Job: Sales Director – LATAM & Travel Retail (Luxury Goods)

Company Description

Our client is a luxury goods company operating within the global premium consumer sector. The company designs, develops, produces, and distributes high-end products through selective wholesale, retail, distributor, and travel retail channels across multiple international markets. The organization combines strong brand standards, product excellence, international reach, and a disciplined commercial approach.

Objective of the Role

Our client is seeking a Director of Sales, LATAM and Travel Retail Americas to lead commercial strategy, sales growth, and market development across Latin America and the Travel Retail Americas channel. Based in Miami, this role will be responsible for driving revenue, profitability, market share, and brand expansion while ensuring consistent execution across subsidiaries, distributors, key accounts, and travel retail partners.

The role includes full P&L responsibility for Mexico, leadership of the Mexico City office, and close coordination with regional and global leadership. The Director will translate global commercial priorities into local market execution, strengthen customer relationships, optimize routes to market, and maintain alignment with luxury brand positioning.

Ideal Profile

The ideal candidate is an experienced commercial leader with a strong background in luxury goods, beauty, fashion, accessories, premium consumer goods, or another selective distribution environment. This person should bring proven experience managing Latin American markets and Travel Retail in the Americas, with strong knowledge of distributor management, key account development, and multi-country B2B sales cycles.

The successful candidate will be strategic, analytical, commercially rigorous, and comfortable operating in an international matrix organization. They should be able to lead teams, influence senior stakeholders, and balance long-term market development with hands-on commercial execution.

Responsibilities

• Define and execute the regional sales strategy for LATAM and Travel Retail Americas, ensuring alignment with global objectives and local market realities.
• Drive revenue growth, profitability, market share, and brand expansion across the region.
• Develop and optimize go-to-market strategies across subsidiaries, distributors, key accounts, and travel retail operators.
• Identify new business opportunities while strengthening existing commercial partnerships.
• Optimize distribution models and routes to market to improve market penetration and operational efficiency.
• Monitor market trends, customer behavior, competitive activity, sell-in and sell-out performance, and key commercial KPIs.
• Lead commercial planning, including forecasting, budgeting, demand planning, and performance reporting.
• Own P&L performance for Mexico and oversee local operations to ensure financial delivery, operational efficiency, and compliance.
• Lead, manage, and develop the regional team, including the Mexico City office.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Partner closely with Marketing, Merchandising, Operations, regional leadership, and headquarters to deliver integrated business plans and successful product launches.
• Represent the company across the region and strengthen relationships with key customers, partners, and internal stakeholders.

Requirements

• Master’s degree or equivalent experience in Business Administration, Sales, Marketing, or a related field.
• Minimum of 10 years of leadership experience in a comparable commercial role.
• Strong background in luxury goods, beauty, fashion, accessories, premium consumer goods, or another selective distribution environment.
• Proven record of driving growth across LATAM and Travel Retail Americas.
• Experience managing distributors, key accounts, and complex regional sales structures.
• Strong understanding of multi-country B2B sales cycles and regional market dynamics.
• Demonstrated P&L ownership, business planning, forecasting, and budget management experience.
• Strong analytical skills, with the ability to use data to drive commercial performance.
• Excellent negotiation, communication, and stakeholder management skills.
• Ability to influence senior leadership, global headquarters, regional teams, and external partners.
• Proven people leadership skills, including the ability to build, manage, and develop high-performing teams.
• Ability to operate effectively in a fast-paced, international, matrixed environment.
• Fluency in English and Spanish required.
• Portuguese is a plus.
• Based in Miami, with willingness to travel frequently across the region