Regional Sales Manager (Operations)

Description

Job Summary: Responsible for ensuring the execution of commercial and operational strategies, leading teams and optimizing resources to achieve sales targets and maximize brand visibility. Key Highlights: 1. Leadership and development of sales teams with more than 16 people. 2. Implementation of commercial and operational strategies to maximize sales. 3. Negotiation and conflict resolution in dynamic sales environments. **Location:** Tijuana **Business Area:** Sales/Operations **Years of Experience:** 5 to 6 years **Objective:** Responsible for ensuring the proper execution of business strategies through the operational team (District Managers, Supervisors, Trade and Merchandisers) to guarantee achievement of the goals set for each brand campaign. Responsible for defining the team’s operational strategy through appropriate allocation of resources at points of sale for brand marketing. Ensure personnel are present at points of sale equipped with the right tools to perform their work, guaranteeing personal safety and reporting any risk factors at our retail partners’ stores. Optimize resources to meet MOGE requirements while also managing expenses related to travel and out-of-town routes. Responsible for the proper execution and visual assessment of points of sale during visits to the Mexican market. Development of execution proposals tailored to each business to incentivize sell-out. **A Day in the Life of...** **Strategy Development and Execution** Ensure achievement of sales objectives through effective planning and execution of strategies and plans aligned with business and customer needs, managing and optimizing available human and financial resources, implementing concrete operational actions, and supervising the precise execution of commercial and promotional activities by category according to the Operational Cycle Plan, promptly addressing reasons for non-execution, and ensuring correct implementation of key initiatives such as Big Rocks, Golden, Tactics, Essentials, Grid, and planograms to maximize sales impact and customer experience. **Team Leadership and Management** As team leader, responsible for the professional development and growth of team members, continuously evaluating their performance and potential to identify opportunities for improvement and advancement. Through personalized coaching, on-the-job training, and specialized courses, aims to maximize their potential and enhance performance, thereby contributing to organizational success. This includes collaborative work with the People team to manage key aspects such as tracking upcoming vacancy expirations, sell-in and sell-out, displays, and Nesmovil reports. Additionally, oversees and manages all personnel-related matters, ensuring compliance with labor laws, promoting a culture of safety and gender balance, and implementing policies and procedures to prevent labor issues and ensure diversity and inclusion. The goal is to build a skilled, motivated, and committed team aligned with company objectives, equipped with the necessary tools and competencies to perform their work effectively and safely " **Analysis and Continuous Improvement** Lead and coordinate agile management meetings (MOR, DOR, WOR) to review findings derived from key indicators such as sell\-in, sell\-out, availability, and point-of-sale (PDV) performance, prioritizing opportunities with the greatest impact on commercial execution. Ensure participation of strategic stakeholders — Regional teams, Categories, KAMs, and Replenishment teams — promoting rapid, flexible, and market-aligned decision-making. Generate executive minutes documenting progress, agreements, and responsible parties, ensuring transparency, effective follow-up, and cross-functional collaboration toward continuous point-of-sale improvement. **Specialized Execution in the Pharma Channel** Responsible for ensuring correct execution of strategies and tactics within the pharmacy channel, ensuring alignment with the client’s “success picture” and adherence to established service and customer care standards. This involves leading and supervising the team of supervisors and merchandisers to effectively understand and apply the spatialized model, meeting established Key Performance Indicators (KPIs), and achieving sales, merchandising, and customer experience objectives within this channel." Coordination and Execution of Physical and Virtual Visits to National and International Points of Sale Plan and conduct physical and virtual visits to points of sale, ensuring an interactive experience aligned with business unit/channel objectives. This activity includes organizing and preparing for the visit, establishing real-time connections with participating teams, remotely supervising field execution, and collecting key observations. Additionally, ensure active participation of collaborators and generate detailed reports documenting findings, opportunities, and recommendations." **Safety, Health, and Environment (SHE)** Involves fostering a safety culture and monitoring implementation of safety plans and actions at points of sale within the region, ranging from strict application of health and safety protocols to leadership in proactive identification and mitigation of specific risks. Includes thorough and timely investigation of accidents and incidents, ensuring punctual follow-up to close corrective and preventive action plans. Furthermore, entails effective management and leadership of the local Safety Committee, where critical operational topics are prioritized and addressed to maintain a safe workplace compliant with internal and regulatory requirements, thus promoting risk prevention and continuous improvement in safety management. **Marketing Activities and Relationship Strengthening (Zonal and Regional)** Establish and maintain strong relationships with self-service retailers, wholesalers, pharmacies, and CEDIS, ensuring proper execution of merchandising and marketing plans and promoting visibility and sales of our brands at the point of sale. This involves close collaboration with zonal counterparts to negotiate plans and operational working methods, celebrate anniversaries and special events, participate in trade shows, and develop special activities and synergies to boost sales and brand visibility. A. Identify and recognize hazards and risks in work areas, safeguarding my own safety and that of people around me, and applying established safety rules and protocols to prevent accidents. B. Comply with the World Health Organization (WHO) International Code of Marketing of Breast-milk Substitutes, Nestlé Instructions, and Nestlé Policy on the Marketing of Breast-milk Substitutes, along with any relevant amendments and government regulations applicable to all activities inherent to this position. **What Will Make You Successful:** * 5 to 6 years of experience in Sales / Direct Customer Interaction * 1 to 2 years of experience/knowledge of trade marketing and the Operational Cycle Plan and its impact * Excellent negotiation and conflict resolution skills (decision-making) * Strong analytical capability * Essential people skills and proven leadership experience managing teams of more than 16 people