On Premise Distribution Manager

Company Description

The On-Premise Distribution Manager (OPDM) is responsible for ensuring top-tier execution through Direct Store Delivery (DSD) distributors and managing relationships with our foodservice distribution network. The primary objectives include meeting regional distribution and volume targets, as well as enhancing premium brand execution in alignment with the national strategy. Expanding REACH and availability remains our department’s highest strategic priority. To achieve this, we must continue to unlock the full potential of our people and our network.

Key responsibilities include: communicating strategic priorities and driving sales initiatives; creating and implementing annual business plans; setting, tracking, and measuring Key Performance Indicator (KPI) execution; monitoring sales and Point-of-Sale (POS) data; contributing to and utilizing Red Bull systems (e.g., Business Insights); and sharing best practices across teams.

Job Description

DRIVING RED BULL NORTH AMERICA (RBNA) STRATEGY AND CREATING ALIGNMENT WITH DISTRIBUTORS

Develops a communication process to ensure proper alignment and understanding of strategies, initiatives, and targets.

Maintains continuous communication with distributor leadership (including distributor partner key principals and broadline) to assess progress against strategies and initiatives.

Drives best-in-class execution of the annual business plan across all OnP distributor routes to market.

Cultivates strong, best-in-class relationships with key distribution management stakeholders to effectively execute business plans and achieve key objectives.

Go-To-Market Strategy

Develops a communication schedule for National On-Premise Account mandates, Limited Time Offers (LTOs), VIP Program updates, and pricing alignment in collaboration with DSD and Vistar teams.

Ensures that Distribution Partners (DPs) establish a tracking system to monitor progress against set targets (DSD).

Leads the internal on-premise foodservice strategy for the region through broker management and distributor stakeholder coordination (BL).

Oversees the planning and execution of local food shows.

Business Plan

Provide ongoing feedback to headquarters and regional leadership regarding the performance of regional KPIs.

Develop annual business plans and strategies based on organizational requirements, point-of-sale/resource needs. For Direct Store Delivery (DSD), this includes distribution, volume, investments, consistent communication with ownership and top management, as well as KPIs. For Broadline (BL), this entails sales blitz development and planning for Broadline Distributor key events, such as foodshows, GSMS, and other significant events.

Collaborate during the Monthly Plan and Review (MPR) and Mid-Year Review (MYR) processes with Distributor Partners (DP) to make necessary adjustments and ensure achievement of the annual business plan. Additionally, partner with the Distributor Partner Manager (DPM) and Distributor Partners to develop the annual business plan for Direct Store Delivery (DSD) and Vistar.

Identify and capitalize on key customer opportunities to address SKU and distribution gaps, ensuring an optimal assortment is consistently available to local distributors (Broadline).

Lead the identification and acquisition strategy for prioritized incremental foodservice operator targets within the region (Broadline).

Business Intelligence

Develops a deep understanding of the responsible market and its characteristics, providing actionable insights and recommendations to support the Distribution Partner (DP).

Maintains strong working knowledge of all Red Bull systems and relevant distributor/branch platforms (e.g., The Hub, MSA, CPM, BI).

Analyzes monthly reports to identify significant areas of opportunity for the DP and leverages these insights to help improve market conditions.

Manages and monitors internal budgets effectively.

Conducts volume forecasting and planning for each distributor location, aligning with national volume objectives set by headquarters (HQ).

Implements a thorough routine of auditing and analysis to ensure compliance with the VIP program and maximize return on investment (Direct Store Delivery - DSD).

Holds Distribution Partners accountable for submitting data into the MSA system to ensure accurate and timely information; consistently tracks daily and weekly submissions (DSD/Vistar).

Distributor Structure & Accountability Expert

Collaborate with the broader On-Premise Regional team of Managers and Specialists in various geographies to create effective programs, foster relationships, and promote internal collaboration as well as coordination with distributor sales personnel.

Identify opportunities and develop tailored targets for On-Premise department blitzes and sales interactions.

Possess a comprehensive understanding of the distributor's internal systems and organizational structure.

Maintain awareness of the distributor's hierarchy and establish relationships across all levels, from top management downward. Be knowledgeable about representatives' and area managers' compensation structures to effectively design programs.

Act as a liaison between the Brand Manager and Account Development Manager (DSD/Vistar).

Distributor Training

Lead team-based training initiatives to develop and support the DP sales team.

Provide individual coaching and development for the DP workforce (e.g., Brand Managers, Account Development Managers, and DP sales force).

Ensure the adoption and usage of WINGTIPS and training tools (DSD/Vistar).

Lead training and onboarding efforts for Region Sales Specialists on RTM methodologies and processes in collaboration with the sales force.

Miscellaneous

Communicates regularly and collaborates effectively with the Business Unit (BU) sales team and marketing department to ensure full alignment of BU goals with Distribution Partners (DP).

Maintains strong relationships with the relevant National On-Premise Franchise groups and regional chains.

Shares and enforces guidelines related to RBNA’s inventory policy.

Acquires a working knowledge of the geographic and demographic characteristics within the assigned territory.

Develops expertise in understanding product competition as well as distributor/branch competition within the respective area.

Qualifications

A Bachelor's degree is required.

Must have outstanding sales experience and a proven track record in Consumer Product Goods (CPG) and/or Fast-Moving Consumer Goods (FMCG), particularly in the foodservice industry (beverage experience preferred), with 5+ years of relevant experience.

Experience working with distributors, suppliers, and/or broadline distributors is preferred.

Demonstrated ability to teach, develop, and manage distributors effectively.

Cross-functional work experience and change management expertise are considered a plus.

Strong understanding and experience in the On-Premise industry are essential.

An entrepreneurial, solution-oriented, and strategic mindset with the ability to take initiative and consult with Distribution Partners (DP) for joint business planning is required.

Exhibit strong analytical and financial proficiency to understand and manage back-end financial planning systems.

Preferably has 4+ years of experience showcasing dynamic leadership skills to manage and motivate third-party sales teams.

Demonstrates excellence in sales with the ability to teach, coach, and develop others in selling techniques.

Possesses excellent negotiation and influencing skills, including the capacity to influence without direct authority.

Has a clear and proven ability to develop and implement successful sales and trade marketing strategies.

Must be an excellent communicator, with strong presentation and training skills.

Highly proficient in Microsoft Excel and PowerPoint.

A valid Driver's License is required.

Additional Information

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.

The base salary range for this position is $88,000 - 132,000

+ cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.

Our Current Benefits Include:

Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO & Paid Holiday Schedule, Pet, Legal, and Life Insurance, Tuition Reimbursement (Benefits listed may vary depending on the nature of your employment and/or work location)

Red Bull North America, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.