Head of Sales

This role owns commercial performance in an assigned territory — turning distribution infrastructure, trade investment, and partner relationships into consistent volume growth. Working closely with the local distributor network, the person in this seat translates category strategy into channel-level execution: where the product sits, how visible it is, and why a retailer keeps reordering it.

1. Own the territory's sales and distribution targets end to end, from planning through delivery, keeping numeric and weighted distribution on track against plan.
2. Build the operating rhythm with distributor teams — stock availability, order cycles, and account-level engagement that keeps shelves full and relationships warm rather than purely transactional.
3. Translate brand and promotional plans into physical presence at point of sale: merchandising standards, visibility placements, and campaign execution a shopper actually notices.
4. Stay close to the ground: competitor pricing, promotional activity, shifting shopper behavior, surfaced as timely input rather than an afterthought.
5. Run the territory within the guardrails: pricing structure, contract terms, internal policy. Compliance here is protection of the business, not paperwork.
6. Go beyond the transaction with priority partners and customers, the kind of relationship management that keeps a distributor renewing rather than shopping around.

What we're looking for

• 5+ years in sales, distributor management or trade marketing, ideally within FMCG or beverage
• Off- Trade and On-Trade channel dynamics fluency
• A track record of improving product availability and in-store visibility
• Distributor relationship closeness building that enable strong collaboration under pressure, not only in good quarters
• Practical experience with route-to-market execution, stock tracking, and upgrading merchandising standards
• Comfort in making field visits with incomplete information and explaining the picture observed, efforts made and results reached afterward
• Sales analytics savvy: building the metrics dashboard, delivering regular reports, interpreting data and translating into action plan
• Russian&English at advanced level; Uzbek as a strong advantage