Job Description

Title: Commercial Director F&B (CHANEL & Distributed Brands)

Department:Commercial

Reports locally to: CEO Mexico

Reports functionally for Chanel: Fragrance & Beauty Regional Director

Objectives:

The Commercial Director F&B is responsible for the overall commercial performance of the Fragrance & Beauty (F&B) division in the Mexican market (Chanel, Hermès, Bvlgari, Shiseido, Nars, Tous, Halloween, Narciso Rodriguez, El Ganso, Issey Miyake, Tori Burch, Scalpers, Tumi and Diptyque)

The role directly leads the Sell-In, Sell-Out and Trade Marketing functions, ensuring a fully integrated commercial strategy from negotiation and distribution to retail execution and final consumer conversion.

The position holds full commercial P&L accountability and is a member of the Mexico Leadership Team.

F&B Division requires strong focus on expansion, productivity and operational excellence.

Key Responsibilities

Commercial Strategy & Business Growth

• Define and execute annual and MTP commercial strategy.
• Lead budgeting and forecasting processes.
• Drive sustainable growth in sell-in and sell-out.
• Expand and optimize distribution network ensuring productivity per POS.
• Maximize profitability while protecting luxury positioning.
• Identify growth opportunities by category, channel and location.
• Ensure excellence in launches, trade activations and retail execution.
• Monitor market share evolution and competitive landscape.
• Responsible for collaboratively sharing monthly reports and competitive data with Chanel F&B Regional Director and all other relevant parties. (Regional or global Brands Directions)

Sell-In Leadership

• Lead the Sell-In strategy, including account negotiations, commercial conditions and distribution footprint.
• Collaborate with Marketing Teams to ensure adequate distribution and assortment, aligned with Marketing Plans.
• Directly oversee Key Account Management teams.
• Negotiate annual commercial agreements with retailers.
• Optimize portfolio distribution by channel.
• Ensure forecast accuracy for new and regular SKUs and inventory health in collaboration with Supply Chain and Marketing.

Sell-Out & Retail Performance

• Oversee Sell-Out strategy, ensuring conversion, productivity per POS and customer retention.
• Impulse and manage with the adequate level of animation a sale force of BCs (350 pax)
• Supervise retail sales performance and field force effectiveness.
• Drive initiatives to increase productivity per square meter and per beauty consultant.
• Monitor KPIs at POS level and implement corrective action plans.
• Ensure excellence in customer experience aligned with CHANEL standards.

Trade Marketing & Execution Excellence

• Lead the Trade Marketing function to ensure flawless execution of campaigns and launches.
• Define trade calendar and priorities in alignment with Marketing.
• Optimize trade investments and ensure ROI measurement.
• Guarantee alignment between brands guidelines and in-store visibility.
• Ensure consistency of messaging between HQ strategy and field execution.
• Monitor competitive activity at POS and adapt tactical plans accordingly.

Leadership & Organizational Development

• Directly manage the Heads of Trade Marketing; Sell-In / Key Accounts; Sell-Out / Retail Operations.
• Manage a sale force of more than 350 BCs
• Define clear KPIs and accountability frameworks.
• Foster a culture of accountability, precision and luxury service mindset.
• Develop talent pipeline and succession plans.
• Promote cross-functional alignment with Marketing, Finance, HR, Supply and Regional or Global Brands Directions.

What are we looking for?

• 10+ years in senior commercial leadership roles in luxury, beauty or premium consumer goods managing Sale Forces above 350 people.
• Previous experience in the Mexican Market and with the Mexican retailers is needed.
• Proven experience managing Sell-In, Sell-Out and Trade Marketing simultaneously.
• Proven experience of Change Management Project.
• Strong negotiation expertise with retailers.
• Solid P&L management experience.
• Advanced analytical capability and data-driven mindset.
• Strong leadership presence and influencing skills.
• Deep understanding of omnichannel luxury distribution.
• Fluent English & Spanish, French is a plus.