Merchandiser Product Strategy Specialist

📍 Job Overview

Job Title: Merchandiser Product Strategy Specialist

Company: AB InBev | Growth Group

Location: São Paulo, Brazil

Job Type: Full-time

Category: Revenue Operations / Sales Operations / Product Strategy

Date Posted: July 29, 2026

Experience Level: 5-10 Years

Remote Status: On-site

🚀 Role Summary

• Spearhead the strategic development and end-to-end implementation of the Merchandiser profile within the BEES Force mobile field execution platform.

• Drive product evolution and process optimization for field-based merchandising activities, directly impacting commercial outcomes like distribution and volume.

• Act as the central coordination point for product, commercial, and country teams, ensuring alignment and successful deployment of new features.

• Define, track, and analyze key performance indicators (KPIs) related to adoption, engagement, and commercial impact of merchandising tools.

• Conduct extensive commercial discovery with global country teams and frontline stakeholders to translate business needs into actionable product requirements.

📝 Enhancement Note: This role bridges product strategy, commercial operations, and field execution within a large CPG company's digital transformation initiative. The focus on "Merchandiser Product Strategy Specialist" suggests a strong emphasis on defining the "what" and "why" of product features for a specific user segment (merchandisers) in a field sales context, requiring a deep understanding of sales operations and commercial processes.

📈 Primary Responsibilities

• Lead a comprehensive 360° assessment of the current Merchandiser workflow, identifying pain points and opportunities for product and process enhancements within the BEES Force platform.

• Conduct in-depth commercial discovery sessions with country teams and frontline merchandising staff to gather detailed requirements and translate them into robust product specifications and task system adaptations.

• Collaborate closely with Product Management teams to define, prioritize, and roadmap the features, capabilities, and task flows necessary for effective in-store merchandising execution.

• Establish and rigorously monitor implementation KPIs, including user adoption, task completion rates, engagement metrics, and direct commercial impact, ensuring alignment with overarching business objectives.

• Drive the successful deployment and adoption of Merchandiser features across various global markets by coordinating timelines, managing dependencies, and adapting to local operational requirements.

• Foster and manage strong relationships with a diverse group of stakeholders, including Product, Commercial, Operations, and country-specific teams, ensuring clear communication, alignment, and efficient decision-making.

• Support post-launch analysis of Merchandiser features, quantifying business impact and user engagement, and formulating data-driven recommendations for continuous product improvement and iteration.

• Develop and deliver compelling presentations to communicate progress, key insights, and strategic recommendations to stakeholders at all organizational levels.

• Create and maintain comprehensive documentation for business rules, operational processes, and best practices related to the Merchandiser profile to ensure consistency, scalability, and knowledge transfer across markets.

📝 Enhancement Note: The responsibilities highlight a strategic, cross-functional role requiring deep engagement with frontline users and product development. The emphasis on "commercial discovery," "KPI definition," and "impact measurement" points towards a need for strong analytical and business acumen, typical of roles within sales operations or commercial excellence functions focused on driving field productivity.

🎓 Skills & Qualifications

Education:

• University degree required, preferably in Business Administration, Marketing, Operations Management, or a related field. Experience:

• 5-10 years of progressive experience in Product Management, Commercial Strategy, Sales Operations, Commercial Excellence, Field Execution, or related commercial functions.

• Proven track record of leading complex, cross-functional initiatives involving multiple stakeholders across different countries, functions, and seniority levels.

• Demonstrated experience in defining and tracking Key Performance Indicators (KPIs), conducting performance analysis, and measuring the business impact of strategic initiatives.

• Experience in conducting discovery efforts, gathering detailed requirements from frontline teams and commercial stakeholders, and translating business needs into clear, actionable product capabilities. Required Skills:

• Product Management: Ability to define product vision, roadmap, and requirements for a specific user segment.

• Commercial Strategy: Understanding of go-to-market strategies, sales processes, and commercial objectives in the CPG/FMCG industry.

