Job Summary: Responsible for executing the commercial strategy and channel growth in the southern region, managing a portfolio of key clients and coordinating with the sales force. Key Highlights: 1. Manages sales and investments for key clients and commercial relationships 2. Drives in-store sell-out and trains distributor sales forces 3. Audits execution in regional supermarkets and develops relationships **Job Description** ------------------- Responsible for executing the commercial strategy and channel growth in the southern region (based in Temuco), through direct engagement with end customers and coordinated work with assigned distributors’ sales forces. Will manage a portfolio of **4 key accounts** (regional supermarkets, wholesalers, and others), ensuring sell-in/sell-out results, point-of-sale execution, and investments. ### **Key Responsibilities** **1\) Key Account Management** * Manage sales and investments for **4 key accounts** (sell-in, sell-out, and investments). * Represent the company as spokesperson at assigned customer events. * Communicate and monitor KPIs with involved sales personnel (sales managers, sales representatives, branch managers, shelf stockers). * Manage commercial relationships and execution at the client level (buyers, management, and/or owners). * Work in the field with top sellers from each distributor (route visits). * Ensure rollout of promotional plans and innovations to customers and sales teams. * Monitor and ensure compliance with **OSA** and **SOS** KPIs per client. * Drive and track **sell-out** generation at the store level, focusing on assigned accounts. **2\) Commercial Execution (Point of Sale / Field)** * Generate orders and recommendations for stores/branches, coordinating with store managers and KAMs. * Train distributor, wholesaler, and supermarket sales forces under responsibility. * Implement and monitor promotional materials at customers’ premises and warehouses within the area (directly or via distributor). * Audit execution in regional supermarkets using tools/methodologies such as **Perfect Store** and **Trax**. * Implement store-specific planograms and push for additional in-store displays. * Monitor and adjust inventory levels in sales areas. * Develop relationships with **Gold Warehouses** in the territory. * Monitor and optimize restocking routes for supermarkets and wholesalers (restocking agency). ### **KPIs / Performance Dimensions** * **Sell-out** * **Monthly POS Activation** * **Perfect Store** * **Financial:** **NSV CMA** * **Functional Management:** coordination with **Trade Marketing Agency / Merchandisers** (no direct reporting) ### **Key Relationships** **Internal:** Channels Specialist Team, Trade Marketing Team, Sales Finance Team, Category Team. **External:** Trade Marketing Agency, distributor sales teams, supermarket and wholesaler managers/administrators/owners, merchandising agency. ### **Requirements (Experience, Education, and Skills)** **Experience:** * **+2 years** in retail multinational companies, ideally in **field trade marketing**, sales, or execution roles. * Experience managing relationships with direct customers (regional supermarkets, wholesalers, warehouses, TDC). * Demonstrable **field/route experience**. **Education:** * Commercial Engineering or Industrial Civil Engineering. **Knowledge / Skills:** * Sales, Trade Marketing, Customer Service. * Intermediate Microsoft Office. **Desirable:** * Prior experience working with regional supermarkets such as **Cugat, Trebol, Lily, M\&M, Eltit, Superganga**. **Location(s)** --------------- Santiago, Chile **Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority** **Groups/Women/Veterans/Individuals** **with Disabilities/Sexual Orientation/Gender Identity and other protected classes** **.
Sofía Muñoz
MyJob · HR
Sofía Muñoz
MyJob · HR
