Head of E-Commerce and Distribution

Purpose of the role

The Head of e-Commerce and Distribution is a key position within the Commercial organization, overseeing all e-Commerce and Distribution activities across Wizz Air’s network. 

The position holder is responsible for maximizing revenue and optimizing the user experience across all digital platforms (web, App) and also includes leading Wizz Air’s Distribution strategy, with a focus on expanding indirect sales through aggregators, OTAs, TMCs, and other third-party platforms. Also is responsible for the B2B sales strategy, travel trade partnerships, tour operators, and corporate sales across multiple markets. 

The role is pivotal in driving digital growth, strengthening Wizz Air’s presence in key markets, and delivering on the commercial revenue targets. The Head leads a cross-functional team of e-commerce and sales professionals and is responsible for setting strategic direction, leading innovation, and driving operational excellence in both domains. 

This role requires a commercially and technically savvy professional who can define and track performance KPIs, influence strategic decisions, and deliver measurable business impact through smart sales & distribution strategies. 

Responsibilities

e-Commerce  

• Develop and execute the e-Commerce and Distribution Strategy aligned with Wizz Air’s overall commercial and digital vision. 
• Own the end-to-end performance of all digital platforms (web & app), focusing on increasing conversion, improving customer experience, and maximizing revenue. 
• Design and lead performance marketing efforts to increase quality traffic to digital platforms. 
• Define and monitor e-Commerce KPIs, from customer acquisition to post-booking engagement. 
• Continuously optimize the customer journey across the digital funnel (acquisition → booking → post-booking). 
• Lead major e-Commerce innovation projects including personalization, AI-driven merchandising, and digital platform enhancements. 
• Oversee emailing strategy and post-booking engagement to increase retention and upsell. 
• Foster collaboration with the Commercial, Marketing, and Digital/IT teams for integrated planning and execution. 
• Manage internal e-Commerce teams, external vendors, and digital agencies. 
• Allocate team resources across the key stages of the digital value chain and ensure cross-functional alignment. 
• Develop and manage the e-Commerce and Distribution budget, ensuring efficiency and ROI. 

Distribution 

• Implement and manage the multi-year API distribution strategy with a focus on scalability, efficiency, and revenue growth. 
• Drive adoption and optimization of API capabilities with external partners and internal systems. 
• Establish, grow, and maintain API-based partnerships and revenue growth with aggregators, TMCs, metasearch, and other indirect sales platforms. 
• Negotiate distribution agreements with third parties, ensuring terms meet ULCC cost and margin targets. 
• Act as the central point of contact across legal, e-commerce, sales, digital, finance, CX, ancillary, and sales teams to align distribution initiatives. Facilitate joint planning, roadmap prioritization, and operational readiness for new API initiatives. 

B2B  

• Own and implement Wizz Air’s global B2B sales strategy, ensuring consistent delivery of revenue targets across all relevant markets. 
• Lead a team of sales professionals to build and maintain strong partnerships with travel trade partners, tour operators, and corporate clients. 
• Identify new sales opportunities and expand Wizz Air’s presence in strategic markets. 
• Oversee the contracting process for all B2B sales agreements, ensuring alignment with commercial goals. 
• Support sales teams in managing route-level demand, charter requests, and seat allotments in collaboration with Network Development. 
• Represent Wizz Air at key sales and industry events (travel fairs, chambers of commerce meetings, etc.). 
• Drive automation and innovation in B2B sales processes, aligning with best practices in digital sales enablement. 
• Monitor market performance and competitive landscape, and lead the adaptation of sales strategies accordingly. 

Team Leadership & Cross-functional Influence 

• Lead, inspire, and develop a high-performing team across e-Commerce, Sales & Distribution. 
• Ensure effective collaboration between the sales function and the broader Commercial, Marketing, and Customer Experience teams. 
• Foster a culture of collaboration, innovation, and accountability within the Commercial function. 
• Act as a key influencer within Wizz Air to promote the integration of digital and commercial strategies. 
• Serve as the strategic point of contact for senior leadership 

Experience

• Minimum 10 years of professional working experience with a blue-chip, highly customer focused company in fast growing sectors. 
• Minimum 7 years of fully fledged e-commerce experience. 
• Experience in Sales & Distribution valuable 

Hard skills

Broad e-commerce experience and knowledge of at least one specialty (customer acquisition, website and app management, CRM, SEM, web/app analytics, customer engagement.) 

Education

Bachelor's or Master's degree

Language

Fluent English (both written and spoken)

Skills and competencies

• Management skills, proven experience building winning teams. 
• Strong experience in managing external agencies or vendors. 
• Experience of managing complex projects in multi-country operations. 
• Ability to work well under pressure ensuring tasks are prioritized and goals are met. 
• Good presentation and communication skills. 
• Strong analytical and problem-solving skills. 
• Result-oriented, persistent, dependable and consistent. 
• Shows innovation, creativity and good lateral thinking. 
• Willingness to travel.