Mondelez International Walmart & Costa Rica Sales Senior Manager in Santa Ana, Costa Rica


Mondelez International, Inc. (NASDAQ: MDLZ) is a whole new company that has been reimagined with a single focus in mind: create delicious moments of joy by sharing the world’s favorite brands.

Launched on Oct. 1, 2012, and employing around 100,000 people around the world, Mondelez International comprises the global snacking and food brands of the former Kraft Foods Inc. While Mondelez International is new, the company’s brands are as diverse and rich with heritage as the 170 countries in which its products are marketed.

As the world’s pre-eminent maker of snacks, Mondelez International has leading shares in every category and every region of the world in which it competes. The company holds the No. 1 position globally in Biscuits, Chocolate, Candy and Powdered Beverages as well as the No. 2 position in Gum and Coffee.

Mondelez International is a global snacks powerhouse with billion in revenues and operations in more than 80 countries. More than 80 percent of our revenues are generated outside North America. Our brand portfolio includes such well-known brands as Oreo, Trident, Cadbury, LU, Toblerone, Halls and Milka. For more information, visit and

Are you fascinated by our delicious business around the Globe? Are you excited about Change?

Have a fantastic opportunity to join with us!

Mondelez International is looking for: Walmart & Costa Rica Sales Senior Manager.


The purpose of this position is to develop the market in his or her specific country or territory for all categories by managing Costa Rica and Walmart as a Global Key Account within Central America. This is reached though planning and execution of different actions required meeting company targets:

-Negotiate and establish with the territorial distributors, global & local key accounts the target growth for each of Mondelez categories and products.

-To lead the planning and design process to achieve the established growth target and the annual sales master plan (IBP Process).

-Coach his team to ensure that all Channels in the country to improve the execution of the commercial strategic plans (Perfect Store, Revenue Management, Right Store, Category Strategies, etc).

-Responsible to achieve or exceed established targets for Sales, merchandising and distribution for the country while working within assigned budgets.


  • Customer Management: Responsible of maintain and ensure the accomplishment of all commercial processes and agreements with a Territorial Distributors, Global & Local Key Accounts within the country or specific area and must interact at all levels (CEO, President, Controller, Marketing Director, Business Manager, General Sales Manager, Sales Managers, Supervisors and Catman). Responsible for ensuring all program, strategies, plans and targets are presented and discussed with all customers with the country or specific area. Establish, discuss and monitor the sales KPI’s with his team (Sales targets, Volume targets, Prices targets, OOS, Features, displays, distribution).

  • Distributor Sales Force Management: Be a partner of the Top Management of all distributors within the country to get commitment and to provide solutions looking for the company targets achievements and commercial agreements accomplishment. Also, be part of the distributors sales leaders through her team or direct is needed to ensure the company strategies that contribute to the execution and achievement of sales targets. Identify, recommend and help develop the necessary capabilities his direct team and distributors team to execute the agreed programs. Responsible to development strategies for MT Main Accounts (Global and Local accounts) and TT Channel through ensuring all Distributors Sales Force best in class execution. Is responsible for influencing Distributors Sales Top Managements establishing agreement like sales targets, sharing information and commercial agreement under contract accomplishment by stablishing 1-1 meetings, group meetings, trade visits as needed. Is responsible to ensure hos team perform ROI analysis for the sales initiatives. For Global Accounts he/she also must ensure the linkage between our KAM’s and Distributors KAM’s to generate a healthy co-partnership in which our KAM’s act like an advisor and can ensure the program implementation and execution. Responsible for solving any issues that stand out.

  • Champion the Planning process and IBP in all aspects and all categories: Be the communicational bridge between all Categories, Category Planning and all distributors within the country, guaranteeing that strategies programed by Categories, Category Planning or both are executed as planned, and achieve the expected results, identifying and reporting opportunities or issues. With Category Planning/Marketing collaborate in the development of an effective categories strategies, and establish all categories goals (volume/revenue), with Category Planning to support a specific trade program to promote the consumer sell out. Provide strategic and tactical input to the planning process and IBP.

  • Sales Incentive Funds Management: Fully responsible to deliver the entire country G2N budget by category, so that in alignment to company policies and to strategies created by each Category, effective sales strategies & programs are executed, achieving volume and revenue targets in all costumers within all channels within the country. Distributors must need this position approval for the use of the assigned budget.

  • Forecasting Process: Actively participate in the forecasting process (IBP SI-SO) for all categories and along with Category Planning and Demand Planner, verify numbers from previous years, actual numbers, sales trends, sales programs, consumers programs, brands support and with his input get the most accuracy estimated by SKU and distribution channels, to ensure the correct product volume according to timings negotiated to accomplish with the trade pullout needs.

  • Relationship with top Customers. Support the relationship between distributor and customers through his team or directly if needed, and cultivate effective relationships with key top customers through regularly scheduled business reviews and ensure effective communication of goals and objectives, always involving the Master Distributor and Client Top Management, in order to achieve desired business results.


Academic Knowledge

  • Bachelor’s Degree in Business, Marketing, Economics or related fields (Degree preferred).

Working Knowledge

  • At least 10 years of experience at sales department, in Consumer Products industry, managing and negotiating with external distributors in Commercial positions of multi-national companies.

  • At least 3 years of leading a Sales Team through handling complex situations and hard decision making.

  • At least 2 years presenting information to a top and/or Staff level management in a concise and persuasive manner. Willing to challenge and question.

  • At least 5 years in a position that handles financials (P&L, Categories GM%, Net Contribution, Budget, Commercial Investment).

  • Have knowledge about competitors, the demand and the market dynamics, preferences of consumers.

  • Have knowledge to recognize strategies and tactics in the market.

  • Advanced English level, oral and written.


  • ROI Management. P&L understanding.

  • Development of strategic partners to best on class execution.

  • Sell and negotiate with impact to ensure business advantage.

  • Able to communicate and execute sales programs within policies and to demonstrate executional decision-making abilities.

  • Huge (at least 10 years) sales experience is essential to support critical problem-solving skills that will be required in dealing with our customers and the Sales Teams.

Mondelez International, Inc. is an equal opportunity and Affirmative Action employer. We actively seek to maintain a diverse work force, and Mondelez International, Inc. therefore recruits qualified applicants without regard to race, color, religion, gender, national origin, age, disability, or Vietnam veteran status.

We invite you to leave your CV to be part of this great team of people and brands who make Mondelez International.

Join our dream of creating delicious moments of joy!

Thank you, we look forward to speaking with you!

Job: Sales Management

Primary Location: LA-CR-San José-Santa Ana

Schedule: Full-time

Req ID: 1812899