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Careers at Bacardi

On Trade Field Sales Manager

Job Name

On Trade Field Sales Manager







Reporting Line:

National On Trade Sales Manager

Job type:

Full time

Lead recruiter:

Irene Castro

About the role

What does a On Trade Field Sales Manager do?

As the On Trade Field Sales Manager, you will be accountable for creating value through driving sales and developing strategic relationships with key customers. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s full portfolio presence in Portugal on trade. Your deep commercial knowledge, ability to develop strategic relationships and lead and inspire a On Trade Sell-Out Sales team will be key to your success in this role.
  • You will be responsible to deliver key revenue and commercial targets for your area as determined by the Country financial plan.
  • You will be responsible to ensure the best ROI on our On trade investment;
  • You will be leading a team of Sales Reps (responsible for Premium, Night & Day life customers) by being a strong, inspiring, challenging leader with exceptional coaching skills.
  • You will be responsible on building a channel strategy;
  • You will build and maintain effective relationships with strategic customers and key external stakeholders (e.g. trade associations) for your channel.
  • You will be accountable for the implementation of the customer and shopper programs within your channel as agreed in the Country Integrated Activity Plan (IAP).
  • You will drive use of Commercial Excellence assets (e.g. Pictures of Success and Amalia) and approach to activate our brands to influence consumers at the point of purchase.
  • You will identify opportunities for new business development and provide critical input into the development of category and channel plans.
  • You are an entrepreneur and a full portfolio thinker;
  • You will coordinate directly with the Commercial Development Team to drive implementation of Commercial best practices.
  • You will drive a shared vision and winning team spirit among the sales teams and lead the execution of the people strategy.
This role is varied, and a large percentage of your time will be spent interacting with the local sales team’s members as well as key customers. As a result, you can expect to be travelling extensively within your market and spending most of your time with the team in order to stay connected to all stakeholders.


With our Consumer at the heart, your key focus will be to:

Deliver results & excellence in execution
  • Deliver on key financial targets (NSV, Gross Margin, Profitability, ROI, Value Share), understanding the NSV per Region/Segment.
  • Deliver Universe and Investment (Contracts with customers) Full analysis and administrative work.
  • Deliver on Pictures of Success, temporary activities and new business targets;
  • Deliver impact from channel and shopper marketing programs agreed in the Country IAP
  • Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
  • Create and manage effective long-term relationships with strategic customers and key stakeholders to drive financial impact
  • Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized
  • Continuously work on maximizing the effectiveness and efficiency of your field sales team
  • Continuously work on ensuring the best technology for your sales team: PoS, Amalia, Vistex, Menu Maker or other relevant IT tools.
  • Continuously update on competition intelligence
  • Be able to connect Sell-in, Sell-out and Advocacy teams.
Develop talent and capability
  • Leading, Coaching and Developing a regional sales team with 12 direct reports
  • Set up learning and development plans for yourself and the sell-out team based on Bacardi Commercial Way
  • Implement standardized Commercial best practices
  • Demonstrate expertise in category and shopper insights; serve as an advisor to Customers to drive mutual growth
Be part of a winning team
  • Build a shared sense of purpose among your sales teams
  • Be aligned behind the targets and be passionate about winning in the organization
  • Be part of a mutual proactive feedback culture
  • Be aware of our Bacardi history and culture 

Skills and Experience

The Skills & Experience needed to create your legacy

Work Experience and Functional Competencies required:
  • Experience in field sales in a leading FMCG company
  • Experience in the Spirits and/or Beverage Industry is a distinct advantage
  • Experience in additional functions beyond the ones listed above
  • Minimum of 3Y commercial experience in sales team leadership, and national account management, including proven coaching abilities and the ability to create and maintain a collaborative high performing team
Leadership Competencies required:
  • Customer Focus
  • Drive for results
  • Timely decision making
  • Problem solving
  • Conflict Management
  • Interpersonal savvy
Functional Excellence:
  • Strategic thinker
  • Planning and Organizing
  • Highly Commercial
  • Negotiation
  • Communications skills
Personal qualities:
  • The ability to prioritise and work autonomously on appropriate projects and tasks
  • Good communication skills will be essential. Internally you will need to show that you can work with various teams to deliver successful projects
  • The desire to succeed and deliver change, the ability to self-start and drive the business agenda autonomously, as well as high resilience and creativity
  • Identify business opportunities through being entrepreneurial and ripping up the rule book
Educational Requirements:
  • Fluent in English & Portuguese

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.