• Sales Operations: Expertise in optimizing sales processes, field force enablement, and driving commercial execution excellence.

• Commercial Excellence: Experience in developing and implementing programs to improve sales performance and customer engagement.

• Field Execution: Deep understanding of in-store merchandising activities, retail environments, and frontline team challenges.

• Cross-functional Leadership: Proven ability to lead and influence teams without direct authority.

• Stakeholder Management: Skilled in building and maintaining relationships with diverse internal and external stakeholders.

• Analytical & Problem-Solving: Strong quantitative skills for KPI definition, performance tracking, and impact measurement.

• Requirement Gathering: Proficiency in eliciting and documenting detailed business and product requirements.

• Project Management: Ability to manage competing priorities, dependencies, and timelines for complex projects.

• Fluent English: Excellent written and spoken communication skills.

Preferred Skills:

• Spanish Fluency: Added advantage for collaboration with Latin American markets.

• Off-trade Channel Experience: Familiarity with supermarket, hypermarket, and general retail environments.

• Field Force Tools: Experience with commercial execution platforms, CRM, or task management systems (e.g., Salesforce Field Service, Veeva, or similar).

• Data Analytics Tools: Proficiency in SQL for data extraction and analysis, and experience with BI tools (e.g., Tableau, Power BI) for dashboard creation and reporting.

• Programming Skills: Basic understanding of Python for data manipulation or automation.

• Microsoft Office Suite: Advanced proficiency in Excel (for data analysis and modeling) and PowerPoint (for presentations and stakeholder communication).

• Early-Stage Product Rollouts: Experience supporting and driving adoption for products in their initial development phases.

📝 Enhancement Note: The required experience level (5-10 years) suggests this is a mid-to-senior level role. The blend of product, commercial, and operations skills makes it ideal for candidates with a background in Sales Operations or Commercial Excellence who have transitioned into product-focused roles, or Product Managers with a strong understanding of field sales dynamics. The mention of SQL, Python, and analytics tools indicates a data-driven approach is critical.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Case Studies: Present 2-3 detailed case studies showcasing successful product strategy development, process optimization, or cross-functional initiative leadership within a commercial or sales operations context.

• Process Mapping: Include examples of process mapping for field execution or sales workflows, demonstrating an ability to visualize and improve complex operations.

• KPI Frameworks: Showcase examples of KPI frameworks developed to measure the success of product rollouts or operational improvements, highlighting metrics related to adoption, efficiency, and business impact.

• Requirement Documentation: Provide sanitized examples of product requirements documents (PRDs) or detailed business cases that illustrate the translation of user needs into technical specifications.

Process Documentation:

• Workflow Design: Demonstrate an ability to design and document optimized workflows for field-based teams, such as merchandisers or sales representatives, focusing on efficiency and task completion.

• Implementation Planning: Outline an approach to planning and executing the rollout of new product features or operational processes across multiple markets, considering localization and change management.

• Performance Analysis Reports: Include examples of reports or presentations that analyze the performance of implemented processes or product features, detailing findings, insights, and recommendations for continuous improvement.

📝 Enhancement Note: A strong portfolio is crucial for this role, particularly demonstrating the ability to translate complex business needs into tangible product requirements and measurable operational improvements. Candidates should focus on showcasing their experience in discovery, strategy development, cross-functional collaboration, and data-driven performance analysis, especially within a B2B or field sales context.

💵 Compensation & Benefits

Salary Range:

• Based on industry benchmarks for São Paulo, Brazil, for a Merchandiser Product Strategy Specialist with 5-10 years of experience in a multinational consumer goods company, the estimated annual gross salary range is R$150,000 - R$250,000. This range accounts for the specific responsibilities, the strategic nature of the role within the Growth Group, and the need for specialized skills in product strategy, commercial operations, and field execution. Benefits:

• Performance-based bonus: Rewarding achievement of individual and team goals.

