Head of Wholesale Management Italy
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Overview
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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