Director, Casual Dining

Company Description

The Director of Casual Dining‘s main priority is managing a team in order to sell in and execute Red Bull strategy and initiatives with national casual dining chains.  Key responsibilities include:  people management and development, owning key account budgets and results (SKU Distribution, Menu Placements, LTO‘s, and On Premise Marketing Initiatives); developing productive business relationships with top accounts; working cross functionally to develop solutions that resonate with customer needs while achieving Red Bull goals; strategy alignment with regions on wiring at the field level and helping drive best practices by producing excellent results and creating innovative solutions. In addition, the Director of Casual Dining is responsible for topline strategy development and alignment with the Head of Commercial Key Accounts to ensure distribution and volume growth.

Job Description

STRATEGIC BUSINESS PLANNING

Develop long-term strategies and specific initiatives for Casual Dining channel, including company direction, focus area, key customers, market parameters, and resource allocation.

Lead the annual business planning process for Casual Dining key accounts team – including all channel and chain programming, initiatives, and tactics.

Owns and manages trade investment budgets in CPM and consistently evaluates ROI to inform future spend.

Identify unique sales levers to maximize sales growth and assign resources to put them into place.

Aggregate and analyze large amounts of complex data quickly, and distill that data into clear, viable action plans.

Ensure strategies and national activity is within global guidelines

Allocates resources where the investment has the highest payback with strategically important customers

Drives re-cap analysis following all programs to evaluate effectiveness and execution

OVERSEE AND EXECUTE NATIONAL ACCOUNT MANAGEMENT

Builds strong, influential, mutually beneficial relationships with key account decision makers and stakeholders for top casual dining chains.

 Negotiates high-level contracts to drive execution and programming while maintaining appropriate spending per case.

Customize presentations utilizing business insights to appeal to customers’ needs in order to gain execution and programming.

Manages the need for custom account programming, such as LTO’s, staff programs, etc., that are relevant to each account and drives volume.

Conducts executive-level business reviews with NAM

Holds the team accountable to deliver upon the agreed-upon execution and programs with accounts

Ensures all members of their team effectively use CPM and all other admin tools provided that are required to manage and analyze their business

Ensures that CPM, KeyAccount  Workbook, Global Key Account Tracker, Wing Tips, and HUB are up to date with chain/ account level detail, including unit listings, mandated SKUs, and agreed-upon executional elements

Understands the RTM strategy within casual dining national chains

Participates in relevant Trade Shows and Conferences

Helps in building the alignment for Top Conferences

STAKEHOLDER ALIGNMENT & PARTNERSHIP

Build strong relationships and credibility throughout the organization in order to influence and drive initiatives.

Works with HQ On Premise Marketing and Trade Marketing to create custom account programs in line with brand standards.

Works with Consumer Collecting to build programs where field execution can be upleveled

Communicates with key stakeholders within the Business Units and Regions to drive execution, provide and receive account/ program feedback.

Conducts  reviews with Business unit leaders to view results with programs, as well as year-to-go plans

Full management of 3rd party agencies and partners

LEADERSHIP, COACHING, AND DEVELOPMENT

Build, develop, and lead a large geographically disparate team. Ensure career development for the entire team through focus on timely, specific, and direct feedback and coaching.

Assist national account managers in developing effective programming, presentations, and monitor execution.

Coach, educate, and motivate direct reports for increased productivity.

Spend adequate time with the team in office and field to implement and execute Red Bull standards.

Lead team to develop thought-leading initiatives and insights that impact national strategy.

Uses appropriate communication processes to keep Distributor Partners and internal personnel informed of National Account Programs and Initiatives.

Qualifications

10+ years of On Premise sales experience; preferably in casual dining.

5+ years of people management experience

Experience using business insi