Business Development Manager Fragmented Channel

Sazerac Company Overview

Build your career at Sazerac! With almost 400 years of rich history, Sazerac Company has thrived as an independent, American family-owned company with operations in the United States and around the world. Since the 2000s, Sazerac has averaged double digit growth every year! Sazerac Company produces and markets the most award-winning bourbons and whiskeys in the world, including Buffalo Trace, Pappy Van Winkle, Eagle Rare, Blanton’s, and Sazerac Rye. Additionally, Sazerac owns many popular brands across a range of spirits, including Fireball, Southern Comfort, Seagram’s V.O., Myers’s, Goldschläger, Parrot Bay, 99 Brand, and Platinum Vodka. 

We’re proud of our award-winning culture and distilleries. Our Louisville office has been named one of the “Best Places to Work in Kentucky” four times, and our Buffalo Trace Distillery has earned the title of “world’s most award-winning distillery” through the dedication of our craftsmen for well over 200 years. Whether you’re a recent graduate or an experienced professional, Sazerac provides extraordinary opportunities for growth with competitive salaries and benefits in an exciting, entrepreneurial industry.

Company/Location Overview

Mexico City, Mexico

Job Description/Responsibilities

We are seeking a dynamic and commercially driven Business Development Manager to lead the development and execution of our fragmented channel strategy across Mexico. In this role, you will identify, evaluate, and build strategic partnerships with wholesalers and route-to-market partners to expand the reach of our portfolio and strengthen our presence within traditional trade channels.

You will play a key role in understanding regional market dynamics, mapping channel opportunities, and developing scalable distribution solutions that drive sustainable business growth. Working cross-functionally, you will assess partner capabilities, negotiate and manage strategic relationships, and help optimize market coverage across diverse geographies.

The ideal candidate combines strong business development expertise with a deep understanding of distribution networks, wholesaler management, and traditional trade environments. You are analytical, relationship-oriented, and motivated by creating growth opportunities through effective partnerships and market expansion.

Success in this role will be reflected in increased distribution reach, stronger channel partnerships, enhanced market penetration, and the development of scalable route-to-market capabilities that support long-term growth.

Responsibilities:

• Develop Fragmented Channel Strategy

Lead the development of Sazerac's fragmented channel strategy by identifying growth opportunities, prioritizing target geographies, and building scalable route-to-market plans through wholesalers and traditional trade partners.

• Build Strategic Wholesaler Partnerships

Identify, evaluate, and develop relationships with key wholesalers across Mexico to expand distribution, improve execution capabilities, and strengthen market presence.

• Map Channel Structure & Capabilities

Develop a comprehensive understanding of the fragmented channel landscape, including market share, geographic coverage, category expertise, execution capabilities, customer reach, and growth potential of key wholesalers.

• Drive Distribution Expansion

Partner with wholesalers and internal stakeholders to expand distribution, improve availability, and increase penetration of priority brands across traditional trade outlets.

• Build Data-Driven Commercial Decisions

Leverage market intelligence, customer insights, wholesaler performance data, and channel analytics to identify opportunities, prioritize investments, and support commercial decision-making.

• Improve Cross-Functional Alignment

Partner with Marketing, Supply Chain, Finance, Trade Marketing, and Distributor teams to ensure route-to-market strategies are aligned and executable.

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Qualifications/Requirements

Required qualifications

• Bachelor’s degree in business, Marketing, Administration, Finance, or related field.
• 8+ years of experience in Commercial, Business Development, Distributor Management, Route-to-Market, or Traditional Trade roles.
• Proven experience working with wholesalers, distributors, or fragmented trade channels.
• Strong commercial and negotiation experience with responsibility for revenue growth and customer development.
• Advanced analytical and financial acumen.
• Advanced English proficiency.

Preferred qualifications

• Experience within alcoholic beverages, spirits, or highly regulated consumer goods categories
• MBA or postgraduate studies in Business or Commercial Management

 Experience

• Proven experience developing route-to-market strategies and expanding distribution through wholesalers, distributors, or fragmented trade channels.
• Demonstrated ability to identify, evaluate, and build strategic partnerships that drive sustainable business growth.
• Experience analyzing market structures, geographic opportunities, customer coverage models, and channel capabilities to inform commercial decisions.
• Demonstrated ability to operate successfully in fast-paced, matrixed, or lean organizations, balancing strategic leadership with hands-on execution and cross-functional collaboration.
• Strong analytical and execution capabilities, including business analysis, reporting, dashboard development, presentation creation, execution tracking, and data-driven commercial decision-making.