• Attendance Bonus: Incentive for consistent presence and contribution.

• Private Pension Plan: Financial planning support for long-term security.

• Meal Allowance: Contribution towards daily food expenses.

• Health, Dental, and Life Insurance: Comprehensive coverage for employee well-being.

• Medicines Discounts: Financial assistance for pharmaceutical needs.

• WellHub Partnership: Access to a network of wellness services and activities.

• Childcare Subsidies: Support for employees with young children.

• Discounts on Ambev Products: Employee-exclusive benefits on company offerings.

• Clube Ben Partnership: Access to exclusive deals and discounts.

• Scholarship Opportunities: Financial aid for continuing education and skill development.

• School Materials Assurance: Support for employees with children's educational needs.

• Language and Training Platforms: Access to resources for professional and personal development.

• Transport Allowance: Contribution towards commuting costs. Working Hours:

• Standard full-time working hours are expected, typically around 40 hours per week. While the role is on-site, there may be flexibility based on project needs and team collaboration, with potential for occasional international calls outside standard business hours due to global coordination.

📝 Enhancement Note: The salary estimation is based on market data for similar roles in São Paulo, considering the company's size and the specialized nature of the Growth Group. The extensive list of benefits indicates a comprehensive employee package designed to attract and retain talent in a competitive market. The "On-site" work arrangement is confirmed, with potential for global collaboration requiring schedule flexibility.

🎯 Team & Company Context

🏢 Company Culture

Industry: Beverages (Consumer Packaged Goods - CPG), specifically Beer and Alcohol. AB InBev is a global leader in this sector, known for its extensive portfolio of brands and significant market share.

Company Size: Global corporation with tens of thousands of employees worldwide. The Growth Group is a more focused, agile unit within this larger organization, aiming to drive digital transformation and organic growth.

Founded: AB InBev was formed through a series of mergers and acquisitions, with its most significant predecessor, Interbrew, dating back to 1586. The Growth Group itself is a more recent creation (2022), signaling a strategic shift towards digital and direct-to-consumer models.

Team Structure:

• The Merchandiser Product Strategy Specialist will likely be part of the BEES Force product development or commercial operations team within the Growth Group.

• This team will have a matrixed reporting structure, with a direct line to a product lead or commercial operations manager, and close collaboration with global country commercial teams, product managers, engineers, and designers.

• Cross-functional collaboration is fundamental, involving frequent interaction with sales, marketing, IT, and regional business units to ensure product-market fit and successful rollout. Methodology:

• Data-Driven Decision Making: Emphasis on using data analytics to understand user behavior, measure performance, and inform product strategy and process improvements.

• Agile Product Development: Likely adoption of agile methodologies for product development and iterative improvements, especially for a new initiative like the Merchandiser profile.

• Commercial Focus: A strong orientation towards driving tangible commercial outcomes, such as increased sales, improved distribution, and enhanced execution excellence in retail environments.

Company Website: www.ab-inbev.com

📝 Enhancement Note: AB InBev's scale and history provide a stable foundation, while the Growth Group's focus on innovation and digital transformation offers a dynamic environment. The role requires navigating a large corporate structure while operating with the agility needed for emerging digital products. Understanding the CPG sales cycle and retail environment is key to success.

📈 Career & Growth Analysis

Operations Career Level: This role represents a mid-to-senior level specialist position. It requires a blend of strategic thinking, operational execution, and product acumen, positioning the individual as a key contributor to a high-impact digital initiative. The "Specialist" title suggests deep expertise in a particular area (merchandising product strategy) rather than broad management responsibility.

Reporting Structure: The role likely reports to a Product Lead, Head of Commercial Operations, or a senior manager within the BEES Force or Growth Group organization. Close collaboration with Product Managers, Commercial Leads in various countries, and potentially IT development teams will be integral to daily operations.

