🌎
This job posting isn't available in all website languages

Commercial Strategy and Sales Manager

📁
Marketing
💼
Sales
📅
MAR0000PX Requisition #
Share this Job
Job Title: Commercial Strategy and Sales Manager, Mexico & ROLA

Reporting To: General Manager LATAM

Location: Mexico City/Mexico

Territory Scope: Mexico, Rest of Latin American Countries excluding Brazil

Your Mission

This role includes but is not limited to the following tasks/duties:

BASIC FUNCTION:

The Commercial Strategy and Sales Manager position is responsible for the tactical management and strategic leadership for the development of Activision's key video game product sales for assigned LATAM distributors, channels and retailers in Mexico & ROLA territories.  Achievement of revenue and full game targets within assigned spending budgets is a core accountability of the position, which will be achieved through customer business planning, flawless execution of commercial controllable "building blocks," and leading the development of the overall relationship with assigned business partners at multiple levels in the division.

KEY RESPONSIBILITIES AND DUTIES:

DISTRIBUTION

  • Lead and manage the interface with the local distribution network/partners to drive sales, distribution, marketing and to promote AB portfolio in the territory.  
  • Maximize product lifecycle revenue / profitability at assigned customers from pre-sell, to launch, and beyond.  Maximize launch revenue through product evangelism and consultative selling using benchmark title data.
  • Establish long lead planning with assigned customers to maximize upstream planning and execution.
  • Establish, maintain, and continuously improve the AB distribution model effectiveness.
  • Support business partners in reviewing and approving requirements, and defining key priorities.
  • Recommend & implement plan of actions to maximize sales growth, expand revenue and increase market share.

CUSTOMER MANAGEMENT

  • Develop and maintain partnerships with customers to exploit new release, catalog revenue opportunities and mutual business growth.
  • Interface with the distribution channel network building productive and trustful relationships.
  • Articulate the goals and objectives of projects and how they impact the business.
  • Identify & evaluate new potential customers in partnership with local distribution.
  • Identify & evaluate new potential channels, digital, e-commerce and digital at retail (POSA, ESDs, etc).
  • Meet face to face with key stakeholders and external partners on a quarterly basis.

MANAGEMENT OF SALES FUNDAMENTALS

  • Oversee existing relationships with customers to ensure Activision-Blizzard products are represented in line with Activision’s franchises and brand strategies.
  • Maintain a thorough understanding of the Sales, Distribution, Pricing, and Revenue Management business processes across all channels, franchises and geographies to ensure that the capability roadmap considers all relevant needs.

MERCHANDISING AND CONSUMER MARKETING

  • Plan and execute, in partnership with local Marketing Manager, account specific merchandising and marketing programs designed to build mass awareness, maximize in-store presence, drive trial and purchase intent at key retailers and sales channels to drive both physical and digital sales.
  • Drive growth through innovative and differentiated initiatives at key retailers aiming category penetration and market share increase.
  • Stay aligned with demand generation functions at corporate level and local marketing strategies to maximize brand awareness and sell thru.
  • Maximize Activision's in-store presence by building 3rd parties and local agencies partnerships.
  • Leverage product evangelism, consultative selling, and customer expertise to garner customer alignment to plans. Manage all customer activities within budget. Lead financial analysis of program effectiveness.

PRICING

  • Recommend price strategies based off market competitive analysis, macro-economic fundamentals and AB cost-structure.
  • Understand micro/macro-economic environment and its implications to the videogame category in Mexico/ROLA territories. 
  • Understand the value chain P&L and its variables, SRP, mark-down, FX rates, COGS and distribution costs.
  • Develop, align and implement a quarterly promotional plan to optimize life-cycle in line with corporate parameters.
  • Update the trade promotion spending tracking tools and systems that monitors spending on a quarterly basis.
  • Communicate pricing issues and opportunities to corporate to maximize product replenishment.

FORECASTING

  • Communicate product launch and ongoing inventory needs with corporate.  Align customer to product forecast expectations.  Maximize product launch and quarterly forecast accuracy.
  • Have weekly calls with Operations corporate to update the field forecast of products and secure proper fulfilment and on-time replenishment.
  • Work with our distributor and retail partners to get updated sell-through reporting under our system specs that feeds in to AB corporate.

