Director, Distribution

Company 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 goal is to ensure the successful delivery of annual sales and distribution targets.

Job Description

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

Establishes and manages clear set of KPIs for DPMs and DPs

Leads communication and education of key RBNA initiatives with DPM team

Leads alignment on Off Premise Channel strategies across Large Format, Convenience, Specialty & Military

REGIONAL BUSINESS PLANNING AND EXECUTION

In partnership with DPMs, own the development of the Off-Premise annual business plans, including distribution, volume, in-store execution, investments, service, and KPIs.

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.

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 WITH 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

Qualifications

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