Modern Trade Channel Manager

Be part of the change with Birdman!

Birdman creates plant-based foods that care for the planet and people.

About the Company

In the last ten years, we have experienced extraordinary growth of 100% year after year, positioning us as leaders in the plant-based food sector. Our objective is to provide all people with access to a healthy, sustainable, and cruelty-free lifestyle through our delicious and nutritious proposals. As the global plant-based food movement accelerates, we seek a dynamic Modern Trade Channel Manager who will join our outstanding team and contribute to building Mexico's next unicorn.

This position is responsible for commercial relationships, profitable growth, and excellence in execution of the Modern Trade Channel.

Su mission will be to design and implement Sell-In and Sell-Out plans by key account, ensuring the fulfillment of volume, margin, and profitability objectives, as well as a premium execution at point of sale that strengthens brand awareness and purchase experience.

Responsibilities

Commercial Management and Profitability

• Develop, negotiate, and execute Joint Business Plans (JBPs) annually and quarterly with key accounts, including prices, commercial conditions, volumes, listings, shelf space, and promotional plans.
• Manage the P&L by customer and category, ensuring that negotiations and promotions meet margin and profitability objectives.
• Control and optimize the Trade Spend budget, maximizing return on investment promotional spending.
• Calculate and track ROI of promotions, discounts, and commercial activities, guaranteeing profitable growth.
• Review and reconcile charges, notes, credits, returns, and discounts in coordination with Finance.

• Act as a strategic partner to the retailer, identifying opportunities for joint growth through Category Management.
• Understand deeply the business models and purchasing strategies of each chain to align Birdman's commercial plans.
• Build and strengthen high-level relationships with key decision-makers in each account.

• Ensure correct execution of the 4Ps:

• Pricing: vigilance of online and offline prices.
• Surtido: strategic management of assortment.
• Planograma: negotiation of facings, location, and shelf space.
• Promoción: effective implementation of displays and activations.

• Develop precise sales forecasts by SKU and account (Sell-In and Sell-Out) to feed Demand Planning and Operations.
• Analyze data from Sell-In, Sell-Out, and Shopper Insights to generate action plans that correct deviations or accelerate growth.
• Monitor inventories in CeDis and points of sale to avoid out-of-stocks and over-inventories.
• Participate actively in the S&OP process, aligning commercial demand with production and logistics.

• Lead, develop, and motivate the Key Account Managers (KAMs).
• Define and track clear KPIs, focused not only on volume but also on gross margin and profitability by account.
• Drive a culture of commercial discipline, data-driven decision-making, and high-level execution.

Requirements

• 5 to 8 years of total experience in the Consumer Packaged Goods (CPG/FMCG) industry, working with national chains and/or price clubs.
• 3 to 5 years of solid experience in Key Account Management or Modern Trade Channel, with direct responsibility for high-volume key accounts.
• Proven experience in negotiating strategic agreements with buyers, developing and executing Joint Business Plans (JBPs), and managing long-term commercial relationships.
• Strong experience in managing and controlling P&L by customer, focusing on profitability, margin, and return on investment (ROI).
• Mastery of Trade Spend budget administration, demonstrating financial discipline and optimization of promotional spending.
• Deep understanding of the operation of the Modern Trade Channel, including commercial dynamics, internal retailer processes, and execution at point of sale.
• Solid comprehension of Category Management, assortment, planograms, prices, and promotions.
• Analytical experience in using Sell-In and Sell-Out data, with the ability to translate information into commercial action plans.
• Ability to develop precise sales forecasts by SKU and account, in coordination with Demand Planning.
• Hands-on profile, with experience both in the field and in the office: price tracking, planogram execution, display validation, and real-time store execution.
• Experience collaborating with promotional agencies and external teams, focusing on execution and capacity development (the agency will be defined internally).

• Bachelor's degree in Business Administration, Marketing, International Relations or related field.
• Deseable MBA or postgraduate degree in Commercial Management, Revenue Growth Management (RGM), Key Account Management or related areas.

• High analytical capacity and solid numerical skills.
• Strategic focus with strong orientation to results and profitability.
• Excellent negotiation and influence skills.
• Ability to build high-level relationships with key buyers.
• Autonomy, commercial discipline, and continuous improvement mentality.

Are you ready to take your impact to the next level with Birdman?

Apply now and help shape the future of plant-based innovation!