Head of Distribution

About the role

The Head of Distribution will design, implement and continuously improve the company’s Route‑to‑Market (RTM) strategy, ensuring product availability, regulatory compliance and profitable growth across all channels. This senior leader will oversee distributor relationships, commercial execution, logistics and field operations to meet volume, revenue and market‑share targets.

Key responsibilities

• Develop and optimise RTM models (direct, distributors, sub‑distributors, wholesalers) and expand numeric and weighted distribution.
• Ensure product availability at priority retail touchpoints, including outlets, kiosks and street vendors.
• Drive sales performance across General Trade, Modern Trade, HORECA and other channels.
• Recruit, assess and manage distributor partners, set KPIs and negotiate commercial agreements.
• Oversee warehousing, inventory and transportation to minimise stock‑outs and excess inventory.
• Define, monitor and report distribution metrics such as numeric distribution, sell‑in/out performance and service levels.
• Maintain full compliance with tobacco regulations and mitigate risks related to illicit trade.

Required profile

• Proven experience developing and executing distribution or RTM strategies.
• Strong track record managing distributor networks and commercial agreements.
• Ability to lead cross‑functional teams in logistics, supply‑chain and finance.
• Deep understanding of regulatory compliance in the tobacco sector.
• Analytical mindset with experience using data‑analytics tools for performance improvement.

Required skills