Sr. Sales Manager (B2B)

The Senior Sales Manager is responsible for leading and growing B2B sales across Mexico, Central America, and the Caribbean for both durable and consumable product categories. This role owns regional sales strategy, distributor and key account management, revenue growth, and team leadership. The position requires strong commercial acumen, financial ownership, cross-cultural leadership, and the ability to manage complex multi-market environments with diverse channels and customer needs. Key Responsibilities Sales Strategy & Revenue Growth Develop and execute the regional B2B sales strategy aligned with global and regional business objectives. Deliver sustainable revenue growth across durables and consumables, balancing short-term performance with long-term market development. Own annual sales targets, forecasts, budgets, and operating plans for the region. Identify new business opportunities, verticals, and go-to-market models tailored to local market dynamics. Channel & Key Account Management Manage and develop distributor, wholesaler, and key B2B customer relationships across the region. Lead contract negotiations, pricing strategies, and commercial agreements in line with margin and growth objectives. Ensure strong execution of sales programs, promotions, and product launches in all markets. Monitor distributor performance and drive capability building, accountability, and compliance. Market & Portfolio Management Drive optimal product mix between durables and consumables to maximize lifetime customer value. Provide market insights on customer needs, competitive landscape, pricing, and regulatory considerations. Collaborate with marketing, supply chain, and product teams to ensure effective demand planning and availability. Support localization of value propositions and sales tools for regional relevance. Leadership & Stakeholder Management Lead, coach, and develop regional sales teams (direct or indirect), fostering a high-performance culture. Act as the primary regional interface with internal stakeholders including marketing, finance, operations, and global leadership. Ensure consistent application of sales processes, CRM usage, and reporting standards. Governance & Compliance Ensure adherence to company policies, ethical standards, and local legal and regulatory requirements. Manage credit risk, collections, and contractual compliance in collaboration with finance. Key Performance Indicators (KPIs) Revenue growth and achievement vs. target Gross margin and pricing discipline Distributor performance and coverage New customer acquisition and retention Forecast accuracy and pipeline health Market share growth in priority categories Required Qualifications & Experience Bachelor’s degree in Business, Marketing, Engineering, or a related field (MBA preferred). 10+ years of B2B sales experience, with at least 5 years in a regional or senior sales leadership role. Proven experience managing multi-country territories in Latin America and/or the Caribbean. Strong background in durables and/or consumables, ideally within industrial, professional, or technical B2B environments. Demonstrated success working with distributor and partner-led business models. Solid financial and commercial negotiation skills. Skills & Competencies Strategic thinker with strong execution capability Excellent leadership, coaching, and influencing skills Strong analytical, forecasting, and planning abilities Cross-cultural communication and stakeholder management High level of autonomy, resilience, and adaptability Language & Travel Requirements Fluent Spanish and English required (Portuguese or French a plus). Willingness to travel extensively across Mexico, Central America, and the Caribbean (up to 40–50%).