Purpose of the job
- Lead the distribution model development including distributor and Sub-D development and growth agenda for the organization
- Ensure an efficient and effective distribution network by designing and implementing fit-for-purpose operating models
- Drive alignment and integration between distributors/Sub-Ds and internal functions through standardized processes and governance
- Build and strengthen distributor and Sub-D capabilities to enhance overall performance and execution excellence
Key Responsibilities
Distribution network design & Governance
- Define and evolve a future-fit Route-to-Consumer (RTC) distribution strategy, aligned with global frameworks and long-term growth priorities
- Architect and continuously optimize the end-to-end distributor and Sub-D network, balancing efficiency, market coverage, partner sustainability, and scalability
- Establish robust operating models, governance structures, and performance management systems to enable consistent execution excellence
- Drive standardization and integration of ways of working across distributors, Sub-Ds, and internal functions
- Lead data-driven evaluation of network performance, identifying structural opportunities to unlock growth and productivity
Distributor strategy and Capability development
- Define and institutionalize a holistic distributor capability agenda, anchored in global frameworks (Segmentation, Plan, Develop, Track, Reward, Digital)
- Shape and lead the strategic development of priority distributors, elevating their commercial, operational, and execution capabilities
- Design value-creating commercial models, including trade terms and incentive structures, to drive sustainable distributor performance
- Co-create long-term growth roadmaps with cross-functional stakeholders, embedding the Voice of Distributor into business strategy
- Build and lead a high-performing Distributor Development organization, ensuring strong field execution through effective call planning and capability uplift
- Champion a culture of continuous improvement and performance excellence across the distributor ecosystem
Sub-Distributor (Sub-D) strategy & Development
- Define the role of Sub-Ds within the broader RTC strategy, establishing scalable and effective operating models
- Elevate Sub-D performance by strengthening management practices, coverage models, and execution standards through distributors
- Drive capability building at scale, ensuring distributors effectively develop and manage their Sub-D networks
- Design and implement fit-for-purpose commercial and incentive frameworks to unlock Sub-D productivity and growth
- Ensure strategic alignment and execution consistency between distributor and Sub-D layers
- Leverage performance insights to continuously optimize Sub-D network effectiveness and impact.
Transformation and Change leadership
- Own and lead end-to-end transformation of the distributor ecosystem, embedding advanced capabilities
- Act as a change leader, embedding new ways of working through structured methodologies and strong stakeholder engagement
- Accelerate adoption of digital, data-driven, and process excellence initiatives across the network
Cross-functional & Strategic Collaboration
- Act as a key integrator, orchestrating collaboration across global, regional, and local stakeholders to deliver strategic priorities
- Ensure full alignment of Distributor and Sub-D strategy with HEINEKEN's Ways of Sales and broader commercial agenda
- Represent and embed the Voice of Distributor/Sub-D into enterprise decision-making and strategic planning
Partner with Sales, Supply Chain, Finance, and Digital to drive end-to-end value creation and execution excellence
Job Requirements
- Bachelor's or master's degree in business administration, Sales or a related field
- Minimum 10+ years of relevant experience in sales, distributor management, or commercial operations
- Strong background in distributor development, sub-distributor (Sub-D) management, and/or sales operations
- Proven track record in leading transformation initiatives, capability building, and operating model design
- Experience working in cross-functional and regional/global environments
- Demonstrated success in managing distributor performance, including trade terms and incentive schemes
- Strong understanding of route-to-market strategies and distributor network optimization
- Proven ability to manage strategic relationships with internal and external stakeholders at local, regional, and global levels
- Strong people management and team leadership capabilities
- Excellent skills in building collaborative relationships and influencing stakeholders
- Experience in management change and project management
- Strong conceptual and strategic thinking abilities
- Ability to develop and leverage internal and external networks
- Proficient in English (both spoken and written)
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