Distributor Market Lead

Our client is an international company operating in the fast-moving consumer goods (FMCG) sector, with a broad portfolio of products and a presence across multiple markets. The organisation focuses on sustainable growth, operational excellence, and delivering a consistent customer experience across its international operations. We are looking for an experienced Distributor Market Lead to establish, manage, and develop distributor-led markets internationally.

You will be responsible for identifying and onboarding distributors, coordinating market transitions, and ensuring that distributor operations align with the company's commercial strategy. Working closely with teams across Sales, Supply Chain, Finance, IT, Legal, and Procurement, you will oversee the transition from existing operating models to distributor-led operations while maintaining business continuity and customer service.

Responsibilities: Develop and implement distributor market strategies and operating models; Identify, evaluate, select, and onboard distributors in international markets; Support commercial negotiations and distributor contract development; Lead market transition planning, implementation, and cutover activities; Coordinate cross-functional teams to ensure smooth market transitions; Manage Transitional Service Agreements (TSAs), including performance monitoring and exit planning; Monitor distributor performance, commercial KPIs, compliance, and customer service levels; Identify and manage risks, resolve operational issues, and provide regular progress updates to stakeholders; Ensure distributor operations meet business, legal, and regulatory requirements.

Requirements: 7–10+ years of relevant experience in FMCG, commercial management, or route-to-market operations; At least 5 years of experience in the Food & Beverage or FMCG industry; Proven experience managing distributors, wholesalers, or indirect sales channels; Experience in distributor selection, onboarding, and commercial contract management; Experience leading international projects, business transformations, or market transitions; Strong understanding of route-to-market strategies and distributor performance management; Excellent stakeholder management, negotiation, and project coordination skills; Ability to work across multiple countries and cross-functional teams.