Ornua · 1 week ago
Director of Sales, LATAM
United States
Full-time
Remote
Director/Executive
$140K/yr - $160K/yr
10+ years expOrnua is Ireland’s largest exporter of Irish dairy products, and they are seeking a seasoned and entrepreneurial Director of Sales – LATAM to lead the next phase of Ornua Foods North America’s international expansion across Latin America. This high-impact leadership role is responsible for building and executing the regional go-to-market strategy, accelerating distribution, overseeing distributor performance with full P&L accountability, and ensuring brand and regulatory compliance.
AgricultureDairyFarmingFood DeliveryLogisticsSupply Chain Management
Responsibilities
Develop and lead the LATAM commercial strategy, including defining market entry models, channel and customer priorities, pricing, promotional and product strategies
Focus on Mexico as priority market, creating tailored growth plans based on consumer insights and preferences, category dynamics, and competitive dynamics, while starting to develop an approach for Brazil
Build detailed market launch roadmaps, including regulatory, import, and rout-to-market considerations, working cross-functionally with legal, regulatory supply and operations
Deliver annual sales, distribution, and profit targets across LATAM region, with an emphasis on hitting KPIs in Mexico
Own and manage the regional P&L, balancing pricing, trade spend, promotional ROIs and profit
Own forecasting demand and co-create Supply Chain model that is efficient and meets financial objectives
Evaluate and recommend margin improvement strategies in Year 1, including optimizing distributor model and supply chain efficiencies to enhance profitability
Lead customer acquisition and build strategic partnerships with top retailers, distributors and eCommerce platforms in Mexico, as well as Brazil
Deepen partnerships with key regional accounts such as Costco, Sam’s Club, and Walmart, ensuring close collaboration and alignment with US- based account leads
Negotiate contracts, annual trade agreements and promotional calendars, launch innovation that is appropriate for the market
Identify ways in and expand distribution footprint across modern trade, club and online to maximize brand reach
Oversee distributor relationships in Mexico and other LATAM markets, ensuring they deliver against commercial objectives, including Volume, Revenue, EBITA
Establish route to market and identify distributor in Brazil who can deliver on our growth ambitions
Ensure adherence to Ornua and Kerrygold brand standards and execution excellence across packaging, labelling, and in-market activation
Manage documentation and regulatory reporting requirements, including those needed for Irish and local government compliance
Serve as a Senior Commercial voice for LATAM with Sales organization, translating global priorities into regional objectives
Partner closely with Marketing, Category, Finance, Supply, Regulatory, and Legal to ensure seamless market entry and execution, as well as innovation pipeline that is tailored to LATAM consumer needs
Collaborate with senior leadership on the long-term organizational design of LATAM operations
Qualification
Required
10+ years of progressive sales leadership experience in CPG industry, with a strong track record of international expansion and emerging markets
Bachelor's degree required, MBA preferred
Proven experience launching and scaling brands in Latin America, with direct experience in Mexico
Deep understanding of retail dynamics, trade structures, distributor networks, and regulatory considerations in LATAM
Demonstrated success in customer acquisition, joint business planning, trade negotiations, and P&L ownership
Exceptional cross-cultural communication and relationship-building skills, fluency in Spanish required, Portuguese preferred
Willingness to travel, both domestically and internationally
Self-motivated and positive attitude with great energy and growth mindset. Passionate about good, high-quality food
Preferred
Experience launching and scaling brands on Brazil strongly preferred
Fluency in Portuguese preferred
Benefits
Low employee contribution for Medical, Vision and Dental benefits cover
401k
Paid Time Off
Maternity Leave (20 weeks)
Parental Leave
Flexible working
Fitness Reimbursement
Charity Donation
Complimentary Kerrygold products
Free car parking and secure bicycle storage
Free healthy snacks and drinks in the office
Reward & Recognition program
Volunteering opportunities
Long Service Awards
Company
Ornua
Ornua is a cooperative that connects dairy farmers with customers, producers, and consumers around the world.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$1.29B2017-12-19Debt Financing· $722.07M
2017-06-08Acquired
2014-02-01Debt Financing· $566.52M
Leadership Team
Shane Barry
HR Business Partner
Recent News
2026-01-09
2025-11-25
2025-11-05
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