National Distribution Leader – HORECA & Growth

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

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.