Business Development Manager - LATAM
The Business Development Manager - LATAM is responsible for the overall leadership of Latin America distributors and direct accounts to deliver annual sales, margin, cash flow, and distribution objectives aligned with the strategic and annual plan. The Business Development Manager oversees all distribution-related functions in Latin America as part of the Global Export Management team. This role develops and implements the LATAM distribution strategy, policies, authorization framework, and commercial toolbox in alignment with Global Export and Gibson, Inc. direction. The position drives revenue, profitable distribution expansion, and brand-building initiatives while ensuring partners meet brand standards, financial targets, legal obligations, and operational excellence requirements. Essential Functions Define and execute the LATAM distribution strategy to deliver sales, share, margin, and profitability targets. Develop the 3-year Strategic Business Plan (SBP) and annual/seasonal growth plans, including landscape analysis, strategic choices, KBDs, and growth drivers. Deliver accurate SKU-level forecasts and rolling demand plans; establish classification systems for channel partner types. Select, evaluate, and manage distributors and direct accounts; define qualification criteria and build a high-performance partner network. Establish and renew distributor agreements, terms & conditions, and "Gives & Gets"; ensure legal, brand, online, and operational compliance. Build joint long-term and annual business plans with partners across distribution, category, and marketing. Monitor inventory levels, sell-out, and depletion to ensure healthy stock aligned with market potential. Set differentiated pricing strategies by category and channel to maximize margin and brand strength. Enforce clear policies to prevent grey market activity and transshipping. Ensure exceptional consumer experience and drive sell-through excellence in-store and online. Define distributor KPIs and KBDs; track performance through monthly reviews, QBRs, and reporting. Monitor sales, POs, profitability, and distribution; execute corrective actions when needed. Lead regional demand planning (monthly, quarterly, annual), provide 4+8 forecasts, and contribute to S&OP cycles. Deploy commercial tools (price lists, catalogs, samples, GTM calendar) in partnership with cross-functional teams; deliver product and assortment training. Coordinate distributor participation in global commercial meetings and lead LATAM summits and top-to-top sessions. Collaborate with Finance and Legal on agreements, credit terms, cash flow, inventory control, and credit risk management. Review budget performance and channel contribution and proactively drive corrective actions. Perform other duties as assigned. Required Skills/Abilities Decisive strategic leader with strong ownership, execution discipline, and proven ability to develop and implement commercial strategies. Strong commercial and financial acumen, including P&L oversight, budgeting, and value-driven decision-making. Results-oriented and customer-centric; performs effectively in fast-paced omnichannel environments with high autonomy. Adaptable, resilient, and able to prioritize and pivot quickly while maintaining a positive mindset. Business development oriented; skilled in identifying growth opportunities and using analytics/KPIs to guide decisions. Effective in matrix environments; builds trust and strong cross-functional relationships across global teams. Excellent written and verbal communicator; delivers concise content, impactful presentations, and clear messaging. Required Education and Experience 1015 years of senior Commercial/Sales leadership managing LATAM distributors, direct accounts, and export operations with revenue, margin, and EBIT accountability. Experience in international premium Musical Instrument brands (preferred). Extensive experience with channel partner frameworks: contracts, policies, selection criteria, long-term and annual plans, and equitable terms. Hands-on experience developing and executing omnichannel strategies with international partners. Bachelor's or Master's degree in Business, Marketing, or related field, or equivalent experience. Essential Knowledge Experienced/Proficient in Microsoft Word, Power Point, Excel, and Outlook and Business Tools. Skilled in CRM systems as a user. Technology, Online and Digital savvy. Working knowledge of manufacturing environments and pertinent concepts; as well as, in ERP functional concepts especially, in the Order-to-Cash process operation. Hands-on or working knowledge of U.S. Customs export requirements, INCOTERMS, tariff codes, bulk-transport packaging, multimodal transportation and all required export documentation PI's, CI's, PL's and BOL's, among others. Commercial Channel Partner Toolbox Development and Assortment Planning (Channel Right Assortment). Good understanding of Retailing and Ecommerce: Growth Levers, KBDs, Retail Math, Merchandising Metrics. Good Brand and Marketing skills; expertise in Shopper-, Recommender and Influencer Marketing. Fluent communication skills in English and Spanish, both written and oral. Portuguese language skills are desired. Personal Qualities Proactive problem solver who questions, challenges, and identifies solutions efficiently. Naturally curious and continuously seeking process improvement. Demonstrate strong judgment, discretion, and diplomacy. Skilled at diagnosing root causes and resolving issues effectively. Maintains confidentiality and professionalism with sensitive matters. Energetic, personable, team-oriented, and able to foster a positive, inspirational work environment. Passion for music and familiarity with the industry; guitar playing is a plus. Travel Requirements Local and international travel required; distributor, customer and market visits; periodic travel to Gibson HQ, Commercial meetings, tradeshows events; (total travel rate approximately 25%-30%; recommend the use of frequent video conferencing). Physical Demands Typical office environment Ability to lift up to 25 pounds
