Head of Wholesale Management Italy
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In this role you will lead AB InBev’s Wholesale Management for Italy’s On Trade, driving growth through strategic wholesale partnerships and optimized routes-to-market. You’ll work within the commercial leadership team to accelerate market share, expand the premium portfolio, and build a high-performing wholesale organization. You’ll shape national wholesale strategy, negotiate with partners, and ensure strong execution across distribution and activation. This is a leadership role with impact on brand growth, commercial excellence, and team development. You’ll join a culture that values ownership, collaboration, and delivering sustainable business results.
Retribuzione / Benefits development opportunities
merit-based environment
international network
inclusive and collaborative culture
Responsabilità Define and execute the national wholesale strategy aligned with commercial priorities.
Deliver volume, revenue, profitability and market share targets.
Identify growth opportunities and develop Joint Business Plans with strategic wholesale partners.
Lead commercial negotiations and investment planning to drive sustainable growth.
Build and maintain strategic relationships with national and regional wholesalers.
Act as the senior commercial contact for key wholesale partners.
Increase distribution, availability and execution of priority brands across the On Trade channel.
Optimize route-to-market effectiveness and commercial execution.
Monitor performance through execution KPIs and customer insights.
Partner with field sales teams to maximize execution quality and customer activation.
Lead, coach and develop the Wholesale Management team.
Foster a culture of ownership, accountability and continuous improvement.
Build organizational capability through talent development and succession planning.
Partner closely with Sales, Trade Marketing, Revenue Management, Category Management, Sales Intelligence, Supply Chain and Finance to deliver commercial priorities and business objectives.
Requisiti fondamentali Bachelor's degree in Business, Economics or a related field (Master's degree is a plus)
8-12 years of commercial leadership experience within FMCG, beverage or consumer goods
Proven experience managing wholesale, distributor or route-to-market organizations
Strong track record of delivering profitable growth and negotiating strategic commercial agreements
Strong strategic and commercial mindset with execution focus
Excellent customer relationship, negotiation and stakeholder management skills
Strong analytical and financial acumen
Proven leadership, coaching and people development capabilities
Deep understanding of wholesale and route-to-market dynamics
Strong analytical and financial acumen
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