Gerente de Expansión Comercial LATAM - Canal Indirecto

Role Purpose

Develop BIC’s business through distributors across the five Southern Cluster markets operated indirectly—Peru, Chile, Bolivia, Paraguay, and Uruguay—managing end-to-end all business levers (portfolio, pricing, customers, and sales execution), and adapting the commercial playbook developed by Lead Country Argentina to each market.

The role’s value lies in execution and smart adaptation, not in strategy creation.

Under the LATAM operating model, Argentina is the Lead Country for the Southern Cluster, and these five markets operate under an Adopt & Adapt approach: they adopt the Lead Country’s strategy and adapt it locally.

Within a deliberately lean design—without a standalone regional commercial layer—this position serves as the dedicated commercial development arm for distributor markets, providing close leadership to restore focus and growth in countries that currently do not receive the attention their potential warrants.

Key Responsibilities

1. Distributor management and development (core of the role)

• Participate in the selection, evaluation, and development of distributors (Master Distributors) in each market, building a partnership relationship focused on performance rather than a transactional vendor model.
• Lead joint business planning with each distributor: targets, incentive schemes, channel margin management, and performance review routines.

2. Category, portfolio, and pricing development (Adopt & Adapt)

• Adapt and execute in each market the portfolio mix, assortment, and pricing architecture and trade investment (RGM) defined by Lead Country Argentina—rather than designing them from scratch.
• Manage availability and assortment by country to maximize presence and growth of BIC categories.

3. Commercial execution, Trade Marketing, and route-to-market

• Ensure in-store execution through distributors: perfect store, visibility, coverage, and sell-out management.
• Establish discipline and consistency of execution across the five markets, with a strong focus on real sell-out data.

4. Commercial planning, forecast, and S&OP

• Build demand forecasts by country and track sales targets.
• Act as the interface with regional S&OP and the supply chain (Brazil) to ensure supply, service level, and availability.

5. Strategic customer management (KAM)

• Develop relationships with strategic customers and key retailers in each market, alongside the distributor.

6. Team leadership and cluster coverage

• Lead two sales execution roles located in different countries, ensuring focus and commercial cadence remotely.
• Maintain frequent presence in the market and at the point of sale across all five countries.

Required Profile

• Bachelor’s degree in Business Administration, Marketing, Commercialization, Economics, or Industrial Engineering.
• Postgraduate degree in Business (MBA) is a plus, not mandatory.

• 6–10 years in commercial roles in FMCG or durable consumer goods.
• Proven experience managing distributors or indirect channels, ideally across multiple countries.
• Experience in selecting and developing distributors is a key differentiator.
• Experience leading commercial teams, ideally remotely and in multi-country contexts (preferred).
• Native Spanish and professional English (interaction with the region and Lead Country).
• Portuguese is a plus due to interaction with Brazil (supply and shared services).
• Travel availability: Coverage of 5 countries under a distributor model requires frequent market and in-store presence.

#LI-hybrid

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.