Senior Director, Capabilities LATAM

Job Description Summary:

Our vision is loved brands, done sustainably, for a better shared future. We strive to provide cutting-edge excellence in ingredients, innovation, design, and marketing.

This role serves as the organizational lead in advancing disruptive commercial capabilities, supporting our growth in several fronts of modern trade capabilities, customer service, and distribution partnership with other CPGs, among others.

The successful candidate will demonstrate strong relationship-building skills, the ability to implement sales force and trade capabilities, knowledge of modern trade channel and a results-driven, revenue-focused mindset supported by solid experience.

What You’ll Do for Us 

• Act as a key transformation leader, driving the evolution and upskilling of the Modern Trade sales teams (Merchandisers, Supervisors, and KAMs) across the KO LATAM system.

• Lead customer service function driving high fill rate service level, right inventory days on hands and logistics efficiency projects together with Bottlers

• Lead the evolution of the Modern Trade Route-to-Market (RTM) model, including sales force design and sizing, review of operating routines, role profiles, and incentive structures.

• Drive the implementation of sales force automation tools for Modern Trade teams (Merchandisers, Supervisors, and KAMs), while embedding a forward-looking, innovation-driven mindset aligned with market trends such as Agentic AI, Video Recognition, and advanced digital capabilities.

• Collaborate closely with Latin America KO bottlers (LATAM and local teams), as well as internal KO teams including Operations and Platform Services, to deploy scalable processes and technologies for Modern Trade.

• Lead distribution partnerships with other CPGs across LATAM, supporting our long term growth strategy to provide full solutions for customer and consumer occasions, driving incremental dedicated OI and high customer experience (Net Promoter Score)

• Deliver tangible impact on OI, Revenue, ICE, and OSA performance in the Modern Trade channel through the successful deployment of sales capabilities and transformation initiatives.

Qualifications & Requirements 

• Exceptional stakeholder and relationship management capabilities, with the ability to engage and influence at all organizational levels, both internally and externally (suppliers, contractors, bottlers). Demonstrates clear, persuasive, and impactful communication tailored to diverse audiences.

• Proven leadership and execution excellence, with the ability to prioritize, collaborate, and deliver multiple complex initiatives in parallel. Brings strong problem-solving skills and the capacity to structure ambiguous business challenges using robust analytical frameworks.

• Strong strategic, analytical, and conceptual thinking, with a demonstrated ability to translate strategy into disciplined, flawless execution, supported by solid commercial acumen.

• Strong understanding of artificial intelligence and machine learning algorithms deployed for sales and commercial areas.

• Deep understanding of bottler business operations, with prior experience in franchise or bottling environments strongly preferred, along with a consistent track record of effective stakeholder engagement.

• Solid knowledge of the Modern Trade channel, Route-to-Market models, and Sales Force Automation tools is highly desirable.

• +12 years of professional experience, preferably within the consumer goods and/or beverage industry, with progressive responsibility in commercial or sales-related roles.

• Fluent in English and Spanish is mandatory

What We Can Do For You 

• Iconic Brand: Work on the most recognized brand in the world and be part of developing the brands next chapter. 

• Exposure to World Class Leaders: Availability to global marketing leaders that will expand your network and exposure you to emerging digital platforms and marketing insights.  

• Creative Team Culture: Be inspired by the best brand leaders and agencies in the world, which creates a creative culture that supports taking risks and innovation. 

Skills:

Business Development, Business Planning, Collaborative Leadership, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Group Problem Solving, Influencing, Long Term Planning, Operational Assessment, Sales Forecasting, Sales Management, Sales Process, Solutions Selling, Waterfall Model

Location(s):

Mexico

City/Cities:

Mexico

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

July 10, 2026

Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.