Head of Distribution

About the role

The Head of Distribution will lead the development and execution of the company’s Route‑to‑Market strategy, ensuring product availability, regulatory compliance and profitable growth across all channels. Reporting to senior leadership, this role oversees distributor management, commercial performance, logistics and field operations to meet volume, revenue and market‑share targets.

Key responsibilities

• Develop and execute distribution strategies aligned with company objectives, designing and optimizing RTM models including direct distribution, distributors, sub‑distributors and wholesalers.
• Expand numeric and weighted distribution across urban and rural markets, ensuring product availability at priority retail touchpoints such as outlets, kiosks and street vendors.
• Deliver agreed volume, revenue, profitability and market‑share targets; develop channel‑specific strategies for General Trade, Modern Trade, HORECA and other relevant channels.
• Monitor market trends, pricing structures, trade margins and competitor activities; drive execution excellence, visibility and merchandising standards at point of sale.
• Recruit, assess and manage distributor and partner performance; establish and monitor KPIs, negotiate commercial agreements and ensure alignment with company strategy and compliance.
• Oversee warehousing, inventory management and transportation operations; maintain optimal inventory levels, improve order fulfillment and delivery performance.
• Define, monitor and report key distribution metrics such as numeric distribution, weighted distribution, sell‑in/out performance, stock cover and service levels; prepare monthly and quarterly management reports.
• Ensure full compliance with applicable tobacco regulations and company policies; monitor and mitigate risks related to illicit trade, product diversion and financial exposure.

Required profile

Required skills