The Business Development Manager - LATAM is responsible for the overall leadership of Latin America distributors and direct accounts to deliver annual sales, margin, cash flow, and distribution objectives aligned with the strategic and annual plan. The Business Development Manager oversees all distribution-related functions in Latin America as part of the Global Export Management team. This role develops and implements the LATAM distribution strategy, policies, authorization framework, and commercial toolbox in alignment with Global Export and Gibson, Inc. direction. The position drives revenue, profitable distribution expansion, and brand-building initiatives while ensuring partners meet brand standards, financial targets, legal obligations, and operational excellence requirements. Essential Functions Define and execute the LATAM distribution strategy to deliver sales, share, margin, and profitability targets. Develop the 3-year Strategic Business Plan (SBP) and annual/seasonal growth plans, including landscape analysis, strategic choices, KBDs, and growth drivers. Deliver accurate SKU-level forecasts and rolling demand plans; establish classification systems for channel partner types. Select, evaluate, and manage distributors and direct accounts; define qualification criteria and build a high-performance partner network. Establish and renew distributor agreements, terms & conditions, and "Gives & Gets"; ensure legal, brand, online, and operational compliance. Build joint long-term and annual business plans with partners across distribution, category, and marketing. Monitor inventory levels, sell-out, and depletion to ensure healthy stock aligned with market potential. Set differentiated pricing strategies by category and channel to maximize margin and brand strength. Enforce clear policies to prevent grey market activity and transshipping. Ensure exceptional consumer experience and drive sell-through excellence in-store and online. Define distributor KPIs and KBDs; track performance through monthly reviews, QBRs, and reporting. Monitor sales, POs, profitability, and distribution; execute corrective actions when needed. Lead regional demand planning (monthly, quarterly, annual), provide 4+8 forecasts, and contribute to S&OP cycles. Deploy commercial tools (price lists, catalogs, samples, GTM calendar) in partnership with cross-functional teams; deliver product and assortment training. Coordinate distributor participation in global commercial meetings and lead LATAM summits and top-to-top sessions. Collaborate with Finance and Legal on agreements, credit terms, cash flow, inventory control, and credit risk management. Review budget performance and channel contribution and proactively drive corrective actions. Perform other duties as assigned. Required Skills/Abilities Decisive strategic leader with strong ownership, execution discipline, and proven ability to develop and implement commercial strategies. Strong commercial and financial acumen, including P&L oversight, budgeting, and value-driven decision-making. Results-oriented and customer-centric; performs effectively in fast-paced omnichannel environments with high autonomy. Adaptable, resilient, and able to prioritize and pivot quickly while maintaining a positive mindset. Business development oriented; skilled in identifying growth opportunities and using analytics/KPIs to guide decisions. Effective in matrix environments; builds trust and strong cross-functional relationships across global teams. Excellent written and verbal communicator; delivers concise content, impactful presentations, and clear messaging. Required Education and Experience 1015 years of senior Commercial/Sales leadership managing LATAM distributors, direct accounts, and export operations with revenue, margin, and EBIT accountability. Experience in international premium Musical Instrument brands (preferred). Extensive experience with channel partner frameworks: contracts, policies, selection criteria, long-term and annual plans, and equitable terms. Hands-on experience developing and executing omnichannel strategies with international partners. Bachelor's or Master's degree in Business, Marketing, or related field, or equivalent experience. Essential Knowledge Experienced/Proficient in Microsoft Word, Power Point, Excel, and Outlook and Business Tools. Skilled in CRM systems as a user. Technology, Online and Digital savvy. Working knowledge of manufacturing environments and pertinent concepts; as well as, in ERP functional concepts especially, in the Order-to-Cash process operation. Hands-on or working knowledge of U.S. Customs export requirements, INCOTERMS, tariff codes, bulk-transport packaging, multimodal transportation and all required export documentation PI's, CI's, PL's and BOL's, among others. Commercial Channel Partner Toolbox Development and Assortment Planning (Channel Right Assortment). Good understanding of Retailing and Ecommerce: Growth Levers, KBDs, Retail Math, Merchandising Metrics. Good Brand and Marketing skills; expertise in Shopper-, Recommender and Influencer Marketing. Fluent communication skills in English and Spanish, both written and oral. Portuguese language skills are desired. Personal Qualities Proactive problem solver who questions, challenges, and identifies solutions efficiently. Naturally curious and continuously seeking process improvement. Demonstrate strong judgment, discretion, and diplomacy. Skilled at diagnosing root causes and resolving issues effectively. Maintains confidentiality and professionalism with sensitive matters. Energetic, personable, team-oriented, and able to foster a positive, inspirational work environment. Passion for music and familiarity with the industry; guitar playing is a plus. Travel Requirements Local and international travel required; distributor, customer and market visits; periodic travel to Gibson HQ, Commercial meetings, tradeshows events; (total travel rate approximately 25%-30%; recommend the use of frequent video conferencing). Physical Demands Typical office environment Ability to lift up to 25 pounds