Head of Commercial - LATAM

FARFETCH exists for the love of fashion. Our mission is to be the global platform for luxury fashion, connecting creators, curators and consumers.
We're a positive platform for good, bringing together an incredible creative community made up by our people, our partners and our customers. This community is at the heart of our business success. We welcome differences, empower individuality and celebrate diverse skills and perspectives, creating an inclusive environment for everyone. We are FARFETCH for All.
COMMERCIAL
We're partnering with global brands and the most influential and renowned boutique curators to bring our customers an unrivalled range of fashion to empower their individuality. We’re relationship builders, we’re solution finders and we’re analysts. We work with all areas of the FARFETCH business to improve our social and environmental impact while delivering business success. We want to empower our consumers to buy better, improve our operational footprint, and explore new business models that improve our impact.
SÃO PAULO
Our office is located in São Paulo. Our open-plan space is ideal for collaborative working. 
THE ROLE
The Head of Commercial LATAM will be responsible for leading the commercial strategy and execution across the region, with a strong emphasis on Brazil and Mexico. This role covers the full partner lifecycle — from hunting and prospecting new brands (international and local) and multibrands (franchising as well as local stores), to negotiation, signing, onboarding, trading and growth, ensuring the best and most relevant assortment for our consumers.
The role will report to the Global Director of Brand Partnership based in HQ (London) and will lead a team of Account Managers, responsible for driving partners’ performance and daily management of commercial and operational topics, while also working closely with Marketing, Operations, Analytics and Central teams.
This position requires strong commercial acumen, negotiation and relationship management skills, and the ability to balance local market needs with global strategies.
Success will be measured by the ability to drive GMV growth, order contribution, assortment depth, margins, SLA compliance, and overall partner satisfaction, ensuring LATAM becomes a key growth driver for the business.

What You’Ll Do

• Own the commercial strategy and execution for LATAM, with emphasis on Brazil and Mexico.
• Grow the local supply offer (both via Brands and Multibrands) by signing new partners in the Region and expand existing partners operations across new LATAM countries.
• Lead the end-to-end partner journey: prospecting, negotiation, signing, onboarding, trading and growth.
• Set quarterly and annual targets, managing performance against key commercial KPIs (GMV, order contribution, margins, sell-through, time-to-market).
• Negotiate commercial terms (margins, SLAs, exclusivities, conditions) to maximize profitability.
• Provide thought leadership on new commercial and operational models to address market shifts.
• Manage, coach and develop a team of Account Managers, ensuring high performance and engagement.
• Act as the senior contact for key negotiations and partner relationship management.
• Liaise with central and global stakeholders to ensure alignment in processes and objectives.
• Represent the company externally with professionalism, reflecting our luxury positioning.

Who You Are

• You are a skilled and convincing salesperson with the ability to explain the FAFFETCH value proposition in a compelling and purposeful way.
• You are an excellent negotiator, able to navigate complex scenarios.
• You have a good understanding of the luxury fashion industry, with good understanding of trade dynamics across LATAM.
• You have 8+ years of experience in commercial management within fashion, retail or marketplaces. Proven track record in brand acquisition, negotiation, onboarding and account management.
• You have strong merchandising and assortment management experience.
• You are data-driven, with strong analytical and planning abilities.
• You have experience in people management, with the ability to develop and inspire teams.
• You are collaborative, resilient, results-oriented, with an entrepreneurial mindset.
• Fluent in Portuguese and English; Spanish desirable.