Head of Modern Trade & Marketplaces

THE COMPANY

Our client is a leading global, privately held spirits company with a rich heritage, entrepreneurial culture, and portfolio of 500+ premium and iconic alcoholic beverage brands, many holding #1 positions in their categories. The organization has achieved sustained growth across the United States (holding top marketshare) and international markets while maintaining the agility, ownership mentality, and long-term perspective of a private company.

Recognized for brand building, innovation, quality, and commercial excellence, the company continues to invest in strategic global markets. Mexico represents an important growth opportunity, with increased focus on strengthening commercial capabilities across physical retail and rapidly expanding digital commerce channels.

This is an exciting opportunity to join a highly successful global organization and play an influential role in shaping the next stage of its commercial growth in Mexico.

THE POSITION

The Head of Modern Trade & Marketplaces – Mexico will lead the strategy and execution for the company’s most important Modern Trade customers and digital marketplaces, accelerating sustainable revenue growth, distribution, market share, and execution excellence.
Based in Mexico City, this commercial leader will be responsible for strategic national retailers including Walmart, Sam’s Club, Costco, and other Modern Trade accounts, while also accelerating growth across platforms such as Amazon, Mercado Libre, Walmart eCommerce, Rappi, Uber Eats, and other relevant marketplaces.
The position requires a commercially sophisticated leader who understands both major national retail customers and the rapidly evolving digital consumer. The successful executive will develop an integrated omnichannel growth strategy, connecting best-in-class physical retail execution with marketplace and eCommerce acceleration.
This is a highly visible, hands-on role requiring someone who can think strategically, build strong customer relationships, negotiate effectively, identify growth opportunities, and remain close to execution. This position is based in Mexico City.

Key Responsibilities

• Lead Modern Trade Growth. Develop and execute the commercial strategy for Walmart, Sam’s Club, Costco, and other strategic national retailers. Drive revenue and volume growth, distribution, assortment expansion, market share, and execution across priority brands and categories.
• Build Strategic Customer Partnerships. Develop strong relationships with key retailer stakeholders and position the organization as a preferred business partner. Lead Joint Business Planning, negotiations, promotional strategies, assortment initiatives, and customer investment plans.
• Accelerate Marketplaces & Digital Commerce. Develop marketplaces into a meaningful and profitable growth engine by improving assortment, availability, digital content, promotions, search visibility, shopper conversion, and overall marketplace execution.
• Develop an Omnichannel Growth Strategy. Integrate physical retail and digital commerce strategies to maximize total customer and brand performance and create a consistent consumer experience across channels.
• Drive Execution Excellence. Ensure disciplined execution of pricing, assortment, promotional calendars, visibility initiatives, Perfect Store standards, and Digital Shelf standards across assigned customers.
• Optimize Commercial Investments. Apply strong financial discipline to trade spending, customer investments, and marketplace initiatives. Evaluate ROI and ensure resources are directed toward opportunities that generate sustainable and profitable growth.
• Leverage Data & Insights. Utilize retailer, marketplace, shopper, and financial data to identify opportunities, anticipate risks, improve digital conversion, and drive fact-based commercial decisions.
• Lead Cross-Functional Execution. Partner closely with Marketing, Trade Marketing, Supply Chain, Finance, distributors, and other stakeholders to ensure commercial strategies are aligned and effectively executed.

Key Measures of Success

• Success will be measured through revenue and volume growth, distribution and assortment expansion, execution compliance, customer investment effectiveness, and successful Joint Customer Plans.
• Digital performance will include marketplace sales and volume growth, online availability, share of search, content compliance, shopper conversion, profitability, and ROI.
• Ultimately, this executive will help establish a best-in-class omnichannel commercial model in Mexico, strengthening the company’s position with major retailers while transforming marketplaces into an increasingly important growth channel.

THE CANDIDATE

The successful candidate will be an accomplished commercial professional with significant experience in Modern Trade, Key Account Management, National Accounts, Marketplaces, eCommerce, or Omnichannel leadership within consumer-oriented industries.
Candidates should bring 8+ years of progressive commercial experience within FMCG/CPG, beverages, wine & spirits, or other consumer products businesses, with demonstrated responsibility for revenue growth, customer development, negotiations, and commercial execution.
Of particular importance is proven experience managing major national Modern Trade customers, preferably including Walmart, Sam’s Club and/or Costco. Candidates should understand Joint Business Planning, assortment and distribution strategy, promotional planning, pricing, trade investment, customer profitability, and execution.
Experience with Amazon, Mercado Libre, Walmart eCommerce, or other leading marketplace platforms is also important. Candidates who have successfully connected traditional Modern Trade account management with eCommerce and omnichannel strategies will be particularly attractive.
Relevant titles may include Head of Modern Trade, Modern Trade Director, Sales Director – Modern Trade, National Modern Trade Manager, Key Accounts Director, National Accounts Director, Modern Trade Manager, Modern Trade & E-Commerce Director, Omnichannel Director, or Commercial Director. A high-performing Senior Key Account Manager ready to step into a broader leadership position may also be considered.

Qualifications & Experience

• • Bachelor’s degree in Business, Marketing, Administration, Finance, or related field. MBA or relevant postgraduate studies are preferred.
  • 8+ years of relevant commercial experience within FMCG/CPG, beverages, wine & spirits, or consumer products.
  • Proven experience managing national Modern Trade customers, preferably Walmart, Sam’s Club and/or Costco.
  • Strong commercial, customer-management, and negotiation experience with responsibility for revenue growth.
  • Experience developing and executing Joint Business Plans, promotional strategies, assortment initiatives, and trade investment plans.
  • Experience with marketplaces and digital commerce, preferably Amazon, Mercado Libre, Walmart eCommerce, or similar platforms.
  • Strong analytical and financial acumen, including management of trade investments, customer profitability, and commercial performance.
  • Experience developing omnichannel strategies integrating physical retail with digital commerce is highly preferred.
  • Experience in wine & spirits, alcoholic beverages, or another highly regulated consumer category is preferred.
  • Experience working with distributors, Revenue Growth Management, Category Management, and/or Perfect Store models is desirable.
  • Successful experience growing market share aggressively and/or building from the ground-up (start-ups) is highly preferred.
  • Advanced English and Spanish proficiency is required.

Leadership Profile

• The ideal candidate combines strategic commercial thinking with hands-on execution. This individual will bring strong business acumen, customer orientation, negotiation skills, and the ability to translate commercial strategy into measurable results.
• The successful executive should demonstrate an entrepreneurial and ownership mentality, agility within a lean and fast-moving organization, strong analytical and problem-solving skills, and the ability to influence across functions without relying solely on organizational hierarchy.
• Equally important will be the ability to build trusted relationships with customers, distributors, colleagues, and international stakeholders, while demonstrating accountability, collaboration, effective communication, self-awareness, and humility.
• This is an outstanding opportunity for a high-performing commercial leader to take broader ownership of the intersection between Modern Trade, marketplaces, eCommerce, and omnichannel growth, while helping shape the future commercial strategy of a growing global organization in Mexico.