SALES EXECUTION

  • Prepare and deliver multi-faceted, best in class sales meeting presentations that contain industry, regional and account insights as well as cutting edge product information.
  • Maintain a leadership role on all customer related transaction issues including order processing and logistics, marketing fund accrual deductions, and customer service.
  • Compile, monitor and report sell-through in the region and share findings with key stakeholders.  Use sell-through data for future bench marking sell-in purposes.
  • Support Digital Commerce activities in region to support First Party console initiatives that drive digital game downloads and in-game content sales.

CORPORATE COMMUNICATION

  • Prepare monthly reports to management as well as status report as they are required.

LONG TERM STRATEGIC PROJECTS

  • Identify and evaluate go-to-market alternative models to optimize and capture efficiencies to AB business.
  • Review activities of project team members to ensure project progresses on schedule and within prescribed budget while meeting business objectives.
  • Effectively engage with the wider business audience to gather widespread support for projects.

Principal Working Relationships:

  • Interaction with customers and external business partners at all levels from Junior Administrators to Business Planners to Sr. Buyers and Company Owners
  • GM Latin America and Americas VPs
  • Regional team: Local Marketing leads, PR manager LATAM and shared resources: LAM/CAM Finance dedicated and LAM/CAN Forecast Manager.
  • Interaction with Activision-Blizzard internal cross functional teams including Customer Service, Operations and Sales Planning, Commercial Digital Team, Finance, Commercial Marketing and Brand Units Teams, PR, Trade Events, Consumer Prodcuts and Legal.

Player Profile

  • Undergraduate 4 year degree from a major university in Business or Marketing. MBA preferred.
  • Minimum of 5 years commercial, sales and/or marketing experience preferably in CPG or Entertainment Software Industry.
  • Knowledge of video game industry and specifically Latin America market
  • Bi-Lingual; Spanish/English.
  • Excellent quantitative and forecasting skills.
  • Customer centric and demand-generation mind-set.
  • Experience in multi-channel distribution, digital, e-commerce and other raising new channels.
  • The ideal candidate will be extremely organized and take a logical and methodical approach to problem solving.
  • Strong entrepreneurial drive with high standards of excellence.
  • Analytical, ability to interpret numbers, projections and business trends
  • Ability to assess trade promotion effectiveness.
  • Experience developing budgets and forecasts, as well as managing expenditures.
  • Experience defining and presenting high level strategies to a range of internal and external stakeholders.
  • Presentation skills to large and public audiences
  • Thorough business acumen and understanding of organizational issues and challenges.
  • Ability to influence others and move toward a common vision or goal
  • Ability to lead and motivate direct and non-direct reports.
  • Focused & accountable: develop business cases, manage budgets and ensure financial accountability.
  • Find common ground: resolve or escalate issues that impact the project schedules and overall business initiatives.
  • Take initiative: facilitate the process to set priorities when competing objectives exist.
  • Willingness and availability to travel as required.

Your Platform

We’re headquartered in Santa Monica, California, housing multiple teams across many disciplines of Marketing, PR, Sales, Supply Chain and other corporate functions such as HR, IT, Legal, Facilities and Finance. Santa Monica is the nerve center of our company, where the best ideas combine with unrivalled rigor to create the biggest and best entertainment experiences in the world.

Our World

Great Games Start with Great People!  This is an exciting time to join us!

Ask anyone who works at Activision, or with Activision, their favorite thing about it, and they’ll tell you, it’s the people. We have world class brands, infrastructure and resources, but our success doesn’t come from assembly lines producing widgets. Our success comes from people producing greatness together. We are nothing without our employee’s brilliance. So if you’re interested in our biggest priority, it’s the people.

Activision is more than just the leading developer and publisher of video games; we are the creators of some of the world’s biggest, most ground-breaking titles in the industry. Our portfolio includes Call of Duty® and Crash Bandicoot™.

Activision is a division of Activision Blizzard (NASDAQ: ATVI), headquartered in Santa Monica, California with locations across the globe. Activision Blizzard is one of the world's largest and most successful interactive entertainment companies and is at the intersection of media, technology, and entertainment. A member of the S&P 500 and recognized on the 2018 FORTUNE 100 Best Companies to Work For® list, Activision Blizzard has operations throughout the world with approximately 10,000 employees and players in 196 countries.

The video game industry and therefore our business is fast-paced and will continue to evolve. As such, the duties and responsibilities of this role may be changed as directed by the Company at any time to promote and support our business and relationships with industry partners.

Previous Job Searches

My Profile

Create and manage profiles for future opportunities.

Go to Profile

My Submissions

Track your opportunities.

My Submissions