The Business Development Manager Andean is responsible for leading and driving a network of third-party distributors and dedicated teams ensuring they fulfil MH's objectives (quantitative & qualitative) by building and delivering area's annual business plan (financial targets, pricing and distribution strategy, and marketing plan).
Is responsible of 2 markets: Perú & Chile.
Responsibilities
Strategy
- Monitor environment, competition & efficiency of routes to market in the 2 markets in charge.
- Build 3-year vision and co construct the annual business plan with routes-to-market partners
- Build brands' equity
- Build a share of heart with route to consumer partners
- Comprehensive business development plan encompassing financial targets, pricing strategies.
- Monitor and execute distribution optimization, brand building, product launches, trade marketing, resource allocation, and performance measurement.
- Maintain a deep understanding of markets trends, competitive landscape, regulatory environment, and consumer behaviour.
Budget and Cost Control
- Lead the entire budget planning process, analyzing, defining, and controlling budgets, preparing monthly follow-up reports, and ensuring alignment with overall financial objectives.
- A&P/FTT control
Marketing
- Build and deliver the marketing plan in cooperation with routes to consumer partners and take corrective actions if necessary.
- Propose and follow A&P budget and activation plans ROI with distributors
- Deliver brand education in the market
- Propose & follow media investment when relevant, in line with Region & Maisons guidelines.
Business Development
- Select and drive the suitable Routes to Market for each Market / Channels
- Identify new growth opportunities (brands / markets, new channels, RTM, new consumer segments)
- Build and deliver the business plan
- Visit major and key customers (on & off trade)
- Identify and develop long term trade partnerships
- Coordinate Customer's and consumer's visits in the Maisons and Maisons' market visits
- Act as a Brand Ambassador
Commercial
- Set targets by distribution channel, brand and quality.
Review achievements regularly (brand performance, sales and market penetration) and take corrective actions if necessary.
- Recommend pricing strategy.
- Understanding of market trends, competitive landscape,
- Analyze depletions and propose corrective actions / plans if necessary.
- Key account management when applicable
- Understand and align the value chain
Operations
- Produce sales forecast and monitor stocks and depletions.
- Monthly customer demand planning.
- Manage and control orders from distributors with MH customer service
- Control POSM and Promo-packs orders from customers (relevance & properly placed)
- Follow-up Customer Demand Planning and manage allocations
Legal and Public Affairs
- Monitor the quality of MH product in the market and counterfeiting issues
- Identify and report suspicious products to Brand Protection Manager
- Liaise with Region Business Support on any issue regarding Public Affairs (new regulations, taxes, etc.)
Qualifications
- Fluent in Spanish and English.
- At least 5 years in sales and commercial leadership experience gained from companies with organizational complexity and multicultural business environment.
- Possess industry experience in Wine & Spirits, FMCG, Consumer or Luxury Goods will be highly valued.
- Consistent business achievement with capability of leading remote teams, influencing others and building team capabilities.
- Strong commercial and data-driven mindset with ability in strategic planning, managing P&L and analyzing financial data
- Strong marketing and digital mindsets with good understanding of consumer behavior, market trends and latest marketing technologies
- Strong work ethics, focused on compliance, integrity and social sustainability
- Inspiring, customer-focused, entrepreneurial, innovative