On Premise Distribution Manager

Company Description

The On Premise Distribution Manager (OPDM) is responsible for driving best in class execution via their DSD distributors and owning relationship with our foodservice distribution network. The main priorities include owning distribution and volume goals within the region and developing premium brand execution in channel in alignment with national strategy.  Accelerating REACH and availability remains our department’s #1 strategic priority. To do this, we must continue to realize the full potential of our people and network.

Key responsibilities include: communicating strategic priorities and driving sales initiatives; developing annual business plans; setting, tracking and measuring KPI execution; monitoring sales/POS; input/interaction with Red Bull systems (e.g. Business Insights); and best practice sharing.

Job Description

DRIVING RED BULL NORTH AMERICA (RBNA) STRATEGY AND CREATING ALIGNMENT WITH DISTRIBUTORS

Develops communication process to ensure proper alignment and understanding of strategies, initiatives and targets

Continual communication with distributor leadership (inclusive of distributor partner  key principal and broadline) to assess progress against strategy and initiatives

Drives best in class execution of annual business plan through all OnP distributor routes to market

Cultivate best-in-class relationships with key distribution management stakeholders to execute business plans and advance key objectives   

GO-TO-MARKET STRATEGY

Establishes communication schedule for National On Premise Account mandates/LTOs, VIP Program status & Pricing alignment. (DSD/Vistar)

Ensures DPs implement tracking system to monitor progress against targets (DSD)

Leading Internal On Premise foodservice strategy for the Region, via Broker management, and distributor stakeholder management (BL)

Coordination and execution of local food shows

BUSINESS PLAN 

Provide on-going feedback to HQ & Region leadership on performance of Region KPIs

Develop annual business plans/strategy for organization requirements, POS/resource needs. For DSD include, distribution, volume, investments, consist communication with ownership/top management and KPIs. For BL this would include sales blitz development, Broadline Distributor Big Moments (Foodshows, GSMS, Events)

Develops plans with DP during the Monthly Plan and Review (MPR) & Mid-Year Review (MYR) to course correct and achieve annual business plan. Partners with Distributor Partner Manager (DPM) and DP on annual business plan development (DSD/Vistar)

Develop and highlight key customer opportunities to close SKU and Distribution voids to ensure optimum assortment Is available to local distributors (BL)

Lead Identification and acquisition strategy for prioritized Incremental foodservice operator targets within the region (BL)

BUSINESS INTELLIGENCE

Develops deep understanding of responsible market and its characteristics, and supports 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 find largest areas of opportunity for DP, and uses those insights to guide DP to up-level market conditions

Manages and tracks internal budgets

Volume forecasting and planning per distributor location in alignment with national volume objectives set by HQ

Has a robust routine of auditing & 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; tracks daily/weekly submissions (DSD/Vistar)

DISTRIBUTOR STRUCTURE AND ACCOUNTABILITY EXPERT

Work in field with broader On-Premise Region team of Managers and Specialists in respective geographies to develop effective programs, relationships, and collaboration internally and with distributor sales personnel

Highlight opportunities and develop curated targets for ONP dept blitzes and sales Interactions

Has thorough working knowledge of distributor’s internal systems and structure

Understands distributor’s hierarchy and has relationship from the top-down Knowledgeable on reps and area managers pay structure in order to program

Conduit to Brand Manager and Account Development Manager (DSD/Vistar)

DISTRIBUTOR TRAINING

Lead team based training initiatives to develop and support the DP sales team

Provide individual coaching and development of DP work force (e.g. Brand Managers, Account Development Managers, and DP sales force)

Ensures adoption/usage of WINGTIPS, TRAINING TOOLS (DSD/Vistar)

Lead training and onboardi