Director of Distribution

Red Bull; Boston (MA); On-site; USD 124,000 - 186,000; Full time

Benefits offered by this job

Medical benefits

401k match

Paid time off

Incentives

Job summary

Red Bull North America, Inc. seeks a Director of Distribution to lead Direct Store Delivery performance across the Off Premise channel in the U.S. region.

You will manage Distributor Partner Managers, coach teams, and shape distribution strategies to ensure annual sales targets are met. You will own the regional budget, drive KPI execution, and collaborate with DP owners, the GM, and the VP of Distribution to optimize the distributor network and route-to-market across Large Format, Convenience,

Qualifications

• Extensive sales leadership experience in consumer goods.
• Experience managing distributor networks and DSD operations.
• Strong strategic planning and execution capabilities.

Responsibilities

• Lead communication of RBNA sales strategies with DP leadership.
• Own Off-Premise annual business plans and KPIs.
• Monitor DP progress through reviews and governance.
• Develop DP training and coaching programs for high performance.
• Coordinate cross-functional RBNA integration and best practices.

Skills

Sales leadership

DSD network

Strategic thinking

Negotiation

Communication skills

Data analytics

Tools

SAP BI

BI tools

Job description

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.

All the responsibilities we’ll trust you with:

ENSURES DISTRIBUTOR PARTNERS EXECUTE RBNA STRATEGIES

• 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 a clear set of KPIs for DPMs and DPs

REGIONAL BUSINESS PLANNING & EXECUTION

• 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

BUSINESS INTELLIGENCE

• 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

ROUTE TO MARKET MANAGEMENT

• 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

RECRUITING, TRAINING, AND COACHING THE TEAM

• 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 CROSS FUNCTIONAL INTEGRATION WITHIN RBNA

• 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
• Lead Off Premise plan development for local big moments

Your areas of knowledge and expertise that matter most for this role:

• 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
• Employees may be required to lift and/or move items weighing 25 pounds or more, as needed.

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

The base salary range for this position is $124,000 to $186,000 + 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.