Experience working with distributors and indirect commercial structures.
• Knowledge of Revenue Growth Management (RGM), Category Management, and Perfect Store methodologies.
• MBA or postgraduate degree in Business, Marketing, or Commercial Management.
• Previous experience working in startup, scale-up, or high-growth environments.
• Experience launching new markets, business units, or commercial initiatives.

How Success Is Measured

Success in this role will be measured by your ability to:

• Deliver sustainable revenue growth across strategic retail customers.
• Build strong, long-term partnerships with key modern trade accounts.
• Successfully execute Joint Business Plans and commercial initiatives.
• Increase distribution, visibility, and category performance.
• Make data-driven commercial decisions that improve profitability.
• Lead cross-functional teams while maintaining a hands-on, execution-focused approach.
• Adapt quickly to changing business needs and successfully balance strategic leadership with operational execution.

Why Join Us?

• Join one of the world's leading premium consumer goods organizations.
• Lead relationships with Mexico's largest modern trade customers.
• Enjoy the entrepreneurial culture of a startup backed by the resources of a global company.
• Make a direct impact on the growth of an expanding business.
• Work alongside experienced international leaders in a collaborative environment.
• Long-term career development and international growth opportunities.

Important Notes

The strongest candidates will typically demonstrate:

• A strong entrepreneurial mindset and hands-on leadership style.
• Extensive experience managing Walmart, Sam's Club, Costco, or similar national retail accounts.
• A proven track record leading Joint Business Planning (JBP) initiatives and delivering measurable commercial growth.
• Strong commercial negotiation skills and ownership of high-value customer relationships.
• The ability to thrive in fast-paced, evolving environments where initiative, accountability, and execution are essential.
• Advanced English communication skills and the confidence to collaborate with international stakeholders.