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Sales Manager (PBU Consumer CAM/CAR)

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Fecha: 02-may-2022

Ubicación: Guatemala, GU, GT

Empresa: Goodyear

Lugar: Guatemala  
Representante de Adquisición de Talento de Goodyear: Heather Rodriguez 

Manager PBU Commercial CAM/CAR



Primary Purpose of the Position

This position must take steps to improve P&L statements, and in to be successful, this head must be extremely confident in their ability to work with a variety of departments and teams to

identify savings and opportunities.

Act as the Ambassador of best in class product, pricing & mix management, sales/trade marketing performance practices and market selected business focus across the CAM/CAR


Ensure adherence to regional & standard --- a) mid/long term strategic planning processes/tools vs. ad hoc short term approaches b) standard product/pricing/mix processes/tools

including targets and metrics and c) standard sales performance/trade Marketing planning/processes including targets and metrics across the commercial function to CAM/CAR

Organization Oversee & Support the commercial function d) market back alignment for sales planning/trade marketing investments to the respective TMS strategic plan e) market back

alignment for product/pricing/mix initiatives and priorities to the respective TMS strategic plan.

Drive the operational deployment of the 5-year strategic plan in the CAM/CAR Organization. a) Support the introduction of sales efficiencies (standard automation systems for sales

performance, trade marketing management and sales Incentives). b) Optimize ROI of our current product portfolio by supporting the introduction of standard regional product roadmaps

focused on targeted market segments and supporting regional pricing strategies aimed at sustainable profitable growth for the Commercial Business. c) Drive & Support country

business performance & efficiency via upstream and downstream of scorecard metrics as well as addressing gaps for improvement including Target Setting & Compliance d) market back

alignment for sales planning/trade marketing investments to the respective TMS strategic plan e) market back alignment for product/pricing/mix initiatives and priorities to the respective

TMS strategic plan.



Principle Duties and Responsibilities

Support the LA PBU's Regional Leaders to deploy best in class Strategic Business Frameworks for Mid/Long Term planning to suppress and replace ad hoc non-standard short-term

planning among the country organizations.

• Support the PBU regional leaders in Mapping out commercial market segments, define criteria to select target market segments, map out the Goodyear baseline position in the TMS,

assess competitive gaps and key programs to close such gaps (product portfolio, channel structure, organizational design among other), define what winning looks like in those segments

with yearly P&L projections that are realistic and aligned to GY capability and capacity, propose alternatives on CAPEX that would either enhance results or maximize and address

potential market dynamics.

• Work closely with the leadership team to ensure execution and operational deployment of the agreed strategic business plan and in accordance to the agreed milestones.

• Work closely with the country organizations to ensure the alignment in day to day operations of the different stakeholders as they execute their business plan.

• Engage country back office support organizations (supply chain, manufacturing, IT, marketing), to ensure compliance and adherence to the plan.

• Escalate challenges and frame proposals for solutions to address and mitigate potential roadblocks (both controllable and uncontrollable, both internal and external market driven)

around planned execution.

• In coordination with the LA Regional Sales/Trade Marketing and Product/Pricing Mix leaders, support and ensure adherence to the regional standard Sales/Trade Marketing and

Product/Pricing/Mix programs, processes and tools by the countries.

• Guide and support the country sales & marketing leadership teams on how to plan/manage/analyze and execute matrix views and multi-dimension views on product/pricing/mix

around business objectives and on how to plan/manage/analyze and execute matrix views (product/channel/customer) and multi-dimension views (revenue/volume/margin) for their

respective sales plan.

• Ensure that Trade Marketing plans in the countries are aligned to the sales plan in proportion to each product/channel/customer growth contribution. Manage country performance

via regional standard scorecard and report progress to the PBU Commercial Organization and LA leadership team on an ongoing basis.

• Support the development and deployment of standard product roadmaps across the region in alignment with targeted market segment priorities as defined by the country/region

business plans.

• Drive our supply chain and manufacturing organization to deliver on agreed targets (among other: quality of inventory, inventory levels, sku prioritization for production and

distribution, forecast accuracy, open orders, back orders…).

• Seek efficiencies by automating our sales management process and trade marketing management process by means of regional standard tools. Such tools include both automation

of the GY sales force management (i.e..: sales or similar), as well as customer self-serving management systems for the different channels with focus on our dealer networks,

fleet & services, and direct sales. (i.e.: transactional systems)

• Liaise with regional structure to leverage business practices across the countries.

• Share competitive moves within the Region and optimize the use of company resources in search of sustainable efficiencies within the country.

• Propose and contribute to overall daily planning in support of the PBU Commercial LA leadership team including contributions to budgeting processes, forecasting processes,

business performance processes, and organizational efficiency processes (org structure, systems, automation, channel mg, partnerships...).

• Significantly increase performance up in terms of productivity/output quality of the role. Develop a comprehensive succession plan that would enhance the role and ensure the sustainability of the role over the long term.


Education & Certifications

  • Bachelor's Degree on Business, Marketing or related field
  • Fluent in English and Spanish.



  • Proven Multi-Country Experience Required with emphasis on the Latin American Region. Clear understanding on region culture and market dynamics
  • 7+ years proven Experience including 1 Multinational Corporations with clear track record on business turnaround situations + business growth situations (must have run through

both good and bad economic cycles within the same company).


Knowledge, Skills & Abilities

  • Solid Understanding of business planning, sales/trade market management, and product mgt.
  • Interpersonal Skills - Attentive & Sensitive to Corporate and Cultural Backgrounds, Convince vs. Defeat stakeholders into plans or actions. Common sense.
  • Change Management – Comfortable dealing with Risk, Pressure and Restructuring Environments. Committed to the Organizational Long Term Success whether it rains or snows.


Goodyear es una de las compañías de neumáticos más grandes del mundo. Emplea a, aproximadamente, 64 000 personas y fabrica sus productos en 47 instalaciones de 21 países del mundo. Sus dos centros de innovación ubicados en Akron, Ohio, y Colmar-Berg, Luxemburgo, se esmeran por desarrollar productos y servicios de vanguardia que definan el estándar de la industria respecto de tecnología y desempeño. Para obtener más información sobre Goodyear y sus productos, visite

Goodyear es una organización que ofrece igualdad de oportunidades en el empleo.