On Premise Distribution Manager

Red Bull•Madison, WI

21h•$92,000 - $138,000

About The Position

The On-Premise Distribution Manager (OPDM) is responsible for driving best-in-class execution through direct-store-delivery (DSD) distributors and for managing relationships within our foodservice distribution network. The primary objectives are to achieve distribution and volume targets in the region and to build premium brand execution in the channel, in alignment with the national strategy. Expanding reach and availability remains the department’s top strategic priority. To accomplish this, we must continue to maximize the potential of our people and our network. Key responsibilities include communicating strategic priorities and related initiatives; developing annual business plans; setting, tracking, and measuring KPIs; monitoring sales and point-of-sale data; using and providing input into Red Bull systems (e.g., Business Insights); and sharing best practices. The OPDM ensures that on-premise account standards are implemented; coaches Distributor Partners (DPs) to execute with excellence; provides consistent training to DP sales teams; and leads Monthly Planning Reviews (MPRs).

Requirements

A bachelor’s degree is required.
At least five years of outstanding sales experience and a strong track record in consumer packaged goods (CPG) and/or fast-moving consumer goods (FMCG), or the foodservice industry (beverage experience preferred).
Proven ability to train, develop, and manage distributors.
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 distribution partners (DPs) in joint business planning, is essential.
Strong analytical and financial skills, including the ability to understand and manage back-end financial planning systems.
Excellent negotiation and influencing skills.
Ability to influence others without formal authority.
Clear and proven ability to develop and implement successful sales and trade marketing strategies.
Excellent communication skills, including strong presentation and training abilities.
Advanced proficiency in Microsoft Excel and PowerPoint is required.
A valid driver’s license is required.

Nice To Haves

Experience working with distributors, suppliers, and/or broadline distributors is preferred.
Experience working cross-functionally and managing change is a plus.
4+ years of experience demonstrating dynamic leadership skills to manage and motivate third-party sales teams is preferred.

Responsibilities

Develops clear communication processes to ensure proper alignment and understanding of strategies, initiatives, and targets.
Maintains ongoing communication with key DP principals to assess progress against strategies and initiatives.
Ensures effective communication of cell and regional initiatives to DPs, and ensures appropriate actions are taken to support these initiatives.
Establishes a communication schedule for National On-Premise Account mandates and limited-time offers (LTOs).
Ensures that DPs implement tracking systems to monitor progress against targets.
Shares best practices across the network.
Drives best-in-class execution of the annual business plan through the distributor network.
Establishes a communication schedule for National On-Premise Account mandates and limited-time offers (LTOs), VIP Program status, and pricing alignment (DSD/Vistar).
Ensures distribution partners 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, this includes distribution, volume, investments, consistent communication with ownership and top management, and KPIs.
For Broadline, this includes sales blitz development and planning/execution of Broadline Distributor “Big Moments” (e.g., food shows, GSMS, 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 the DP on annual business plan development (DSD/Vistar).
Identify and develop key customer opportunities to close SKU and distribution gaps, ensuring the optimal assortment is available to local distributors (Broadline).
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 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 by 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 return on investment (DSD).
Holds DPs accountable for data submission into MSA to ensure accurate and timely information, and tracks daily and weekly submissions (DSD/Vistar).
Works in the field with the broader On-Premise Region team of Managers and Specialists in their respective geographies to develop effective programs, relationships, and collaboration internally and with distributor sales personnel.
Highlights opportunities and develops curated targets for On-Premise department blitzes and sales interactions.
Has thorough working knowledge of the distributor’s internal systems and structure.
Understands the distributor’s hierarchy and maintains relationships from the top down; is knowledgeable about representatives’ and area managers’ compensation structures in order to program effectively.
Serves as a conduit 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 the adoption and use of WINGTIPS and training tools (DSD/Vistar).
Lead the training and onboarding of Regional 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.