Director, Sales & Distribution

Company Description

The Director, Sales & Distribution (DSD) is responsible for the overall sales, financial and operational performance of their Region (may include multiple locations and States). Drive and develop a world class retail execution, best in class sales & operational process & systems, and build and inspire a winning team that epitomizes RBDC Values (Professionalism, Focus, Passion, & Responsibility). Key leadership includes building, leading, coaching and developing a high performing regional leadership team to include, Sales, Operations and Talent.  

Job Description

MANAGING EXPECTATIONS 

• Use a high level of discretionary judgment on sales, financial, operational, and employment decisions 

• Lead, coach, and develop the organization to ensure operational objectives are met or exceeded and that sales and distribution targets are flawlessly executed to standard  

• Manage operating expenses (inventory, goods destroyed, discounts, T&E), responsible for Profit & Loss ownership across the profit center  

EXECUTION 

• Develop and deliver upon an annual business plan for volume, execution excellence, market share, profitability, distribution development, routes, new product distribution, and volume / sales forecast 

• Evaluate total market conditions, competitive threats, and changing local dynamics which may impact volume, share, profit, as well as other business metrics 

• With the Vice President, Sales & Distribution (VPSD), define annual and monthly Key Performance Indicator (KPI) priorities, strategies, and goals for the Region by coordinating with cross functional departments to ensure the attainment of volume plan, in-store execution and profit objectives 

• Spend 2+ full days per week in the market working side-by-side with GSMs and District Sales Managers (DSM), providing training, feedback / coaching, and evaluating performance as well as market conditions 

• Report regularly on monthly commissions, quarterly bonus, annual bonus, Monthly Performance Review and Quarterly Business Review needs, and other ad hoc reporting to the VPSD, Talent; hold Monthly Performance Review (MPR) and Quarterly Business Review (QBR) meetings with GSMs, Talent Business Partner and other key stakeholders to ensure open communication and address opportunities 

• Lead and present on specialized trainings, Engagement Action Planning, etc. jointly with Talent Business Partner 

• Partner with Talent Business Partner to ensure performance management initiatives are met, support Talent Acquisition and development needs throughout the year 

BUILDING SUCCESS 

• Work directly with the RBNA BU team to ensure flawless execution of the Red Bull Standards of Executional Excellence 

• Work collaboratively across the organization and share best practices; act as a major contributor/leader among peer group 

• Build a diverse organization that reflects the marketplace; lives to Red Bull’s Values and inspires team through effective leadership 

• Lead by example and ensure the Regional Team understands and adheres to Company standards & targets, Talent & performance management needs, and operating & safety procedures 

• Align the Region from the top-down with RB Values, Our Code, Environment, and Main Effort approach 

• Complete annual performance reviews with all direct reports, building and supporting Development Plans 

Qualifications

• 10+ years of management experience in both beverage supplier and distributor businesses with a Direct Store Delivery (DSD) model, including proven track record of meeting or exceeding assigned sales objectives 

• Key account management experience on a district, regional or national level 

• A proven track record of being able to inspire and lead a successful sales organization (sales managers and their teams, Key Account Managers, Merchandising Managers and their teams), Office Assistants, and partnering with Talent; promote initiatives that build strong trade partnerships 

• Previous P&L ownership over sales teams and operations 

• Working knowledge of / previous experience managing organizations to DOT compliance, OSHA regulations, and other Employment Law needs 

• Exceptional leadership skills to provide coaching, mentoring, training and development, performance evaluations, and corrective feedback / discipline 

• Excellent verbal and written communication skills, including being able to prepare presentation materials