Operations Impact: The Merchandiser role is critical for ensuring on-the-ground execution excellence in retail environments, directly impacting brand visibility, product availability, and sales volume. By optimizing the tools and processes for merchandisers, this role directly contributes to AB InBev's market share, revenue generation, and overall commercial success. The BEES Force platform, and specifically the Merchandiser profile, is a key lever for digital transformation in B2B sales and field execution.

Growth Opportunities:

• Product Leadership: Potential to grow into a more senior Product Manager role, owning broader aspects of the BEES Force platform or other digital products within the Growth Group.

• Commercial Strategy Expansion: Opportunity to move into broader commercial strategy or sales operations leadership roles, leveraging deep expertise in field execution and digital enablement.

• International Mobility: Given AB InBev's global presence, successful candidates may find opportunities to lead initiatives or teams in other regions.

• Specialization: Deepen expertise in CPG field operations, B2B e-commerce, or specific product development methodologies.

📝 Enhancement Note: This role offers a significant opportunity for growth, particularly for individuals looking to specialize in digital product strategy within the CPG/beverage industry. The impact on revenue and the strategic importance of the Growth Group suggest that strong performers will be recognized and can advance into leadership positions.

🌐 Work Environment

Office Type: On-site in São Paulo, Brazil. This suggests a traditional office environment where face-to-face collaboration is expected and valued.

Office Location(s): Specific office details in São Paulo would need to be clarified, but it's likely a modern corporate office space designed for collaboration and productivity.

Workspace Context:

• Collaborative Environment: The office setting will foster direct interaction with colleagues, promoting teamwork and spontaneous idea exchange, which is beneficial for a role requiring extensive cross-functional communication.

• Tools & Technology: Access to standard office technology, high-speed internet, and potentially specialized collaboration tools and analytics software as provided by AB InBev.

• Team Interaction: Regular opportunities to engage with product teams, commercial leaders, and potentially other operations specialists, facilitating knowledge sharing and problem-solving.

Work Schedule: Full-time, on-site, with standard business hours. However, given the global nature of the Growth Group and the need to coordinate with various country teams, there may be an expectation for occasional flexibility to attend meetings outside of core hours.

📝 Enhancement Note: The on-site requirement in São Paulo indicates a preference for in-person collaboration, which is often beneficial for complex product strategy and stakeholder management roles. Candidates should be comfortable working within a structured office environment.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: HR or Recruiter call to assess basic qualifications, experience, and interest.

• Hiring Manager Interview: In-depth discussion about experience, role understanding, and alignment with team needs. Expect questions on product strategy, commercial operations, and stakeholder management.

• Cross-functional/Panel Interview: Interviews with key stakeholders from Product, Commercial, and potentially IT/Operations teams. This assesses collaboration skills and ability to work across functions.

• Case Study/Presentation: A common step for strategy roles. Candidates may be asked to prepare a presentation on a given business problem or present their portfolio showcasing a relevant project. This will evaluate analytical skills, strategic thinking, and communication effectiveness.

• Final Interview: Potentially with a senior leader in the Growth Group or Commercial Operations.

Portfolio Review Tips:

• Tailor to the Role: Select case studies that directly relate to product strategy for field teams, process optimization in commercial operations, or successful cross-functional project leadership.

• Quantify Impact: For each case study, clearly articulate the business problem, your role, the solution implemented, and most importantly, the quantifiable results (e.g., % increase in adoption, % reduction in task time, revenue impact).

• Process Focus: Clearly outline the process you followed – from discovery and requirements gathering to implementation and post-launch analysis.

• Presentation Clarity: Ensure your portfolio is well-organized, visually appealing, and easy to understand. Be prepared to walk through your work, explaining your thought process and decision-making.

• Highlight Collaboration: Emphasize instances where you successfully managed diverse stakeholders and drove alignment across different teams and geographies.

Challenge Preparation:

• Understand BEES Force: Research the BEES platform and its objectives. Understand the role of field teams (sales reps, merchandisers) in AB InBev's go-to-market strategy.

