Director of Distribution

Red Bull•Boston, MA

4d•Onsite

About The Position

The Director of Distribution is a pivotal leader responsible for driving excellence in Direct Store Delivery (DSD) Distributor performance and optimizing trade sales within the Off Premise channel across a defined territory. This role ensures flawless execution of distribution strategies and strengthens our market presence. Leading a team of Distributor Partner Managers (DPMs), the Director fosters a high-performance culture through continuous coaching and development. Establishing influential relationships with Owners and Key Principals of Distributor Partners (DPs), the Director ensures strong collaboration between DPs, the General Manager (GM), and the Vice President (VP) of Distribution. The key responsibilities for this role include communicating and executing strategies set forth by the national Off Premise Channel team. This involves coaching and developing direct reports to ensure a high level of performance and engagement. Additionally, the role requires owning the regional Off Premise Distribution budget, closely monitoring progress against business plans, and developing systems to enhance KPI execution. The ultimate goal is to ensure the successful delivery of annual sales and distribution targets.

Requirements

Outstanding sales experience and track record in Consumer Goods industry (Beverage preferred)
+10 years Distributor and Supplier experience required
Ability to lead, manage and motivate a team of direct reports, 6+ years of management experience
Experience in working with or managing a DSD network
Strategic thinker with strong business acumen
Strong communicator, including presentation and training skills
Excellent negotiator and influencer
Comfortable with business analytics
Clear and proven ability to develop and implement successful sales and trade marketing strategies
Strong knowledge of consumer marketing principles
Creative mind, outgoing personality and friendly
Entrepreneurial

Responsibilities

Leads communication of RBNA annual sales strategies and quarterly/monthly initiatives with DP leadership
Leads annual business planning target setting and alignment with DP Key principals & owners
Leads communication and education of key RBNA initiatives with DPM team
Leads alignment on Off Premise Channel strategies across Large Format, Convenience, Specialty & Military
Establishes and manages clear set of KPIs for DPMs and DPs
Own the development, in partnership with DPMs, of the Off-Premise annual business plans, including distribution, volume, in-store execution, investments, service, and KPIs
Owns execution of the annual business plan
Monitor DPs' progress in executing the annual business plan through annual, quarterly, and monthly review meetings
Communicate consistently with DP ownership and sales leadership to ensure alignment on strategic priorities
Establish annual DP POS plans, resource allocation, and budget breakdown
Expertly measure and analyze standardized reports and demonstrate proficiency in reporting systems (e.g., SAP BI)
Maintain strong working knowledge of all Red Bull systems (BI, IRI, CPM, Workbench, Collaboration, etc.)
Monitor market trends and evaluate growth opportunities
Stay updated on key account systems and their relation to DPs
Proactively use Business Intelligence to improve distributor performance
Implement systems to track and benchmark DPs against key initiatives and goals
Ensure RBNA deploys the best distributor network in North America within the region
Manage the deployment and management of RBNA's DSD Service Model across Sales & Merchandising
Develop short- and long-term plans to optimize the DP network within the region
Develop and share best practices within the DP network
Work across other regions to benchmark performance and best practices
Develop, educate, and motivate direct reports for increased productivity, focusing on specific, timely, and direct feedback and coaching
Support Distribution Management training curriculum with Kick-Off, Insights to Action, and Successful Selling
Lead team-based training initiatives to develop both general and specific job skills for DPMs
Recruit top talent and secure a bench for Internal RBNA Distribution roles (I.e DPM) and DP based roles (I.e. Brand Manager)
Lead Off Premise plan development for local big moments