Director of Distribution

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.

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 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

Lead Off Premise plan development for local big moments

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