3Os Manager

Reports to: National Sales Manager

Direct Reports: 5 Area Managers (3Os Channel)

Role Purpose

The 3Os Manager is responsible for ensuring flawless execution of commercial plans, sell-in and sell-out performance within the 3Os channel across Brazil. This role leads and develops a team of Area Managers to drive disciplined execution, operational excellence, market visibility, and sustainable business growth aligned with the national commercial strategy.

Key Responsibilities

1. Team Leadership & Field Execution

Maintain a strong field presence by regularly accompanying Area Managers on customer visits, route planning, negotiations, and execution reviews.

Provide hands-on coaching and continuous development to strengthen sales capabilities, negotiation skills, execution discipline, and business acumen.

Ensure alignment of all Area Managers with national commercial strategies, operating standards, and performance expectations.

Identify and replicate best practices across regions to improve overall channel effectiveness and consistency.

Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.

2. Channel Management – 3Os

Monitor regional and territory performance, identifying risks, gaps, and growth opportunities.

Develop and implement short-term action plans to accelerate results and recover underperformance.

Analyze market trends, customer needs, competitive landscape, and regional opportunities, translating insights into pragmatic commercial actions.

Standardize commercial processes, tools, and execution methodologies to improve productivity and consistency across the channel.

Support strategic negotiations with key regional customers and high-impact business opportunities.

3. Commercial Planning & Forecasting

Build, monitor, and deliver accurate sales forecasts for the 3Os channel.

Translate national commercial strategy into clear regional targets, KPIs, dashboards, and operating routines.

Lead weekly and monthly performance reviews with Area Managers to ensure execution discipline and target achievement.

Assess business risks and opportunities and prepare action scenarios to support sustainable and profitable growth.

4. Cross-Functional Collaboration

Partner closely with Marketing, Trade Marketing, Operations, Finance, and Supply Chain teams to ensure alignment and agility in commercial execution.

Provide robust market and field insights to the National Sales Manager to support strategic decision-making and investment priorities.

Collaborate cross-functionally to ensure execution excellence at customer and market level.

5. Commercial Governance & Capability Development

Ensure adherence to pricing policies, negotiation guidelines, trade investment parameters, and service standards.

Drive implementation and adoption of commercial tools, reporting systems, and performance management routines.

Promote capability building and continuous improvement initiatives across the Area Manager team.

Ensure disciplined execution and compliance with company commercial governance standards.

Qualifications & Experience

Previous experience in a similar commercial leadership role.

Strong retail and channel management experience.

Solid understanding of market dynamics, regional differences, and customer/channel needs.

Bachelor’s Degree in Business Administration, Marketing, Public Relations, or related field.

Proven leadership and people management capabilities, including coaching, feedback, and team development.

Strong organizational and analytical skills with the ability to manage multiple priorities simultaneously.

Excellent communication, negotiation, and stakeholder management skills.

Key Competencies

Leadership & Coaching

Commercial Acumen

Strategic Thinking

Execution Excellence

Analytical Skills

Cross-Functional Collaboration

Results Orientation

Problem Solving & Decision Making

Adaptability & Agility