Sales Manager, Traditional Channel

ABOUT THE ROLE

The SalesManager, Traditional Trade – Chile will be responsible for defining and executing the sales and Go-to-Market strategy for the Traditional Trade channel, with accountability for sustainable sales growth, market share, distribution expansion and profitability.

The role will lead the identification, selection and development of distributors and key customers across Chile, ensuring the appropriate route-to-market model and geographic coverage to accelerate long-term growth.

KEY RESPONSIBILITIES

• Develop and execute the Traditional Trade strategy for Chile, driving profitable and sustainable growth.
• Design and optimize the Go-to-Market / Route-to-Market strategy, defining distribution and coverage models by geography and customer segment.
• Identify, select and develop distributors across Chile to increase numeric and weighted distribution, geographic coverage and market share.
• Strengthen relationships with the main Traditional Trade players, including distributors, wholesalers, cash & carry and regional customers.
• Develop and execute pricing and trade terms strategies, ensuring competitive pricing and sustainable margins throughout the value chain.
• Identify geographic and customer white spaces to increase penetration and coverage. Analyze market, competition, pricing and distribution trends to identify opportunities and risks.
• Lead commercial negotiations and business plans with strategic distributors and customers.
• Accountable for P&L, sales forecast, net sales, margins and commercial investments.
• Lead multifunctional collaboration across Sales, Marketing, Trade Marketing, Finance and Demand Planning. And Lead and develop a high-performing commercial team.
• Develop distributor and sales force capabilities to improve assortment, availability, visibility and point-of-sale execution.

KEY PERFORMANCE INDICATORS

Net Sales | P&L | Market Share | Numeric & Weighted Distribution | Geographic Coverage | Distributor Performance | Sell-in / Sell-out Growth | Margin | Execution| People Engagement Index

REQUIRED EXPERIENCE YOU’LL BRING

• Bachelor’s Degree.
• Strong commercial/sales experience, preferably in FMCG / Consumer Goods, consistent with the seniority of the original role. Minimum 5 years directly managing Traditional Trade in Chile within FMCG / Consumer Goods companies.
• Strong knowledge and experience working with the main Traditional Trade players in Chile, including distributors, wholesalers, cash & carry and regional customers. Proven experience identifying, negotiating with and developing distributors, increasing distribution, coverage and market share. Demonstrated experience designing and implementing Go-to-Market / Route-to-Market strategies.
• Experience managing P&L, forecasts, commercial investments and channel profitability.
• Experience leading commercial and multifunctional teams.

PREFERRED EXPERIENCES AND SKILLS

• Proven success developing or transforming Traditional Trade businesses within FMCG.
• Strong network and understanding of distributors and key Traditional Trade players in Chile.
• Strategic thinking with strong execution capabilities.
• Strong commercial and financial acumen.
• Ability to establish sustainable, long-term distributor partnerships.
• Results orientation, analytical thinking and relationship management.
• Strong leadership, negotiation, analytical and decision-making capabilities.

JOB REQUIREMENTS

• Full-Time
• Regular  term Contract
• Remote work is available once a week for eligible employees
• This role is not eligible for relocation

BENEFITS AND PERKS

SC Johnson’s total compensation packages are at or above industry levels. In addition to salary, total packages may include bonuses, long-term incentives, profit sharing based on company profitability, job level and years of service. As a family company, we’re committed to providing benefits such as subsidized health care plans, maternity/paternity/adoption leave, flexible work arrangements, vacation options, recreation and fitness centers, childcare, counseling services and more.

ABOUT US

SC Johnson has been leading with purpose for 140 years, building high-quality products and iconic brands found in homes, schools and businesses in virtually every country worldwide – including OFF!®, Raid®, Glade®, Windex®, Scrubbing Bubbles®, Ziploc®, Mrs. Meyer’s Clean Day®, method®, Autan®, Baygon®, Mr Muscle®, Duck®, Lysoform® and more. The 13,000 people of our global, fifth-generation family company are committed to making the world a better place today and for future generations.

Inclusion & Diversity

We’re a global business, with people from every culture, ethnicity, race, religion, gender identity, sexual orientation, age and ability. We recognize the breadth of human experience, and we work to celebrate it. It is our goal to build a diverse, inclusive and supportive work environment where all people can thrive.

We’re committed to ongoing efforts that help us attract, hire, and retain diverse talent who want to build a positive, inclusive environment. Read more about our ongoing initiatives at https://jobs.scjohnson.com/inclusion.