As Head of Field Sales, you will drive the commercial and cultural strategy of Bacardi in your region. You will lead teams of Field and Business Managers, ensure business targets are exceeded, and coach your people to grow.
You will be responsible for translating the national strategy into actionable local plans while building high-performing, autonomous teams and fostering our culture in every decision you take.
ABOUT YOU
For this role you should:
* Focus externally: Winning mindset
* Focus on execution & results
* Lead by example, Develop & Inspire Talent
* Lead Strategically & Know your Business
* Have Commercial passion
* Manage Interpersonal skills
* Have a Founders mentality
RESPONSIBILITIES
Commercial Execution
* Deliver volume, GP and GM targets by sub-region, channel, and key customer segment.
* Continuously optimize price and discount schemes in collaboration with Revenue Growth Management to ensure profitable and competitive models.
* Analyze KPIs weekly using tools like Power BI; establish action plans and track their outcomes.
* Translate national strategy into a detailed regional plan by customer typology, category focus, and brand priorities.
Strategic Leadership
* Represent the region’s needs in national forums, supporting them with data and a clear business case.
* Align objectives with Trade Marketing, KAMs, and Brand Ambassadors to ensure consistency between commercial actions and brand strategy.
* Convert national strategies into actionable local playbooks, providing KPIs and clear goals.
* Foster a leadership culture where Field Managers and Business Managers operate with autonomy and commercial ownership.
* Implement a structured leadership cadence: weekly 121s, weekly Team Meetings, and bi-weekly Work Withs.
* Create tailored development plans using 360º feedback tools and structured performance check-ins.
* Promote a feedback culture that is clear, bold, and empathetic—where mistakes are seen as learning opportunities.
* Embody Bacardi’s leadership values, integrating Family, Founders, and Fearless into every decision.
* Cultivate a sense of belonging by connecting personally with the team and fostering inclusiveness and motivation.
* Balance high standards with care, reinforcing accountability through a human and courageous leadership style.
SKILLS
* 4+ years in senior sales roles, ideally in FMCG / premium drinks.
* Demonstrated strategic thinking and change leadership.
* Track record in coaching and developing managers.
* Strong commercial acumen and negotiation experience.
* Deep knowledge of commercial tools (Power BI, CRM).
* Fluent English and Spanish.
* Mobility across Spain.
COMPETENCIES
Strategic Agility
The ability to anticipate market shifts, connect business variables, and quickly adapt local strategy while staying aligned with national direction. This involves sharp market insight, data-driven decision making, and the ability to act swiftly to deliver results in a dynamic environment.
Talent Development
A genuine commitment to growing the potential of others, with a focus on identifying strengths and development areas among Field Managers and Business Managers. This includes crafting individualized development plans, applying structured coaching, and creating a culture of continuous learning built on trust and challenge.
Communication Clarity
The skill to convey messages in a structured, direct, and empathetic manner. A Head of Sales must inspire, align, and energize teams through communication that blends vision, facts, and emotion—whether in 1:1s, national forums, or cross-functional settings.
Founder’s Mentality
Acting as if the business were your own. It means making decisions with long-term impact in mind, optimizing resources with care, and demonstrating proactive, accountable, and entrepreneurial behavior. This mindset fuels innovation, ownership, and pride.
WHAT WILL MAKE YOU SUCCESSFUL
* Ability to shift from operator to leader of leaders.
* Connecting national vision with local execution.
* Delivering high-impact feedback and managing through influence.
* Building motivated, aware, accountable teams.
ONBOARDING & DEVELOPMENT PLAN
* Initial immersion program with Sales Director and The Academy.
* Assigned mentor for the first 3 months.
* 6-month check-in on leadership impact, feedback quality, and business results.
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