Looking for a job

Diego Encabo

@diegoencabo

International sales leader with 20+ years driving revenue and market share growth across European and LATAM markets through distributor networks.

Spain

Message

What I'm looking for

Right now I'm looking for my next commercial leadership challenge in Spain, ideally where I can build and grow, not just maintain.

I'm a commercial leader with over 20 years in FMCG, built across two complementary worlds. Most of my career was at AB InBev, where I ran commercial operations across four European markets as Country Lead, with full P&L ownership, managing distributor networks and key accounts, and redesigning route-to-market to drive growth. Before that, I led international sales for Iberia and LATAM at Viciunai Group, a food manufacturer, where I opened new markets from scratch. And more recently I co-founded a B2B venture, so I also bring the hands-on, build-from-zero side.

What I do best is exactly what sits at the core of this kind of role: developing distributor networks, building strategic partnerships and key accounts, and turning market opportunities into commercial growth. Foodservice and the distributor model are very much my territory.

Right now I'm looking for my next commercial leadership challenge in Spain, ideally where I can build and grow, not just maintain.

Experience

Work history, roles, and key accomplishments

Co-Founder & Iberia Sales Director

Chill It Iberia

May 2024 - Jan 2026 (1 year 8 months)

Built and led commercial operations from scratch across Spain and Portugal, taking full ownership of distributor and partner network development, revenue portfolio, and P&L. Designed and executed end-to-end go-to-market strategy for a new market entry, building a B2B partner network with zero existing commercial infrastructure.

B2B Sales Go To Market Strategy P&L management Distribution Network Development Partner Onboarding Revenue Forecasting Pricing Strategy Margin Optimization Cross functional Leadership FMCG Retail

Country Lead — Greece, Poland, Cyprus, Portugal

AB InBev

Jan 2023 - Apr 2024 (1 year 3 months)

Senior sales leadership role managing distributor and B2B partner networks across four European markets simultaneously, with full revenue portfolio ownership. Managed a multi-million euro revenue portfolio, delivering outstanding YoY growth across all markets and exceeding all partner performance targets.

Distributor Network Management Multi Market Leadership Revenue Portfolio Management Annual Planning Go To Market Strategy Budget Management Cross Functional Collaboration Revenue Forecasting Partner Performance Evaluation

Country Sales Manager — Greece & Portugal

AB InBev

Jan 2020 - Dec 2022 (2 years 11 months)

Drove significant revenue growth across distributor-led markets: Portugal +115% and Greece +35% (2021 vs. 2020), through strategic partner expansion, market penetration initiatives, and disciplined commercial execution. Built and led high-performing commercial teams across two international markets, establishing KPI frameworks and partner performance management processes.

Distributor Network Management Revenue Growth Market Penetration Team Leadership KPI Frameworks Partner Performance Evaluation Data Driven Reporting Market Analysis Competitive Analysis

Expansion Area Sales Manager — Spain

AB InBev

Oct 2018 - Dec 2019 (1 year 2 months)

Led a team of 8 Strategic Account Managers across Central and Northern Spain, designing and executing market expansion strategy across retail and distribution partner networks. Drove footprint growth across On Trade, Distribution and Cash & Carry channels, opening new partner accounts and increasing brand presence in underperforming territories.

Team Leadership Strategic Account Management Market Expansion Channel Management Budget Management On Trade and Hospitality Distribution Cash and Carry

Wholesaler Manager — Madrid

AB InBev

Jan 2017 - Sep 2018 (1 year 8 months)

Managed strategic distribution and retail partnerships in Madrid, leading joint business planning, partner performance reviews, and commercial negotiations to drive sustainable revenue growth. Developed sell-out strategies with the field sales team, supporting distributor reps in customer activation, promotional execution, and volume target delivery.

Distributor Management Retail Partnerships Joint Business Plans (JBPs)Commercial Negotiation Sell Out Field Sales Support Promotional execution

International Sales Manager — Iberia & Latin America

Viciunai Group

Sep 2013 - Dec 2016 (3 years 3 months)

International sales leadership across two continents, spanning distributor and partner network management with full revenue ownership. Managed top retail and distribution partner accounts across Iberia, and led new market entry into Brazil through a local strategic distributor, delivering consistent revenue and margin growth.