On Trade Development Director

On Trade Development Director

Location: Warsaw, Poland

About the role

The On Trade Development Director will be responsible for the end-to-end management of the on trade structure, including the on trade field force. This role focuses on delivering sustainable and profitable growth by designing and executing strategic initiatives for KP brands across all regions.

You will lead a step-change in our on trade performance by strengthening customer management, developing impactful event partnerships, optimizing route-to-consumer (R2C), and owning full P&L responsibility.

The ultimate goal of this role is to build strong and productive customer relationships while creating outstanding consumer experiences that enhance beer culture and accelerate premiumization, driving long-term value growth.

Key responsibilities

• Define and execute a long-term strategy to drive On Trade performance in Poland
• Monitor and manage ongoing commercial performance, as well as brand equity and beer culture development
• Identify opportunities and proactively address risks to ensure sustainable growth
• Lead strategy implementation through effective regional planning, execution, and performance tracking
• Establish and drive sales standards, operational excellence, and event strategies (including music and sports partnerships)
• Build and maintain strong top-to-top relationships with key customers
• Lead negotiations with strategic clients within the On Trade channel
• Oversee revenue growth and ensure profitability targets are achieved
• Drive volume, value, and market share growth of KP brands while maximizing margins
• Ensure strong alignment between on trade, trade marketing, and brand teams
• Lead, develop, and inspire the On Trade field force organization

Requirements

• Minimum 7 years of experience in a commercial role, ideally within an international FMCG environment
• Strong knowledge of the local market; experience in building or managing a stand-alone business unit is a plus
• At least 3 years of experience leading a large, cross-functional team in a senior commercial role
• Experience in Field Force management
• University degree required; MBA or equivalent business qualification is a strong advantage
• Fluency in Polish and English
• Strong analytical and problem-solving skills with a results-driven mindset
• Proven leadership capabilities, with excellent communication and decision-making skills
• Solid understanding of financial metrics, including P&L, working capital, CAPEX, and balance sheet
• Excellent negotiation and interpersonal skills, with the ability to influence stakeholders at all levels

We offer

• A unique opportunity to shape the future of the On Trade channel and have a direct impact on company strategy
• High visibility role with strong exposure to senior leadership and key decision-making forums
• Real ownership of business results, including full P&L accountability
• The chance to lead a large, talented, and diverse team and make a meaningful impact on its development
• The ability to drive change, implement new ideas, and influence how we win in the market

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