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Careers at Bacardi

Director, Price to Trade & Terms (Global)

Job Name

Director, Price to Trade & Terms (Global)






Finance - Administration

Reporting Line:

Vice President, Revenue Management

Job type:

Full time

Lead recruiter:

Claire Jenkins

About the role

Your Opportunity

As Director,  Price to Trade & Terms (Global) and together with regional SMEs, you will build the organisation capability globally  to define & execute NSV/9lc & terms by market channel customer sku combination (which we call RATE) that are consistent with the rec. price to consumer strategy, optimise our share of this consumer spend, drive GtN investment ($2b.p.a.) effectiveness and balance defensible trade price & terms across our customer base. This will drive Revenue, Gross Profit and Margin growth.

This is a high-profile role with significant business impact. You will engage with senior regional stakeholders & GLT with the opportunity to learn about /influence the different regional challenges / opportunities / ways of working. 

About You 

You will have a solid understanding of the Price & Trade Terms context across different RTM’s (Direct, Distributor), Channels (On/Off/Ecomm) and markets (Continental Europe, Emerging markets & GTR) and demonstrable evidence of successfully leading & embedding a commercial change program across multiple markets delivering material business growth


With our Consumer at the heart, your key focus will be to:
  • The business lead & supervise the global roll out of the GtN Harmonisation Framework to ensure we have a consistent approach and absolute transparency across Bacardi how we invest our annual GtN spend (~$2bn) with customers.
  • To ensure our accounting practices & reports provide a consistent, accurate view of Customer NSV/9lc (e.g., supporting regional controllers US GAAP Policy compliance) & Contribution (profit) at 4-digit product code level across all RTM’s 
  • To lead the SME team to ensure our playbook is continually updated & widely recognised by the business as a pragmatic, user-friendly world class guide to establish market Price to Trade & Terms strategy for all types of RTM 
  • To lead the SME team to ensure we have the right analytics, tools, and capability to support playbook implementation and identify opportunities to drive efficiency e.g., low value spend and effectiveness e.g., commercial strategy alignment and conditionality of ‘manageable’ GtN spend in each market and across markets. This will also support dynamic resource allocation across the P&L spend areas (from/to GtN).  
  • To lead the SME team to ensure we have the necessary tools to identify differences in trade price & terms across our customer base that they could leverage to their advantage to either improve their agreement or legitimately move products within or across markets. 
  • To provide subject matter expertise where necessary and support the regions develop their channel customer pricing strategies based upon rec. price to consumer positioning, value chain economics to provide fair customer margins and ensure Bacardi optimise their share of consumer spend across our portfolio.  
  • To ensure the relevant leadership teams are regularly updated on insights (challenges & potential opportunities), proposed solutions/impact, progress and enable any relevant top-down decisions to be taken. 

Skills and Experience

The Skills & Experience needed to create your legacy

Whilst you will report to the VP Revenue Growth, your success in this role will depend on the strength of relationship and credibility you build with the key regional stakeholders and the GLT. This requires the following skills & experience:
  • Strong leadership skills with proven ability to collaborate, challenge, influence and inspire others in a matrix structure
  • Previous experience successfully developing commercial (incl. customer) strategy & capability programs across multiple markets
  • Demonstrable change management experience involving embedding commercial (incl. customer) & customer ways of working across multiple markets, ideally trade price/terms related
  • Specific understanding of and implementing customer trading practices across continental Europe markets in the Off Trade and Wholesale channels in the CPG sector. Experience of one other region and other channels desirable.  
Personal Qualities
  • Belonging: You have a strong capacity to create a culture of ‘Belonging’, where people feel appreciated for who they are, what they do, and who they can become
  • Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others
  • People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance
  • Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others. 
  • Mental Agility: You can think critically to penetrate complex problems and expand the possibilities by making fresh connections. You think strategically whilst being execution focused and bring creativity to the challenges you’re presented with
  • Change Agility: You have a deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change. You have a growth and learning mindset: ready to test, stumble, learn and apply from experience

Our culture

We share the passion and entrepreneurial flair of our founder and are guided by our three culture pillars - Fearless, Family and Founders, they inspire our Primos to be the best they can be and drive us forward in all we do. But what does this mean?

·       Being Fearless; means adopting an agile mindset, being comfortable trying new things and taking risks. We are empowered to question, challenge and innovate.

·       Family; We treat each other, and our communities, like Family. Always.

·       Founders; The spirit of entrepreneurship is at the heart of everything we do. We see the business as if it’s our own. We do the right thing for the business and we all take accountability for our work.

When you join Bacardi, you become part of our family and gain more than just a job.

Disclaimer: Bacardi is an equal opportunity employer that values workforce diversity. Diversity is core to our business: by embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success and growth. The duties and responsibilities described in the role profile might not be a comprehensive list.