• Merchandising Workflow: Familiarize yourself with typical merchandising tasks and challenges in a retail environment (e.g., stock checks, planogram compliance, promotional execution, competitor analysis).

• Product Strategy Fundamentals: Be ready to discuss how you would approach defining requirements for a new product feature, prioritizing a backlog, and measuring success.

• Data Analysis: Prepare to discuss how you use data to drive decisions. If given a case study, be ready to analyze data and propose actionable insights.

• Stakeholder Management Scenarios: Think about how you would handle conflicting priorities or resistance from different country teams or functional groups.

📝 Enhancement Note: The interview process is designed to assess a blend of strategic thinking, operational understanding, and collaborative capabilities. A strong portfolio that demonstrates quantifiable results and a clear understanding of field operations within the CPG context will be a significant advantage.

🛠 Tools & Technology Stack

Primary Tools:

• BEES Force Platform: Deep understanding of its functionalities and potential for merchandising.

• CRM Systems: Experience with enterprise CRM platforms (e.g., Salesforce) for understanding sales processes and customer data.

• Field Force Automation Tools: Familiarity with tools designed for mobile field execution, task management, and in-store data capture.

Analytics & Reporting:

• SQL: Essential for data extraction, manipulation, and analysis from various databases.

• BI & Dashboarding Tools: Proficiency in tools like Tableau, Power BI, or similar for creating visualizations and performance dashboards.

• Spreadsheet Software: Advanced Excel skills for data analysis, modeling, and reporting.

CRM & Automation:

• Project Management Software: Tools like Jira for managing product backlogs and sprints.

• Collaboration Platforms: Microsoft Teams, Slack, or similar for team communication and coordination.

• Presentation Software: PowerPoint for creating and delivering strategic presentations.

Other Potential Tools:

• Python: Preferred for data analysis, scripting, and potential automation tasks.

• Product Management Tools: Confluence, Asana, or similar for documentation and task tracking.

📝 Enhancement Note: Proficiency in data analysis tools (SQL, Excel, BI tools) is critical, as the role involves defining and tracking KPIs and measuring business impact. Experience with field force tools and CRM systems will provide a strong foundation for understanding the user base and existing operational infrastructure.

👥 Team Culture & Values

Operations Values:

• Data-Driven: Decisions are informed by data and analytics to ensure objectivity and measurable outcomes.

• Customer-Centric: Focus on understanding and serving the needs of both internal stakeholders (country teams) and external customers (retailers, consumers).

• Agility & Adaptability: Embracing change and iterating quickly in response to market dynamics and user feedback, especially within a new initiative.

• Collaboration & Transparency: Open communication and teamwork across functions and geographies to achieve shared goals.

• Ownership & Accountability: Taking responsibility for outcomes and driving initiatives to successful completion.

Collaboration Style:

• Cross-functional Integration: Actively seeking input and collaboration from diverse teams (Product, Commercial, IT, Field Operations) to ensure holistic solutions.

• Proactive Communication: Regularly updating stakeholders on progress, challenges, and insights, fostering a transparent working environment.

• Feedback Loops: Establishing mechanisms for continuous feedback from frontline users and country teams to inform product development and process improvements.

• Partnership Approach: Working as a partner with country teams to understand their unique challenges and co-create solutions, rather than imposing top-down directives.

📝 Enhancement Note: The culture within AB InBev's Growth Group likely emphasizes innovation, speed, and a results-oriented mindset, typical of tech-focused units within larger corporations. The values highlight the importance of data, collaboration, and a proactive approach to problem-solving.

⚡ Challenges & Growth Opportunities

Challenges:

• Early-Stage Initiative: As the Merchandiser profile is in its early stages, there will be ambiguity, evolving requirements, and the need to establish foundational processes and metrics. This requires comfort with uncertainty and a strong proactive approach.

• Global Rollout Complexity: Coordinating across diverse markets with varying levels of digital maturity, operational practices, and stakeholder buy-in presents significant logistical and change management challenges.

