Zone Director

About the Role:
The Zone Director position is responsible for driving performance of the HEINEKEN USA
portfolio by providing leadership oversight and strategic direction of distributor management,
retail execution, and team development for assigned Heineken markets. This Region
Leadership position is critical in aligning national brand planning to local market
opportunities and driving attainment of business objectives.

Key Responsibilities:
• Support distributor managers in driving the annual and monthly business objective 
planning process within distributor network.
• Oversee performance review process and gap closing measures for all zone distributors.
• Responsible for delivering zone’s goals in volume, profit, and share.
• Work with the retail focused teams to ensure execution at a high level of programming 
and retail standards through Excellent Outlet Execution, as well as to align brand level 
planning to the opportunities in the market.
• Ensure collaboration between the activities of National Accounts and key Zone 
distributors to maximize efficacy of programming.
• Manage sponsorship activation throughout zone to ensure value is delivered to both 
HEINEKEN USA and our partners.
• Challenge and hold the team and distributors accountable for delivery of zone/region 
plans for distribution metrics, depletions, and other KPIs.
• Lead financial administration at zone level including oversight of pricing, budget and 
expenses, zone P&L, invoicing, and inventory/supply chain management.
• Lead the monthly S&OP process and mid-month forecasting.
• Partner with HEINEKEN USA colleagues across functions to ensure alignment and drive 
results against strategically significant activity.
• Develop and manage key stakeholder relationships at the most senior levels within 
distributors, as well as with internal leadership teams, to be able to negotiate and 
influence to deliver a high level of activation for the HUSA portfolio.
• Lead BPR and MBR processes.
• Direct strategic planning of programs and product launches.
• Participate as a key member of Regional Leadership Team.
• Collaborate cross functionally with marketing, finance, distributor development, 
operations, and legal to align zone activities, and maximize results for HUSA.

Basic Qualifications/Requirements:
• Bachelor’s Degree required
• Minimum of 8-10 years of relevant experience
• Experience in people leadership and sales team leadership
• Proven track record of managing at the director level, with oversight over a commercial
business unit
• Experience managing within retail and/or three-tier distribution environment
• Financial and business acumen in the areas of data analysis, reporting, and market
knowledge
• Experience with strategic business planning and development and business performance
management
• Experience in forecasting and supply chain management
• Understanding of distributor landscape and legal requirements around the zone and 
overall industry
• Expert in selling and negotiation skills, sales performance management, and
understanding of distributor dynamics
• Excellent negotiation skills with the ability to influence others
• Passion for winning/drive for success
• Aspirations for upward career mobility within the HUSA organization

Physical Requirements:
• Must be able to lift up to 32 lbs
• Frequent stooping, reaching, bending, twisting required
• Must be able to walk, stand, sit in vehicle for extended periods 
• Must be flexible to work evenings and occasional weekends
• Must have a valid driver’s license
• Must obtain a valid solicitor’s permit (upon hire)