Objective:
The Retail Sales Director will lead Kraft Heinz Mexico’s retail commercial agenda across Modern Trade, Traditional Trade, Proximity, and E-Commerce, with full accountability for delivering sustainable, profitable growth. This role owns the commercial P&L and is responsible for translating business ambition into clear channel strategies, customer plans, and execution routines that accelerate growth across the market.
This leader will play a key role on the executive leadership team, partnering closely with cross-functional stakeholders to unlock growth opportunities, strengthen commercial capabilities, and deliver short-, medium-, and long-term results. The mandate calls for a strong commercial leader with a track record of delivering outstanding results through operational discipline, high-impact customer partnerships, and high performing teams.
What success looks like
- Accelerate growth across Mexico retail channels
- Commit & deliver mindset
- Strengthen customer partnerships
- Improve the effectiveness of commercial investments and sales routines
- Build an execution machine: an engaged, high-performing team that can execute with agility and discipline
Key Activities/ Deliverables:
- Define and drive the commercial strategy across Modern Trade, Traditional Trade, Proximity, and E-Commerce
- Lead the commercial P&L, ensuring delivery of NSV, revenue, profitability, and investment effectiveness
- Translate business priorities into clear customer, channel, and execution plans
- Build and strengthen senior relationships with key retail partners, creating win-win growth opportunities
- Identify and close new commercial partnerships that expand reach, growth, and market impact
- Lead commercial planning, target setting, investment allocation, and performance tracking across channels
- Ensure strong commercial routines, operating discipline, and compliance with global policies and financial targets
- Partner closely with Finance, Marketing, Category, and senior leadership to identify growth levers and turn strategy into execution
- Monitor market, customer, shopper, and competitor dynamics to adapt plans with speed and rigor
- Develop and inspire a high-performing sales organization, building capability, accountability, and ambition across the team.
- Number of Reports: 4 direct reports and 20 indirect reports
Competencies (experiences/ Education):
- 10+ years of experience in Channel Sales, Business Development, Key Account Management, or Commercial Leadership, within consumer goods
- Strong experience leading retail chain accounts and multi-channel commercial strategies
- Proven ability to combine strategic thinking with strong operational execution
- Experience owning or strongly influencing commercial P&L decisions
- Strong understanding of retail selling initiatives, including category management and information-based selling
- Advanced English
- Bachelor’s degree required; business-related studies preferred
Skills (Knowledge/ Capabilities):
- Strong negotiation, influencing, and stakeholder leadership skills
- Ability to build high-performing teams and lead through growth and transformation
- Effective communicator in both Spanish and English
Mexico, D.F.
Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes .
