Wholesale Growth Leader – Italy (On-Trade)

AB InBev; Milano; On-site; EUR 120,000 - 180,000; Full time

Job summary

AB InBev seeks a Mid-Senior Head of Wholesale Management Italy (On Trade) to lead the wholesale function, drive growth, and strengthen relationships with national and regional wholesalers. You will define the wholesale strategy, expand distribution, and deliver commercial excellence across the On Trade channel.

The role is part of the commercial leadership team, accelerating market share growth and premium portfolio expansion, with a focus on ownership, accountability, and high performance.

Qualifications

• 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.

Responsibilities

• 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.

Skills

Strategic mindset

Commercial leadership

Negotiation

Customer relationships

Financial acumen

People development

Education

Bachelor’s degree in Business, Economics or related field

Job description

AB InBev seeks a Mid-Senior Head of Wholesale Management Italy (On Trade) to lead the wholesale function, drive growth, and strengthen relationships with national and regional wholesalers. You will define the wholesale strategy, expand distribution, and deliver commercial excellence across the On Trade channel.

The role is part of the commercial leadership team, accelerating market share growth and premium portfolio expansion, with a focus on ownership, accountability, and high performance.