Reports to: National Sales Manager
Direct Reports: 5 Area Managers (3Os Channel)
Role Purpose
The 3Os Manager is responsible for ensuring flawless execution of commercial plans, sell-in and sell-out performance within the 3Os channel across Brazil. This role leads and develops a team of Area Managers to drive disciplined execution, operational excellence, market visibility, and sustainable business growth aligned with the national commercial strategy.
Key Responsibilities
1. Team Leadership & Field Execution
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Maintain a strong field presence by regularly accompanying Area Managers on customer visits, route planning, negotiations, and execution reviews.
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Provide hands-on coaching and continuous development to strengthen sales capabilities, negotiation skills, execution discipline, and business acumen.
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Ensure alignment of all Area Managers with national commercial strategies, operating standards, and performance expectations.
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Identify and replicate best practices across regions to improve overall channel effectiveness and consistency.
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Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.
2. Channel Management – 3Os
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Monitor regional and territory performance, identifying risks, gaps, and growth opportunities.
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Develop and implement short-term action plans to accelerate results and recover underperformance.
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Analyze market trends, customer needs, competitive landscape, and regional opportunities, translating insights into pragmatic commercial actions.
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Standardize commercial processes, tools, and execution methodologies to improve productivity and consistency across the channel.
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Support strategic negotiations with key regional customers and high-impact business opportunities.
3. Commercial Planning & Forecasting
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Build, monitor, and deliver accurate sales forecasts for the 3Os channel.
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Translate national commercial strategy into clear regional targets, KPIs, dashboards, and operating routines.
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Lead weekly and monthly performance reviews with Area Managers to ensure execution discipline and target achievement.
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Assess business risks and opportunities and prepare action scenarios to support sustainable and profitable growth.
4. Cross-Functional Collaboration
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Partner closely with Marketing, Trade Marketing, Operations, Finance, and Supply Chain teams to ensure alignment and agility in commercial execution.
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Provide robust market and field insights to the National Sales Manager to support strategic decision-making and investment priorities.
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Collaborate cross-functionally to ensure execution excellence at customer and market level.
5. Commercial Governance & Capability Development
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Ensure adherence to pricing policies, negotiation guidelines, trade investment parameters, and service standards.
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Drive implementation and adoption of commercial tools, reporting systems, and performance management routines.
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Promote capability building and continuous improvement initiatives across the Area Manager team.
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Ensure disciplined execution and compliance with company commercial governance standards.
Qualifications & Experience
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Previous experience in a similar commercial leadership role.
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Strong retail and channel management experience.
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Solid understanding of market dynamics, regional differences, and customer/channel needs.
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Bachelor’s Degree in Business Administration, Marketing, Public Relations, or related field.
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Proven leadership and people management capabilities, including coaching, feedback, and team development.
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Strong organizational and analytical skills with the ability to manage multiple priorities simultaneously.
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Excellent communication, negotiation, and stakeholder management skills.
Key Competencies
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Leadership & Coaching
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Commercial Acumen
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Strategic Thinking
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Execution Excellence
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Analytical Skills
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Cross-Functional Collaboration
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Results Orientation
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Problem Solving & Decision Making
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Adaptability & Agility
