On Premise Distribution Manager

The On-Premise Distribution Manager (OPDM) is responsible for ensuring best-in-class execution through their DSD distributors and managing relationships within our foodservice distribution network. The primary priorities include owning distribution and volume goals within the region and developing premium brand execution in the channel, in alignment with the national strategy. Accelerating reach and availability remains our department’s top strategic priority. To achieve this, we must continue to realize the full potential of our people and our network.

Key responsibilities include: communicating strategic priorities and driving sales initiatives; developing annual business plans; setting, tracking, and measuring KPI performance; monitoring sales and POS data; providing input into and interacting with Red Bull systems (e.g., Business Insights); and sharing best practices.

Areas that play to your strengths

All the responsibilities we'll trust you with:

• Develops communication processes to ensure proper alignment and understanding of strategies, initiatives, and targets.

  Maintains ongoing communication with distributor leadership (including key distributor partners, principals, and broadline representatives) 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 best-in-class relationships with key distribution management stakeholders to execute business plans and advance key objectives.

• Establishes a communication schedule for National On-Premise Account mandates and limited-time offers (LTOs), VIP Program status, and pricing alignment across DSD and Vistar.

  Ensures distribution partners (DPs) implement a tracking system to monitor progress against targets (DSD).

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

  Coordinates and executes local food shows.

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

  Develop annual business plans and strategies based on organizational requirements and POS/resource needs.

  For DSD: Include distribution, volume, investments, consistent communication with ownership and top management, and KPIs.

  For Broadline: Include sales blitz planning and the development and execution of key Broadline Distributor events (“Big Moments”) such as food shows, GSMS, and other events.

  Develop plans with the Distributor Partner (DP) during the Monthly Plan and Review (MPR) and Mid-Year Review (MYR) to make course corrections and achieve the annual business plan. Partner with the Distributor Partner Manager (DPM) and DP on annual business plan development for DSD/Vistar.

  Identify and develop key customer opportunities to close SKU and distribution gaps, ensuring the optimal product assortment is available to local Broadline distributors.

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

• Develops a deep understanding of the responsible market and its characteristics, and supports the DP with actionable insights and recommendations.

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

  Analyzes monthly reports to identify the largest areas of opportunity for the DP and uses those insights to guide the DP in elevating market conditions.

  Manages and tracks internal budgets.

  Conducts volume forecasting and planning for each distributor location in alignment with national volume objectives set by headquarters.

  Maintains a robust routine of auditing and analysis to ensure VIP program compliance and a positive return on investment (DSD).

  Holds DPs accountable for submitting data into MSA to ensure accurate and timely information, and tracks daily and weekly submissions (DSD/Vistar).

• Work in the field with the broader On-Premise Regional team of Managers and Specialists across assigned geographies to develop effective programs, build strong relationships, and foster collaboration both internally and with distributor sales personnel.

  Identify opportunities and develop curated target lists for On-Premise department blitzes and sales interactions.

  Maintain a thorough working knowledge of the distributor’s internal systems and organizational structure.

  Understand the distributor’s hierarchy and maintain relationships at all levels, from senior leadership down. Be knowledgeable about sales representatives’ and area managers’ compensation structures in order to design effective programs.

  Serve as a key liaison to the Brand Manager and Account Development Manager (DSD/Vistar).

• 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 the DP sales force).

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

  Lead the training and onboarding of Region Sales Specialists on RTM ways of working and processes with the sales force.

• Communicates regularly and works effectively with all BU sales teams and the marketing team to ensure full alignment of BU goals with the DP.

  Works effectively with the responsible National On-Premise Franchise groups and regional chains.

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

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

  Develops expertise regarding product competition and distributor/branch competition within the assigned area.

EXPERIENCE

Your areas of knowledge and expertise

that matter most for this role:

• A bachelor’s degree is required.
• 5+ years of exceptional sales experience and a strong track record in consumer packaged goods (CPG) and/or fast-moving consumer goods (FMCG) within the foodservice industry, preferably in beverages.
• Experience working with distributors, suppliers, and/or broadline distributors is preferred.
• Proven ability to train, develop, and manage distributors.
• Experience with cross-functional collaboration and change management is a plus.
• Strong knowledge of and experience in the on-premise industry.
• An entrepreneurial, solution-oriented, and strategic mindset, with the ability to take initiative and partner with distributor partners (DP) on joint business planning, is essential.
• Strong analytical and financial skills, including the ability to understand and manage back-end financial planning systems.
• At least four years of experience demonstrating dynamic leadership skills to manage and motivate third-party sales teams is preferred.
• Proven excellence in sales, with the ability to teach, develop, and coach others in selling skills.
• Excellent negotiation and influencing skills.
• Ability to influence effectively without formal authority.
• Clear, demonstrated ability to develop and implement successful sales and trade marketing strategies.
• Excellent communication skills, including strong presentation and training abilities.
• High proficiency in Microsoft Excel and PowerPoint is required.
• A valid driver’s license is required.

• Travel 30-40%
• Permanent
• Benefits eligible