Director of Sales, LATAM

Reports to: VP/Head of Sales – Ornua Foods North America

Position Type: Full-time, Exempt

Ornua (meaning “new gold”) is Ireland’s largest exporter of Irish dairy products, proudly bringing the unique taste of Irish dairy to the world since 1961.

Are you a seasoned senior CPG sales leader, energized by a once-in-a-lifetime opportunity to drive the next phase of growth for a purpose-led organization?

Ornua is actively seeking a seasoned and entrepreneurial Director of Sales – LATAM to lead the next phase of Ornua Foods North America’s international expansion across Latin America, with a primary focus on Mexico and Brazil.

This high-impact leadership role is responsible for building and executing the regional go-to-market strategy, accelerating distribution, overseeing distributor performance with full P&L accountability, ensuring brand and regulatory compliance, and delivering sustainable revenue and profit growth.

The ideal candidate brings deep CPG commercial expertise, a proven track record of international brand expansion, and strong cultural fluency to build trusted partnerships across Latin America.

This is a unique opportunity to join a purpose-led organization, work with an iconic global brand, and own transformational new market growth.

As Director of Sales – LATAM, you will play a critical leadership role in shaping Ornua’s long-term growth strategy in one of the world’s most dynamic regions. You will have ownership of market entry, commercial execution, and profitability while building strong internal and external partnerships that bring our purpose and brands to life.

You bring a passion for big-picture thinking paired with a sharp attention to detail, along with the tenacity and resilience needed to see initiatives through from concept to execution. You are comfortable operating with a long-term mindset, maintaining focus and momentum to achieve sustainable results. You will also bring knowledge of the following key responsibilities:

• Develop and lead the LATAM commercial strategy, including defining market entry models, channel and customer priorities, pricing, promotional and product strategies.
• Focus on Mexico as priority market, creating tailored growth plans based on consumer insights and preferences, category dynamics, and competitive dynamics, while starting to develop an approach for Brazil.
• Build detailed market launch roadmaps, including regulatory, import, and route-to-market considerations, working cross-functionally with legal, regulatory supply and operations.

• Deliver annual sales, distribution, and profit targets across LATAM region, with an emphasis on hitting KPIs in Mexico.
• Own and manage the regional P&L, balancing pricing, trade spend, promotional ROIs and profit.
• Own forecasting demand and co-create Supply Chain model that is efficient and meets financial objectives.
• Evaluate and recommend margin improvement strategies in Year 1, including optimizing distributor model and supply chain efficiencies to enhance profitability.

• Lead customer acquisition and build strategic partnerships with top retailers, distributors and eCommerce platforms in Mexico, as well as Brazil.
• Deepen partnerships with key regional accounts such as Costco, Sam’s Club, and Walmart, ensuring close collaboration and alignment with US-based account leads.
• Negotiate contracts, annual trade agreements and promotional calendars, launch innovation that is appropriate for the market.
• Identify ways to expand distribution footprint across modern trade, club and online to maximize brand reach.

• Oversee distributor relationships in Mexico and other LATAM markets, ensuring they deliver against commercial objectives, including Volume, Revenue, EBITA.
• Establish route to market and identify distributor in Brazil who can deliver on our growth ambitions.
• Ensure adherence to Ornua and Kerrygold brand standards and execution excellence across packaging, labelling, and in-market activation.
• Manage documentation and regulatory reporting requirements, including those needed for…