Job Description:
Panama DTT represents 42% of total AVC consumption, supported by approximately 7,500 active points of sale. The channel continues to deliver attractive momentum, with Chocolate growing at 10% and Confections at 14%, confirming its relevance as a key growth platform.
Within a highly competitive environment led by strong international brands, we maintain a solid market position, with over 36% market share in Chocolate, 25% in Confections, and 17% share within the DTT channel.
The primary opportunity lies in unlocking the full potential of DTT by expanding weighted distribution of the must‑have portfolio, ensuring broader and more consistent presence in priority outlets. Additional growth levers include accelerating wholesale channel development, increasing drop size per executive visit, and driving Opening Price Point (OPP) products to maximize penetration, accessibility, and purchase frequency.
With these levers in place, DTT offers the largest runway for sustainable, profitable growth in Panama, reinforcing its role as a strategic pillar for the confectionery portfolio.
Key Responsibilities
Please list the most important and relevant responsibilities
1. Manage the Total Traditional Trade Channel
Own the end‑to‑end management of the DTT channel, including stores, wholesalers, and route‑to‑market distributors, identifying and activating key commercial levers to drive sustainable growth.
2. Drive Distribution Expansion
Lead initiatives to increase numeric and weighted distribution of the must‑have portfolio, deploying the right products by outlet typology and customer segmentation.
3. Develop Wholesale & Route‑to‑Market Execution
Actively develop the wholesale channel as a growth platform, ensuring alignment with distributor execution models and priorities.
4. Increase Productivity per Visit (Drop Size)
Define and execute actions to increase drop size per sales visit, optimizing portfolio mix, pricing architecture, and execution priorities at point of sale.
5. Lead Brand & Portfolio Execution in DTT
Execute brand strategies within the channel, including Opening Price Point (OPP) product deployment, visibility priorities, and promotional mechanics aligned to channel realities.
6. Manage and Influence the Sales Force
Lead, coach, and influence the sales force, ensuring disciplined route management, daily route planning (day‑to‑day execution), and consistent focus on commercial impact.
7. Design and Execute Incentive Programs
Define, implement, and track sales incentive plans to align distributor and sales force behavior with strategic priorities.
8. Translate Market Insights into Action
Monitor market and execution data to anticipate channel dynamics and convert insights into clear, actionable commercial plans.
9. Lead Stakeholder Alignment
Build and manage strong relationships with distributors and internal cross‑functional teams, ensuring full alignment around commercial objectives.
10. Ensure Field Presence & National Coverage
Maintain strong field presence, traveling nationwide to ensure execution excellence, market closeness, and continuous performance follow‑up.
This role is responsible for leading the commercial agenda of the Traditional Trade (DTT) channel in Panama, working closely with one strategic distributor and overseeing execution delivered through a sales organization of 29 sales representatives, 4 supervisors, and 1 Channel Manager.
The role shapes direction, priorities, and ways of working, ensuring the business grows at pace through strong planning, disciplined execution, and rigorous KPI tracking, while also coordinating adjacent channels such as Foodservice and Pharma to maximize total market impact and portfolio reach.
Success in this role requires the ability to influence without direct authority, as the sales force and frontline execution sit within the distributor organization, as well as strong cross‑functional collaboration with Marketing, Finance, Demand Planning, and other support teams whose actions directly impact commercial results.
The associate is expected to think and act Bigger and Bolder, challenging the status quo, identifying growth opportunities, and activating the right commercial levers to accelerate distribution, productivity, and brand presence in market.
All decisions and behaviors are guided by the Mars Five Principles, ensuring sustainable growth, long‑term value creation
What are we looking for? Bachelor’s degree or high school diploma. 2+ years of experience in the sales field. Preference is with CPG products. Possession of valid drivers license.
What can you expect from Mars? Work with diverse and talented Associates, all guided by the Five Principles. Join a purpose driven company, where we’re striving to build the world we want tomorrow, today. A strong focus on learning and development support from day one, including access to our in-house Mars University. An industry competitive salary and benefits package, including company bonus.