Head of Commercial Excellence LATAM
4 weeks ago
Head of Commercial Excellence LATAM
Hello. We're Haleon. A new world-leading consumer health company. Shaped by all who join us. Together, we're improving everyday health for billions of people. By growing and innovating our global portfolio of category-leading brands - including Sensodyne, Panadol, Advil, Voltaren, Theraflu, Otrivin, and Centrum - through a unique combination of deep human understanding and trusted science. What's more, we're achieving it in a company that we're in control of. In an environment that we're co-creating. And a culture that's uniquely ours. Care to join us. It isn't a question.
This is an exciting time to join us and help shape the future. It's an opportunity to be part of something special.
The Head of Commercial Excellence role for LATAM Business Unit "BU" is a critical role to strategize and enable the flawless delivery of our overall BU performance and our goal to deliver Better Everyday Health with Humanity. The Commercial Excellence team is at the intersection between the Marketing and Sales organization with a strong linkage to Supply Chain and Innovation, including shopper-based design and brand execution in-store. Commercial Excellence is critical to the creation and execution of our commercial plans with trade channels, customers, and health care practitioners. The department is in the lead for creating key go-to-market strategies such as pricing and promotion whilst also working across multiple functions to determine our sales strategies and growing our commercial capabilities. LATAM is a priority growth region for Haleon, so we are looking to elevate our Commercial Excellence capability to partner with strategic customers to build OTC and Self-Care categories in a mutually beneficial way, aligned to our Purpose of Delivering Better Everyday Health with Humanity.
You'll need to demonstrate broad leadership accountability of the following:
To develop and deliver Haleon category strategy for all categories and channels based on shopper insights, category management and trade landscape understanding, acting as the linking point between marketing and sales to ensure achievement of short-term and long-term sales and profit and market share targets.
To own category and shopper marketing, driving the recognition of value add with internal and external customers becoming an effective partner with our customers to develop and execute our brands with excellence across on and offline point of sales.
To develop the strategy, execute the plan and measure the impact of our investment towards our customers gross to net, 'G2N' as well as the efficiency of our sales forces looking for continuous improvement opportunities.
To develop the strategy and lead the execution of our Net Revenue Management strategy across the pillars of Pricing, Promotion, Mix Management, Pack/Price architecture and Trade Spend Management to ensure profitable growth for Haleon
Works as a member of the LATAM Leadership Team on setting BU business goals and execution plans. Partner as a peer with Country GMs to help them implement Com Ex strategies.
This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following…
Deliver sales, market share & distribution targets across customers and categories.
Identify long-term retailer growth opportunities, based on understanding of the customer, shopper, and competitive dynamic of the market.
Provides category & shopper solutions and unlock the aisle and drive profitable growth.
Champion the shopper in the business.
Develop commercialization plans that achieve annual brand and sales targets. Ensure the category and shopper plans are integrated, understood, and supported internally by market and sales teams and external by customers.
Own pricing and promo strategy (gross/net) to maximize revenues, ensuring clear pricing architecture across brands, packs, and channels. Sets clear guardrails, manages expectations, and understands cross channel impacts.
Develop and deliver category strategies in partnership with marketing and sales, tightly linked to the strategic agenda. Tailor selling stories to drive category growth at key retailers. Optimize planograms and shelf layouts to maximize space productivity.
Brings the brand to life in-store by optimizing the impact of marketing programs at retail and in shelf. Provides tailored programs to retailer to win with unique shopper cohorts. Bring together physical elements that enable Haleon LATAM to win in-store.
Partnership with Marketing, Sales, Finance to define and implement the commercial strategy.
Leadership of the Commercial Excellence function that includes following specialist capabilities:
Net Revenue Management
Sales Force Effectiveness
Shopper & Trade Marketing
Category Management
Capability
Leadership: 4 Direct and 29 Indirect Reports
Key Interfaces:
BU General Manager and LATAM Regional Leadership (Country GMs, Finance, Commercial Excellence, Tech, and otters)
Commercial departments; Marketing, Digital Commerce at the BU level; Sales in the Countries
BU Finance, Supply Chain, Tech
Regional Commercial Excellence team (Category Development, Sales Force Effectiveness, Net Revenue Management)
Other BU Commercial Excellence Directors and Commercial Leaders for cross BU projects and best practice sharing
Why you?
Basic Qualifications: We are looking for professionals with these required skills to achieve our goals:
Bachelor's or master's degree in economics, Business, Marketing or equivalent professional experience.
Demonstrate functional expertise; intellectual capacity and ability to learn is critical to the success of this role.
Leadership across a matrix environment in a complex organization
Strong sales with category development capability, brand building and marketing understanding
Sales & Marketing Experience preferably at both the national account and field sales leadership level.
Experience in driving cultural mindset ch.
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