Head of Distribution – HORECA

Empresa Confidencial; Madrid; On-site; EUR 120,000 - 180,000; Full time

Job summary

Empresa Confidencial, Madrid, is seeking an experienced Head of Distribution to define and execute the national distribution strategy across Spain, with a focus on the HORECA channel and indirect networks. This strategic leadership role drives growth, profitability and market coverage in a dynamic FMCG environment.

You will lead a national commercial team, manage distributor relationships, and collaborate with Sales, Marketing and Finance to optimise the distribution model.

Qualifications

• At least 7 years of experience in distribution and commercial management within FMCG or food & beverage sectors.
• Proven experience managing distributor and wholesaler networks; strong knowledge of HORECA and indirect sales models.
• Solid people management experience and ability to lead and develop commercial teams.
• Strong skills in route-to-market strategies, distribution models and channel development.
• Strategic mindset with hands-on execution capability and strong business acumen.
• Excellent negotiation, communication and stakeholder management skills.
• Fluent English, written and spoken, to operate in an international environment.

Responsibilities

• Define and execute the national distribution and route-to-market strategy, strengthening market presence and expanding coverage.
• Develop and maintain relationships with distributors and wholesalers; lead commercial negotiations and Joint Business Plans.
• Drive sales growth, market penetration and distribution effectiveness to achieve targets and profitability.
• Lead, develop and motivate a national commercial team; foster a high-performance culture.
• Translate business objectives into actionable commercial plans and ensure effective execution through partners and sales teams.
• Monitor distribution coverage, sell-out, growth and profitability for continuous improvement.
• Collaborate with Sales, Marketing, Finance and other stakeholders to align distribution initiatives with business objectives.

Skills

Distributor management

HORECA channel

Route-to-market

Team leadership

Strategic planning

Negotiation

Stakeholder management

Fluent English

Job description

We are looking for an experienced Head of Distribution to join a leading multinational company in the FMCG sector and take a key role in defining and executing its national distribution strategy.

This is a strategic leadership opportunity with significant business impact, focused on strengthening distribution partnerships, expanding market coverage and driving sustainable growth within a dynamic and international environment.

The Role

As Head of Distribution, you will be responsible for developing and implementing the national distribution strategy, with a particular focus on the HORECA channel and indirect distribution networks. Your mission will be to drive commercial growth, optimise market coverage and ensure the profitability and effectiveness of the distribution model.

Your key responsibilities will include:

• Distribution Strategy: Define and execute the national distribution and route-to-market strategy, identifying opportunities to strengthen market presence, expand coverage and optimise the distribution network.
• Distributor Management: Develop and maintain strong relationships with distributors and wholesalers, leading commercial negotiations, strategic agreements and Joint Business Plans (JBPs).
• Business Performance: Drive sales growth, market penetration and distribution effectiveness, ensuring the achievement of commercial targets and long-term profitability.
• Team Leadership: Lead, develop and motivate a national commercial team, fostering a high-performance culture based on collaboration, accountability and results.
• Commercial Execution: Ensure the effective implementation of commercial strategies through distribution partners and sales teams, translating business objectives into actionable plans.
• Performance Analysis: Monitor key business indicators, including distribution coverage, sell-out performance, sales growth and profitability, identifying opportunities for continuous improvement.
• Cross-functional Collaboration: Work closely with Sales, Marketing, Finance and other key stakeholders to ensure alignment between distribution initiatives and broader business objectives.

What We Are Looking For

• At least 7 years of experience in distribution and commercial management within the FMCG or food and beverage sector, gained in manufacturing companies, distributors or wholesale organisations.
• Proven experience in managing distributor and wholesaler networks, with a strong understanding of the HORECA channel and indirect sales models.
• Solid people management experience, with the ability to lead, develop and motivate commercial teams.
• Strong knowledge of route-to-market strategies, distribution models and commercial channel development.
• Strategic mindset and strong business acumen, combined with a hands-on approach and the ability to translate strategy into effective execution.
• Excellent negotiation, communication and stakeholder management skills.
• Strong analytical capabilities and a results-oriented approach.
• Fluent English, both written and spoken, with the ability to operate effectively in an international business environment.
• Willingness to travel regularly across Spain (c.50%).

We are looking for a commercially driven leader who combines strategic vision, strong distribution expertise and people leadership, with the ability to build long-term partnerships, mobilise teams and deliver sustainable business results.

What We Offer

• The opportunity to join a leading multinational FMCG company with a strong market position and ambitious growth plans.
• A strategic leadership role with national scope, significant business impact and the opportunity to influence key commercial decisions.
• The chance to shape and further develop the national distribution model, driving efficiency, market expansion and long-term growth.
• Leadership of an established and experienced team within a dynamic, collaborative and international environment.
• Competitive compensation package, company car and additional corporate benefits.

All applications will be treated with strict confidentiality.