Commercial Director, Mexico

hace 3 meses

Mexico City Edrington A tiempo completo

Our Craft

Edrington’s vision is to give more by crafting exceptional ultra-premium spirit brands. The Macallan is our central focus, supported by Highland Park and The Glenrothes in the fast-growing single malt category and Naked Malt in the blended malt category. Our portfolio is completed with Brugal premium rum from the Dominican Republic, The Famous Grouse Blended Scotch Whisky, and Wyoming Whiskey in the American Whiskey category. Edrington also has a strategic partnership with No.3 London Dry Gin. 

Edrington is headquartered in Scotland and employs over 3,000 people in its wholly owned and joint venture companies, with over half employed outside the UK. We own our route to market in 16 countries and distribute our brands to more than 100 countries around the world through joint ventures and third-party agreements. 

Edrington’s principal shareholder is The Robertson Trust, which has donated £322 million to charitable causes in Scotland since 1961. Our business is underpinned by the Edrington values of giving, respect, integrity and excellence.

Embrace Excellence

The Commercial Director, Mexico (CDM) role is a leadership position, accountable for the company’s marketing and sales strategy & operations across all Mexico sales channels. This role reports to the MD Mex & LATAM and Caribbean and is part of the Americas region. It works in close collaboration with the wider Mexico team alongside The Marketing and Sales Leadership teams. Full fluency in written and spoken English and Spanish is essential for the role.

The CDM is fundamental to building our premium brand portfolio across all routes to consumer, understanding our consumer base and its global influence, developing successful working relationships with key customers in Mexico and especially in the Key Citys (Mexico City, Guadalajara, Monterrey, Merida and Cabos) The CDM will understand the Mexico culture, trends and neighborhood dynamics to inform and drive our brand growth through the various routes to the Mexico consumer.

Key responsibilities include developing and ensuring quality executing of business and brand strategies with commercial P&L responsibility for Edrington Mexico; managing internal and external stakeholders as well as key customers. The role also includes ensuring effective strategies and processes, developing overall team and company performance with an engaging and collaborative approach.

Make an Impact

Strategic and operational delivery of the Mexico LOC business, providing leadership and functional expertise Deliver Mexico strategy. Ensure that the strategy is successfully cascaded and set clear SMART leading KPI’s to ensure successful delivery of budgeted targets Deliver the Mexico financial targets, by focusing on the correct brands, in the correct channels, in the correct accounts using all available sales drivers P&L oversight of overheads, operating costs and the individual KPI’s for the sales of our products, achieving the desired KPI sales targets for volume and value Sales channels covered by the role include direct on-trade, ecommerce, DTC, luxury retail, and RTM (wholesalers and C&C) Work in conjunction with The Marketing leadership / teams, along with the Brand Managers to support the premiumization of our portfolio and delivery of consumer recruitment and brand equity targets Provide leadership and direction in the creation of world class, insight driven, customer and channel plans focused on delivering the Edrington Mexico budget, with particular emphasis on excellent execution to the point of purchase and supported by clear marketing campaigns above and below the line activity, directed to our key consumer target Build, develop and inspire an engaged and high performing team culture. The team must be agile to the changing nature of Mexico market and reflecting the diversity and quality of the Mexico customer and consumer base Lead a broad range of people processes across talent management, performance, development, reward, recognition, and communication. Identify key talent; build inspiring development plans (with them) and a strong succession pipeline to ensure that key talent is retained Optimize the Mexico on-trade field sales strategy and capability, in line with the “Halo” model; deploy field sales resources to maximize distribution, visibility and ROS of the Edrington premium portfolio and build great customer relationships. Measure and manage the team by embracing the potential of salesforce.com Be the ‘face’ of Edrington Mexico. This will involve hosting global corporate VIPs, searching for and sharing global ‘key city / city fortress’ best practice. Also hosting top to top meetings with our key customers on an annual basis and representing Edrington in Industry and Culture Operate the monthly sales and get involved in the marketing cycle and on a quarterly basis, host and operate the Edrington Mexico quarterly business review with the business unit leadership

Your Talent and Skills


Exceptional Commercial Capabilities

A proven commercial leader and brand builder with a track record of delivering financial and market growth Clear evidence of managing various sales channels (preferably simultaneously) and/or functions including on trade, ecommerce, off trade retail and RTM Premium brands experience is a plus A highly numerate, data curious commercial individual with an ability to think both strategically and dive into the detail. A developed, working knowledge of CRM tools would be advantageous Naturally curious, with outstanding analytical and financial skills, the ability to interpret and synthesize all relevant data sources and produce penetrating insights that unlock growth and gain a competitive advantage Exceptional sales controls and management experience The ability to develop, implement & evaluate new business processes within a dynamic environment

Brand, Customer & Consumer Knowledge
A natural brand builder with well-founded empathy of consumer needs, behaviors and typologies Understanding of building premium and ultra-premium brand equity Experience of luxury brands and deep knowledge on how to build robust routes to the consumer would be an advantage Previous experience of spirits and/or high-end wines / champagnes within Mexico is relevant for the position In depth knowledge of key customers in Mexico (Wholesale, Self service, Clubs and Department Store), which proven experience of deep customer understanding and Building or strong relations with key buyers/ owners. Growth and Opportunities seeker mindset, showing deep trade understanding both in target Tier 1 – 3 cities and Touristic Areas (Cabos and South East)

Leadership, People and Teams
The ability and credibility to influence, lead, and energies a team and senior stakeholders Collaboration Mindset with other departments. An active contributor to create a team spirit and culture within Edrington Mexico, both at ELT and all company levels. Highly developed interpersonal, communication and presentation skills that engage and inspire confidence Full fluency in written and spoken Spanish and English is essential for the role Evidence of developing organizational and individual capability Excellent relationship management skills and a track record of building relationships to achieve great results Ability to Inspire through ideas and take others with you Track record of inspiring others to go the extra mile

Equal Opportunities

Edrington provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, colour, religion, sex, national origin, age, disability or genetics. In addition to general legal requirements, Edrington complies with applicable federal, state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

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