POSITION SUMMARY

Lead growth initiatives across the North Caribbean cluster identifying new business opportunities, building strong relationships with distributors and retailers, and driving profitable revenue growth to expand our market presence in the region.

SUPERVISORY RESPONSIBILITY

Direct Reports: Five Indirect                                  Reports: Nil

RESPONSIBILITES

Core

1. Develop and execute comprehensive business development strategies tailored to the Caribbean markets (Jamaica, Dominican Republic & Puerto Rico) to meet sales, revenue and GP targets.

2. Identify, evaluate, and pursue new market opportunities, partnerships, and distribution channels.

3. Conduct market research to understand consumer trends, competitor activities, and regulatory requirements.

4. Lead negotiations and contract discussions with potential partners and clients.

5. Monitor regional sales performance and analyze data to inform strategic decisions.

6. Coordinate with supply chain and logistics to ensure timely delivery and optimal inventory levels.

7. Ensure compliance with regional regulations and company policies.

8. Execute all relevant responsibilities as outlined in the Roles, Responsibilities and Authorities

Matrix (MT-GM-004) to ensure compliance with the Integrated Management System (IMS).

9. Perform any other related duties that may be assigned.

Relationship Management

10. Build and maintain strong relationships with key stakeholders including distributors, retailers, and industry partners.

 11. Proactively identify issues and opportunities by acquiring a thorough understanding of customer needs and requirements.

12. Resolve any customer issues in a timely manner.

13. Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.

14. Ensure all Company plans for the year for product categories are proactively communicated to customers.

15. Act as liaison between customers and internal teams to maintain quality and service standards. Product Promotion

16. Collaborate with marketing and sales teams to develop promotional strategies and product launches.

 17. Align and manage brand investments to serve our customers profitably.

18. Design budgets for Trade Marketing Investments, strategize promotions and trade activities according to the needs of customers.

19. Manage cost and effectiveness of promotional activities by preparing TMI proposals for evaluation.

20. Provide input into the innovation process based on current shopper, market demands.

 21. Champion product innovation launches to direct customers within the assigned territories. Sales Team Leadership

22. Create and implement an operational account plan, working toward sales growth target in line with corporate objectives.

23. Manage direct reports to optimize workflow.

24. Conduct annual performance assessments for all direct reports and make the appropriate recommendations for salary adjustments, bonuses and promotions where applicable.

25. Identify the training and development needs of the Export Team and implement plans in collaboration with the Director – Commercial, in line with budget. Reporting

 26. Prepare monthly customer performance reports for export sales.

27. Coordinate and lead weekly, monthly sales meetings with Export Sales Team.

28. Develop and translate customer and shopper insights into business building opportunities with direct customers.

29. Keep up-to-date with competitor activity and market trends to report on changes within the industry to management.

30. Participate in S&OP process by forecasting based on sales trends, promotions etc; manage customer expectations & market demands in conjunction with internal inventory.

31. Prepare regular progress reports of progress and forecasts using direct account metrics.

32. Build strategies to optimize company & customers’ profitability using pricing survey results.

33. Prepare analyses of all promotional activity in line with ROI guidelines, to ensure return on the investment based on the stated objectives; this includes post promotion evaluations to measure the actual results versus estimates.

34. Manage trade investments which includes preparing TMI proposals for evaluation.

35. Make presentations to Directors when required.

EDUCATION & TRAINING

·      A Bachelor’s Degree in Marketing, Business Administration or any other related discipline from a recognized institution.

·      MBA will be as asset.

·      Spanish language fluency.

EXPERIENCE

·      A minimum of five (5) years’ experience in a marketing/sales environment with at least two (2) in the FMCG industry, specific to supermarkets in Trinidad & Tobago.

·      Proven experience in sales and customer engagement, providing solutions based on customer needs and/or managing key accounts, and coordinating merchandising and promotional activities.

·      Knowledge of pricing analysis, forecasting and brand competitors.