Requirements
15+ years of progressive experience in Export Sales, International Business, Commercial Management, or General Management within Food & Beverages / FMCG.Proven track record of managing large-scale international export operations across multiple continents.Strong experience in Europe, East Asia, Latin America/Brazil, and/or the Americas.Demonstrated success in building international markets and distribution networks.Strong background in P&L management, pricing, commercial strategy, and profitability management.Proven experience managing large international key accounts and distributors.Strong knowledge of international trade, Incoterms, payment terms, logistics, and export regulations.Exceptional commercial negotiation, business development, strategic thinking, and leadership skills.Excellent command of English, with strong international communication and negotiation capabilities.Willingness and ability to undertake frequent international business travel.
Description
Lead the global export commercial strategy across 65 countries, translating the company’s growth ambitions into clear market, customer, product, and revenue strategies.Own the export P&L, revenue, gross margin, volume, pricing, and profitability, ensuring sustainable and profitable international growth.Drive business development across Europe, East Asia, Brazil, and the Americas, with a strong focus on market expansion and long-term market leadership.Identify, evaluate, and prioritize new countries, channels, customers, distributors, and strategic partnerships based on market potential and commercial attractiveness.Build and manage high-level relationships with major international customers, importers, distributors, retailers, wholesalers, and strategic accounts.Develop and execute Key Account Management strategies, securing long-term partnerships, contracts, and sustainable revenue streams.Lead the company’s international pricing and commercial architecture, including pricing strategy, margins, payment terms, Incoterms, contracts, rebates, and commercial agreements.Develop and optimize the international distribution network, ensuring the right channel strategy and market coverage for each territory.Drive portfolio expansion and product-market fit, working closely with Marketing, R&D, and Product Development to adapt the portfolio to international market requirements.Establish robust sales forecasting, demand planning, budgeting, and commercial performance management processes across all export markets.Monitor market intelligence, competitors, consumer trends, pricing movements, regulatory developments, and economic conditions to anticipate risks and identify growth opportunities.Partner with Supply Chain, Production, Logistics, Quality, Finance, and Marketing to ensure customer service excellence, supply continuity, product compliance, and commercial profitability.Lead, structure, and develop the Export Sales & Commercial organization, setting KPIs, targets, territories, accountabilities, and performance standards.Build a high-performance commercial culture, developing talent and strengthening negotiation, business development, and international account-management capabilities.Establish strategic partnerships and explore M&A, private-label, co-manufacturing, and strategic business opportunities where relevant to accelerate international growth.Ensure full compliance with international trade regulations, food safety requirements, customer standards, export documentation, and country-specific regulations.Present regular commercial performance, market outlook, risks, opportunities, and strategic recommendations to the CEO and Executive Management.