Contract Type:

Unlimited / Full-Time

Country / City:

Peru / Lima

Company:

Beiersdorf S.A.C.

Job Function:

Sales

Role Purpose:

Develop and implement the commercial strategy for the Supermarkets channel, ensuring sustainable and profitable growth across Consumer and Derma categories through the management of key customers such as SPSA, Cencosud, Tottus, and other Modern Trade accounts.

The role is responsible for leading commercial negotiations, Joint Business Plans (JBP), in-store execution, trade investment management (TTC), profitability, and market share growth. The position works closely with Marketing, Shopper & Customer Marketing, Supply Chain, Finance, and Demand Planning teams to achieve Net Sales, Sell-Out, Profitability, and Market Share objectives.

Principal tasks:

1. Develop the Supermarkets Channel Strategy as a Key Growth Pillar for the Country

• Build and maintain long-term strategic relationships with key supermarket customers.
• Lead the development and execution of Joint Business Plans (JBP) for each customer.
• Identify growth opportunities through assortment, distribution, pricing, promotion, and visibility initiatives.
• Develop customer-specific strategies aligned with company objectives.
• Analyze market trends, shopper insights, and competitive activities to identify growth opportunities.

2. Lead the Achievement of Commercial Objectives

• Develop annual and monthly business plans by customer.
• Deliver Net Sales, Sell-Out, Profitability, and Market Share targets.
• Monitor key performance indicators and implement corrective action plans when needed.
• Lead regular business reviews with internal and external stakeholders.
• Ensure flawless execution of product launches, promotional activities, and commercial initiatives.

3. Manage Channel Profitability and Trade Investment

• Manage and optimize Trade Terms & Conditions (TTC) investments.
• Analyze profitability by customer, category, and brand.
• Lead commercial negotiations while balancing growth and profitability objectives.
• Develop gap-closing action plans to maximize return on investment.
• Ensure compliance with company financial and commercial guidelines.

4. Lead Strategic Negotiations with Key Customers

• Conduct annual and periodic negotiations with key supermarket customers.
• Lead Top-to-Top meetings with strategic accounts.
• Manage commercial agreements to build long-term mutually beneficial partnerships.
• Identify opportunities to improve market share, distribution, and in-store visibility.

5. Team Leadership and Capability Development

• Lead, coach, and develop the Supermarkets team.
• Foster a high-performance, accountability, and collaboration culture.
• Strengthen commercial, analytical, and negotiation capabilities within the team.
• Promote continuous improvement and best-practice sharing.

Education

• Bachelor's Degree in Business Administration, Marketing, Economics, Industrial Engineering, or related fields.
• MBA or postgraduate studies are considered a plus.

Experience

• Minimum 5 years of commercial experience within FMCG or Consumer Goods companies.
• Proven experience managing Modern Trade / Supermarket accounts.
• Strong track record in commercial negotiations and customer management.
• Experience managing P&L, profitability, and trade investments.
• Previous people leadership experience is highly desirable.

Knowledge and skills

• Strategic thinking and strong business acumen.
• Advanced analytical and financial skills.
• Strong negotiation and influencing capabilities.
• Key Account Management expertise.
• Revenue Growth Management knowledge.
• Category Management expertise.
• Leadership and people development skills.
• Stakeholder management and cross-functional collaboration.
• Commercial planning and execution excellence.
• Intermediate English