KEY ACCOUNT MANAGER WHS

Mondelez International Inc.; Puebla de Zaragoza; Sur place; MXN 420 000 - 640 000; Plein temps

Résumé du poste

Mondelez México is seeking an experienced Field Sales Leader to drive the execution of our sales strategy across Puebla and Veracruz. You will lead a team of sales professionals, collaborate with capability teams to train the group, and manage key wholesale accounts to achieve revenue, profitability and share of shelf targets.

The role requires 5–7 years in FMCG sales, strong negotiation and planning skills, plus proficiency with Excel and Power BI.

Qualifications

• Requires 5–7 years of sales experience in consumer goods (CPG/FMCG)
• Experience managing key accounts in Wholesale/Mayoreo
• Strong negotiation and joint business plan development skills
• Proficiency with analytics tools (Excel, Power BI)
• CRM/Sales system experience (SAP desirable)
• Strategic thinking and cross-functional collaboration skills

Responsabilités

• Lead and develop the field sales team; collaborate with sales capability for training
• Create and manage annual business unit plans and report progress
• Manage key wholesale accounts in Veracruz and Puebla to deliver revenue and share
• Build strong customer relationships and negotiate favorable terms
• Coordinate with Trade Marketing, Supply Chain, Finance and Category Management to ensure flawless execution

Connaissances

Team leadership

Negotiation

Communication

Strategic thinking

Sales analytics

Formation

Bachelor's degree in Business Administration, Marketing, Industrial Engineering, International Business or related

MBA preferred

Outils

Excel

Power BI

SAP/CRM

Description du poste

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

You lead a team of field sales representatives/managers to ensure execution of the sales strategy and achievement of annual KPIs and targets.

How you will contribute

You will:

• Manage, develop and motivate the team and work closely with the sales capability team to ensure delivery of training to the team.
• Create and manage an annual business unit plan to deliver agreed channel revenue KPI’s and targets and provide reporting as required.
• Manage winning customer business relationships that facilitate "best in industry" execution of our categories.
• Work closely with key stakeholders including the account team, category, activation team, sales capability and customer finance to provide the optimum return across your region.
• Fully understand category and insights knowledge, coaching the team in the use of category tools to engage and influence customers to make informed decisions that will grow our categories and deliver our annual plan.

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Considerable knowledge of market and routes-to-market in which Mondelēz International performs
• Experience in sales and managing a team of salespeople
• Strong organizational and analytical skills
• Excellent communication and interacting skills
• Solid knowledge of sales and negotiation processes
• Perseverance and attention to details

More about this role

Responsable de gestionar, desarrollar y hacer crecer las cuentas clave del canal Wholesale (WHS) en la zona de Puebla y Veracruz, asegurando el cumplimiento de los objetivos de venta, rentabilidad y participación de mercado. El rol implica la administración estratégica de clientes principales como Ragón, La Josefina e IR para la zona de Veracruz, así como la gestión de clientes locales del canal WHS en Puebla.

What you need to know about this position:

• Desarrollar y ejecutar planes de negocio (Joint Business Plans) con los clientes principales: Ragón, La Josefina e IR (zona Veracruz) y clientes locales WHS en Puebla.

• Construir y mantener relaciones comerciales sólidas y de largo plazo con los tomadores de decisión de cada cuenta.

• Negociar acuerdos comerciales, condiciones de venta, promociones y espacios en punto de venta.

• Identificar oportunidades de crecimiento en volumen, distribución numérica y mix de portafolio.

• Asegurar la correcta ejecución de lanzamientos, promociones y activaciones en los puntos de venta de cada cuenta.

• Alcanzar y superar los KPIs de venta: volumen, revenue, rentabilidad, distribución y share of shelf.

• Gestionar el presupuesto de inversión comercial (trade spend) de manera eficiente, asegurando el retorno sobre la inversión (ROI).

• Generar reportes periódicos de resultados, avances y planes de acción.

• Utilizar herramientas de inteligencia comercial para la toma de decisiones basada en datos.

• Trabajar de manera cross-funcional con áreas de Trade Marketing, Supply Chain, Finanzas y Category Management para garantizar la ejecución impecable en las cuentas.

• Coordinar con el equipo de campo la correcta implementación de planogramas, exhibiciones y material POP.

• Gestionar la ruta de clientes principales en Veracruz (Ragón, La Josefina, IR) con viajes periódicos a la zona.

• Atender y desarrollar la cartera de clientes locales WHS en Puebla como base de operación.

Education / Certifications:

• Licenciatura en Administración de Empresas, Mercadotecnia, Ingeniería Industrial, Negocios Internacionales o afín.

• Deseable: Maestría en Dirección Comercial o MBA.

Job specific requirements:

• 5 a 7 años de experiencia en ventas, preferentemente en empresas de consumo masivo (CPG/FMCG).

• Experiencia comprobable en manejo de cuentas clave del canal Wholesale / Mayoreo.

• Experiencia en negociación comercial y desarrollo de Joint Business Plans.

• Deseable: Conocimiento del mercado y clientes de la zona Puebla-Veracruz.

• Dominio de herramientas de análisis (Excel avanzado, Power BI o similares).

• Conocimiento de indicadores comerciales: sell-in, sell-out, inventarios, ROI, P&L de cliente.

• Manejo de CRM y sistemas de gestión de ventas (SAP deseable).

• Orientación a resultados:Enfoque en el cumplimiento y superación de metas.

• Negociación:Habilidad para cerrar acuerdos ganar-ganar con clientes.

• Pensamiento estratégico:Capacidad de análisis y visión de negocio a mediano y largo plazo.

• Comunicación efectiva:Habilidad para influir y presentar propuestas de valor.

• Autonomía y organización:Capacidad de autogestión, priorización y manejo eficiente del tiempo.

• Adaptabilidad:Flexibilidad para trabajar en un entorno dinámico y con múltiples stakeholders.

• Trabajo en equipo:Colaboración efectiva con equipos multifuncionales.

No Relocation support available

Business Unit Summary

Mondelez México has been in the country since 1927 and currently employs 6,000 wonderful people. Our diverse portfolio includes iconic and mouth-watering global brands such as Trident, Oreo, Philadelphia, and local jewels like Clorets and Bubbaloo. We are leaders in the making of cream cheese, powdered beverages and confections-in fact, we make seven out of every 10 chewing gums consumed by Mexicans. Our growth is supported by our cutting-edge manufacturing facilities, such as our Puebla Plant and Nuevo León HUB, which are the largest gums, candies and biscuits factories in the world in terms of volume. You can buy are products in 900,000 places in Mexico. We are also home to one of the 11 technology centers Mondelez International has worldwide, a specialized gum and candy facility that places us at the forefront of innovation and development in the country and drives our purpose to lead the future of snacking.We are pioneers in the country in work-life balance practices such as extended maternity leave, open spaces, remote work and flexible working hours.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

Regular

Field Sales

Sales