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Careers at Bacardi

Area Manager On Trade Madrid

Job Name

Area Manager On Trade Madrid







Job type:

Full time

Lead recruiter:

David Acevedo

About the role

  • As the Area Manager you will be accountable for delivering value and financial impact in Madrid Center Spain region.
  • Your primary responsibility is to manage On Trade team and customers relationships, capture market dynamics and
  • react to growth opportunities in your market.You will be creating the legacy of Bacardi and driving key decisions that will
  • significantly affect the market level Commercial operations of Bacardi. You will be responsible to deliver key targets as
  • determined by the Country sales plan.
  • You will be accountable for building Bacardi brands equity by leading and motivating and on trade outlet
  • managers, and optimizing best execution of local marketing mix in line with the brands’ global strategies.
  • You will have hands-on approach in your market and support on commercial activity with distributors and on
  • trade.
  • You will also support with relevant marketing and sales analysis inputs.
  • You will provide feedback on the market growth and potential.

Key accountabilities and responsibilities

Deliver results & excellence in execution
  • Deliver key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share) versus budget.
  • Responsible to set up RTM, with on Trade outlets network to deliver key Commercial scorecard targets.
  • Ensure efficient investments and manage commercial issues and customers complaints.
  • Building strong, mutually beneficial relationships with distributors, liquor retail, & On trade.
  • Influence and input to the Hub IAP to ensure Country plans meet Customer needs.
  • Control in market Value Chain with regular updates based on information from all stakeholders.
  • Maintain an update view of in market RSPs for all markets & all categories, through regular in market visits.
  • Monitor supply chain to ensure smooth market supply.
  • Build strong relationships with key on trade customers.
  • Ensure positive market results by developing brands and keeping the best census updated.
  • Maintain a high level of shipment forecast accuracy.
  • Ensuring optimum distribution and visibility of our brands.
  • Ensure a constructive feedback and alignment with the company strategy and IAP.
  • Control and manage contracts for distribution agreements.
  • Planning and co-ordinate training & education programs for the distributor network.
  • Monitoring and reporting competition in the market.
  • Best execution of Brand Plans with distributors and local trade.
  • Shape and deliver the customer and channel strategy of the Country to maximize long term value to the
  • company.
Develop talent and capability
  • Motivate your team and determine talent.
  • Focus on team development to success and excellence.
  • Ensure an internal succession plan.
  • Ensuring that your distributors have resources needed to deliver desired results.
  • Ensuring all distributors have understanding of the company policies and culture.
Create a winning team
  • Motivate the team to achieve their targets and focus on excellence.
  • Motivate distributors to achieve their targets and celebrate excellence.
  • Work as a team and not with silos.

Measures of success

  • Quick Adaptibility to the role and Market.
  • Delivery of volume and profitable growth.
  • Increase Brand Visibility and share of Voice.
  • Implementation of Picture of Success through Bacardi Commercial Way.
  • Monthly reporting.
  • Measurable differences in Distributors/ Partners KPI.
  • Ability to work in Matrix and facilitate value.
  • Lead a Winning Team with clear focus on development in the team.

  • For this role, you will receive the following: A competitive base salary, annual bonus in line with our Annual Incentive
  • Plan and competitive local market benefits.

Critical experiences for success

To be successful in this role you will have/be:
  • Masters in Business Admin or equivalent.
  • Mimumum 7 to 10 years ,sales & marketing experience in FMCG. Spirits/beer/wine experience.
  • Strong negotiation skills.
  • Good financial acumen and exposure to managing Sales and P&Ls
  • Team management experience.
  • Local knowledge.
  • If necessary, you are available and willing to work in the evenings and weekends.

The following experiences are preferred:
  • Experience in the Spirits Industry and/or Beverages is a distinct advantage
  • Language Skills: Fluent English; Fluent English (Oral & Written)

Strategic Acumen and strong focus on result and execution.
Have Strong Analytical Capability to work with figures.
Have the Ability to Develop mutual beneficial relationships with internal (Matrix) and external partners
(Distributors & Customers).
Be Organized Self Motivated and confident.
Be inspiring, positive, patient, assertive and humble.
Great personality and attitude with excellent social skills

Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future. We have a clearly defined Leadership Excellence framework, and you will be expected, as a senior leader to be a role model of all 6 elements: Focus Externally to Win / Drive Execution & Results / Lead Strategically & Know your Business / Make the Matrix Work / Lead by Example and Develop and Inspire Talent.

Our ways of working

Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We’re caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We’re passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we’re most proud of: our True Heart and Winning Spirit – both in our home markets and across the world.