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Careers at Bacardi

Sales Manager - Indirect Channel

Job Name

Sales Manager - Indirect Channel




São Paulo - Brasil



Reporting Line:

Senior Sales Manager

Job type:

Full time

Lead recruiter:

Renan dos Santos

About the role

Your Opportunity

As the Sales Manager for the Indirect Channel, you will be accountable for creating value through driving revenue and developing strategic relationships with our distributor partner. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence in the country. Your deep commercial knowledge, ability to develop  strategic relationships and lead and coach a Sales team will be key to your success in this role.
  • You will be the owner and ultimate responsible for the performance in the local market (Brazil).
  • You will be responsible to deliver key revenue targets as determined by the country financial plan.
  • You will drive key relationships with our distributor partner and influence the positioning of Bacardi brands in the distributor´s portfolios
  • You will be accountable for delivery of the channel programs agreed in the Brazil’s Integrated Activity Plan (IAP).
  • You will drive use of Commercial Way assets (e.g. Pictures of Success) and approach to activate our brands to influence consumers at the point of purchase.
  • Work within your territory to optimize Bacardi efficient and effective Route-to-Market
  • You will monitor and measure the success of our distributor partners against a performance framework, and hold Distributor partners accountable for revenue and impact
  • You will drive a shared vision and winning team spirit among the distributor sales teams.


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, Gross Profit, EFO, ROI)
    • Develop and manage priorities - Create market plan around commercial initiatives - linked with territory priorities 
    • Build and implement annual plans  with clear tactics and goals in partnership with the distributor that reflect territory IAP programs and deliver excellent execution
    • Manage channel / account performance on a monthly basis - working with distributor counterparts to ensure delivery of forecast and budget (volume / value / execution) 
    • Manage distributor throughout the year to deliver on agreed plan 
    • Identify action plans to drive  value, volume, or execution improvement and implement 
    • Actively build Distributor capability to create value for Bacardi and distributor 
    • Input into the country IAP process to ensure local channel and customer needs are captured 
    • Continuously optimize our Route-to Market 
    • Build effective long-term relationships with distributor to drive financial impact 
    • Provide accurate forecast sand manage price plans, discount plans and budgets
    • Implement standardized Commercial best practices (e.g. Winning with Distributors)
    • Ensure distributors and your team have any resources needed to deliver desired results—leverage key assets from the region to optimize results, and quickly implement best practice programs locally 
    • Connect team resources and capabilities (e.g. RGM, POS, research, selling support materials) to support local  business objectives

Skills and Experience

The Skills & Experience needed to create your legacy
  • Experience in managing Indirect channel in a leading FMCG company at national level 
  • Experience in design and implement RTM models
  • Proven track record of results as a commercial leader
  • Proficiency in English
The following experiences are preferred:
  • Solid Field Sales experience managing customers, distributors or/and commercial partners
  • Experience managing 3rd party distributors
  • Experience in the Spirits Industry, or Beverages is a advantage 

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.