• Balancing Global Standards with Local Needs: Ensuring the product strategy meets global objectives while remaining relevant and effective for specific country-level merchandising operations.

• Driving Adoption: Overcoming resistance to change from frontline users and ensuring consistent engagement with new digital tools and processes.

Learning & Development Opportunities:

• Deep Dive into CPG Field Operations: Gaining unparalleled insight into the intricacies of merchandising and field execution in a leading global CPG company.

• Digital Product Strategy: Developing expertise in defining, launching, and scaling digital products for large, distributed workforces.

• Cross-Cultural Project Management: Enhancing skills in managing international projects and navigating diverse stakeholder landscapes.

• Data Analytics for Commercial Impact: Sharpening abilities to link operational improvements directly to commercial outcomes and revenue growth.

• Mentorship: Potential access to experienced leaders within AB InBev's Growth Group and Commercial Operations teams.

📝 Enhancement Note: This role offers a significant learning curve by tackling a greenfield initiative within a complex global organization. The challenges are substantial but directly correlate with high-impact growth opportunities for career development and specialization.

💡 Interview Preparation

Strategy Questions:

• "Describe a time you had to conduct commercial discovery for a new product or process. What was your approach, and what were the key challenges?" (Focus on your methodology for gathering requirements from frontline users and translating them into actionable insights.)

• "How would you define success metrics (KPIs) for a new merchandising tool? Give examples of metrics that demonstrate adoption, engagement, and commercial impact." (Be prepared to discuss specific, measurable, achievable, relevant, and time-bound KPIs.)

• "Imagine you have conflicting priorities between two country teams regarding a feature request. How would you manage this situation and reach a decision?" (Emphasize your stakeholder management and negotiation skills.) Company & Culture Questions:

• "What do you know about AB InBev's Growth Group and the BEES platform?" (Showcase your research and understanding of the company's digital strategy.)

• "How do you approach working with cross-functional teams, especially when they are geographically dispersed?" (Highlight your collaboration style and experience with remote or distributed teams.)

• "Describe a situation where you had to drive adoption of a new tool or process. What were the obstacles, and how did you overcome them?" (Focus on change management and user enablement strategies.) Portfolio Presentation Strategy:

• Structure: Organize your presentation logically: Problem -> Your Role -> Solution/Process -> Results (quantified).

• Storytelling: Weave a narrative around your case studies, highlighting your critical thinking and problem-solving journey.

• Visuals: Use clear, concise slides with minimal text. Employ charts and graphs to illustrate data and impact.

• Focus on "How": Be ready to explain the "how" behind your successes – your specific actions, methodologies, and decision-making processes.

• Company Relevance: Connect your experience and portfolio examples to the specific challenges and opportunities of the Merchandiser Product Strategy Specialist role at AB InBev.

📝 Enhancement Note: Prepare detailed examples that showcase your ability to think strategically, operate analytically, and collaborate effectively. Quantifiable results and a clear understanding of field operations in the CPG sector will be key differentiators.

📌 Application Steps

To apply for this operations position:

• Submit your application through the provided Greenhouse link on the AB InBev job board.

• Tailor Your Resume: Highlight experience in product strategy, commercial operations, field execution, cross-functional leadership, and data analysis. Use keywords from the job description (e.g., BEES Force, Merchandiser, KPI definition, commercial discovery).

• Prepare Your Portfolio: Curate 2-3 strong case studies showcasing your process optimization, product strategy, or cross-functional project leadership with measurable results. Ensure it includes examples of process documentation and KPI frameworks.

• Practice Interview Questions: Rehearse answers to common strategy, operations, and behavioral questions, focusing on the STAR method (Situation, Task, Action, Result) and incorporating your portfolio examples.

• Research AB InBev: Understand the company's mission, values, recent initiatives (especially in digital transformation and the Growth Group), and the competitive landscape of the beverage industry.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.

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