Head of Wholesale Management On Trade

Position: Head of Wholesale Management On Trade)
Seniority Level: Mid-Senior Level Joining AB InBev as a Head of Wholesale Management Italy (On Trade) means contributing to the growth of iconic brands such as Bud, Stella Artois, and Corona, gaining valuable professional experience, and accelerating your career faster than you might expect. Brewing the world’s most loved beers and building brands consumers love, AB InBev is where ownership, ambition, and action thrive.

We empower you to dream big, lead change, and create a long-lasting legacy. We value relentless problem-solvers who take accountability, embrace challenges, and turn bold goals into results through resilience and hard work. That’s

Who We Are:

Come and OWN IT.
Purpose of the Role  Lead the Wholesale Management function for the Italian On Trade business, driving sustainable growth through strategic partnerships with national and regional wholesalers. The role is responsible for defining and executing the wholesale strategy, strengthening route-to-market effectiveness, expanding distribution, and delivering commercial excellence across the On Trade channel. As a member of the commercial leadership team, this role plays a key part in accelerating market share growth, expanding the premium portfolio, and leading a high-performing Wholesale Management organization.

Key Responsibilities  Commercial Strategy & Business Growth   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.
Wholesale Customer Management   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.
Route-to-Market Excellence   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.
Leadership & Team Development   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.
Cross-Functional Collaboration   Partner closely with Sales, Trade Marketing, Revenue Management, Category Management, Sales Intelligence, Supply Chain and Finance to deliver commercial priorities and business objectives.
Success Measures   Business Performance Volume, Net Revenue and Market Share growth.
Distribution expansion and premium portfolio performance.
Delivery of annual business plan targets.
Customer Excellence Joint Business Plans execution.
Strategic wholesaler engagement.
Distribution, availability and execution KPIs.
People & Leadership Team engagement.
Talent development and succession readiness.
Performance of direct reports.
Candidate Profile  Experience   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.
Skills   Strong strategic and commercial mindset with execution focus.
Deep understanding of wholesale and route-to-market dynamics.
Excellent customer relationship, negotiation and stakeholder management skills.
Strong analytical and financial acumen.
Proven leadership, coaching and people development capabilities.
Leadership Expectations   Demonstrates ownership and accountability.
Builds high-performing teams and develops talent.
Makes data-driven decisions with a customer-first mindset.
Drives collaboration, innovation and continuous improvement.
Acts with agility and delivers sustainable business results.
Why Join AB InBev  As a Head of Wholesale Management Italy (On Trade) at AB InBev,…