Director, LSR

Red Bull•Santa Monica, CA

4d•$156,000 - $234,000

About The Position

The Director of Limited Service Restaurants is primarily responsible for leading a team to sell in and implement Red Bull strategies and initiatives with national LSR chains. Key responsibilities include managing people; owning key account budgets and performance (including SKU distribution, menu placement, limited-time offers, and on-premise marketing initiatives); developing strong business relationships with top accounts; and working cross-functionally to create solutions that address customer needs while meeting Red Bull’s objectives. The Director also drives best practices by delivering outstanding results and developing innovative solutions. In addition, the Director of LSR is responsible for developing topline strategy and aligning with the Senior Vice President of On-Premise Key Accounts to ensure distribution and volume growth.

Requirements

10+ years of on-premise sales experience, with a preferred emphasis and proven track record in LSR.
5+ years of people management experience, with the ability to provide actionable feedback and effective coaching.
Strong analytical skills, with the ability to evaluate and use business insights to shape strategy and execution.
Excellent communication, presentation, and negotiation skills.
Creative, solutions-oriented mindset.
Self-motivated, with an entrepreneurial approach and the ability to work independently.
Proficient in Microsoft Excel and PowerPoint.
Accountable to both myself and all stakeholders.

Responsibilities

Develop long-term strategies and specific initiatives for the LSR channel, including overall company direction, focus areas, key customers, market parameters, and resource allocation.
Take full ownership of the national LSR sales pipeline from Stage 1 through Stage 5.
Lead the annual business planning process for the LSR key accounts team, including all channel programming, initiatives, and tactics.
Own and manage trade investment budgets in CPM, and consistently evaluate ROI to guide future spending decisions.
Identify unique sales levers to maximize sales growth, and allocate resources to implement them.
Aggregate and analyze large volumes of complex data quickly, and translate that data into clear, actionable plans.
Allocate resources to strategically important customers where the investment delivers the highest return.
Conduct post-promotion analysis after all programs to evaluate their effectiveness and execution.
Builds strong, mutually beneficial relationships with key decision-makers and stakeholders at top LSR chains.
Negotiates contracts to drive execution and programming while maintaining appropriate spend per case.
Leads all JBP strategy and collaborates with Finance to ensure funding is appropriate for the business plan.
Tailors presentations using business insights to address customer needs and secure execution and programming.
Develops account-specific programs (e.g., LTOs, staff incentives) that are relevant to each account and drive volume.
Conducts business reviews and holds partners accountable for delivering on agreed-upon execution and programs.
Ensures all team members effectively use CPM and all other administrative tools provided and required to manage their business.
Ensures CPM and all forecasting are updated and accurate each month.
Participates in relevant trade shows and conferences.
Build strong relationships and credibility across the organization to influence and drive key initiatives.
Work with HQ On-Premise Marketing, Trade Marketing, and Brand Marketing to develop custom account programs that align with established standards.
Communicate with key regional stakeholders to drive execution and both provide and receive feedback on accounts and programs.
Conduct regular reviews with regional leaders to assess program results and discuss plans for the remainder of the year.
Work closely with the Finance team to ensure that all negotiated terms are followed and properly approved.
Build, develop, and lead a large, geographically dispersed team. Ensure career development for the entire team by providing timely, specific, and direct feedback and coaching.
Assist National Account Managers in developing effective programs and monitor their execution.
Coach, educate, and motivate direct reports to increase productivity.
Spend sufficient time with the team, both in the office and in the field, to implement and execute Red Bull standards.
Lead the team in developing thought‑leading initiatives and insights that influence national strategy.
Use appropriate communication methods to keep distributor partners informed about national account programs and initiatives.