Head of Distribution

About the role

The Head of Distribution will design and execute the company’s Route‑to‑Market strategy, ensuring product availability, regulatory compliance, and profitable growth across all distribution channels.

Key responsibilities

• Develop and optimise distribution models including direct, distributor, sub‑distributor and wholesale networks.
• Expand numeric and weighted distribution in urban and rural markets, securing product presence at retail outlets, kiosks and street vendors.
• Drive sales, revenue, profitability and market‑share targets across General Trade, Modern Trade, HORECA and other channels.
• Recruit, assess and manage distributor performance, set KPIs and negotiate commercial agreements.
• Oversee warehousing, inventory and transportation to maintain optimal stock levels and improve order fulfilment.
• Define, monitor and report distribution metrics such as numeric distribution, sell‑in/out performance and service levels.
• Ensure compliance with tobacco regulations and mitigate risks related to illicit trade and product diversion.

Required profile

• Proven experience leading distribution or commercial functions in a fast‑moving consumer goods environment.
• Strong track record of achieving volume, revenue and market‑share objectives.
• Demonstrated ability to manage distributor networks and negotiate commercial contracts.
• Excellent analytical mindset with experience using data to drive performance improvements.

Required skills