Senior Manager Global Sales Capabilities & Distributor Development

You may know McCormick as a leader in herbs, spices, seasonings, and condiments – and we’re only getting started. At McCormick, we’re always looking for new people to bring their unique flavor to our team.

McCormick employees – all 14,000 of us across the world – are what makes this company a great place to work.

We are looking to hire a Senior Manager Global Sales Capabilities & Distributor Development immediately in a Hybrid (50/50) capacity at our Global Headquarters in Hunt Valley, Maryland. 

What We Bring To The Table:

The best people deserve the best rewards. In addition to the benefits you’d expect from a global leader (401k, health insurance, paid time off, etc.) we also offer:

• Competitive compensation

• Career growth opportunities

• Flexibility and Support for Diverse Life Stages and Choices

• Wellbeing programs including Physical, Mental and Financial wellness

• Tuition assistance

Role summary

The Senior Manager Global Sales Capabilities & Distributor Development will lead the development of capability, processes and systems for McCormick’s international distributor-led business. This role assesses distributor performance and potential, strengthens contract governance, and builds scalable training programs so distributors can win locally and drive sustainable growth—especially in underperforming markets.

Key responsibilities

• Distributor assessment & performance improvement.
• Deploy standardized assessment tools (documents, scorecards) for current and prospective distributors.
• Diagnose underperforming markets and lead structured improvement plans with clear cadence (monthly).
• Segment distributors and recommend “grow / fix / replace” actions.
• Design and implement distributor contract lifecycle process (renewals, approvals, governance).
• Identify negotiation opportunities and partner with Legal/Compliance to create templates, clause library, and guardrails.
• Build renewal calendars and improve contract quality, speed, and risk control.
• Distributor training (product knowledge, selling skills, trade marketing, channel execution, key account management basics) framework & calendar.
• Build scalable tools (playbooks, onboarding, train-the-trainer, certification).
• Measure training adoption and impact.

Key Deliverables

• Distributor assessment toolkit + baseline assessments for priority markets.
• Distributor segmentation and intervention roadmap.
• Contract inventory, renewal tracker, and standardized templates/playbooks.
• Regional distributor training framework + annual calendar + certification approach.

Success measures (KPIs)

• Capability score improvements and action-plan closure rates in priority markets.
• Training completion/certification rates and learning effectiveness scores.
• On-time contract renewals, reduced cycle time, documented value from renegotiations.
• Improvements in key commercial indicators (e.g., sell-out growth, distribution/coverage, execution metrics, forecast accuracy).

Qualifications

• Undergraduate (BA/BS) degree.
• 8–12+ years in Commercial Excellence, Sales Capability, Distributor/Channel Management, Sales Training, or Trade Marketing (CPG Distributor experience preferred).
• Expert understanding  of the CPG or FMCG industry sector.
• Strong cross-functional leadership; experience partnering with Legal/Compliance on governance and contracts.
• Analytical, process-driven, and comfortable working across multiple countries/cultures.
• Excellent facilitation and stakeholder management skills (can lead through influence).

Preferred

• Experience turning around underperforming markets/distributors.
• Learning design / LMS experience; “train-the-trainer” program experience.
• Additional languages relevant to the region.

#LI-SM1

As a general policy, McCormick does not offer employment visa sponsorships upon hire or in the future. 

Base Salary:  $121,900 - $219,410

Base salary compensation will be determined based on factors such as geographic location, skills, education, experience for this role, and/or internal equity of our current employees as part of any final offer. This position is also eligible to participate in McCormick’s Incentive Bonus (MIB) Plan. In addition to a competitive compensation package, permanent employees of McCormick are eligible for our extensive Total Rewards programs that include:

- Comprehensive health plans covering medical, vision, dental, life and disability benefits

- Family-friendly benefits such as paid parental leave, fertility benefits, Employee Assistance Program, and caregiver support

- Retirement and investment programs including 401(k) and profit-sharing plans

McCormick & Company is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.