On Premise Distribution Manager - job 1 of 6

The On-Premise Distribution Manager (OPDM) is responsible for ensuring top-tier execution through their direct store delivery (DSD) distributors and managing relationships with our foodservice distribution network. The primary responsibilities include meeting distribution and volume targets in the region while enhancing premium brand performance within the channel, in alignment with the national strategy. Expanding reach and improving product availability remains the #1 strategic priority for our department. Achieving this objective involves leveraging the full potential of our team and network.

Key responsibilities encompass communicating strategic priorities and related initiatives; developing annual business plans; establishing, monitoring, and measuring KPI achievements; tracking sales and point-of-sale (POS) data; interacting with Red Bull systems (e.g., Business Insights); and sharing best practices. Additionally, the OPDM ensures compliance with On-Premise account standards, coaches Distributor Partners (DPs) for exceptional execution, provides consistent training to DP sales teams, and conducts Monthly Planning Reviews (MPR).

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

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

Maintains continual communication with DP key principals to evaluate progress against strategies and initiatives.

Ensures clear communication of cell and regional initiatives to the DP and takes necessary actions to support these initiatives.

Establishes a communication schedule for National On-Premise Account mandates and LTOs.

Ensures that DPs implement a tracking system to monitor progress towards targets.

Shares best practices across the network.

Leads the execution of the annual business plan through distributors to achieve best-in-class performance.

GO-TO-MARKET STRATEGY

Establishes a communication schedule for National On-Premise Account mandates, Limited Time Offers (LTOs), VIP Program status, and pricing alignment (Direct Store Delivery [DSD]/Vistar).

Ensures Distribution Partners (DPs) implement a tracking system to monitor progress against targets (DSD).

Leads the internal on-premise foodservice strategy for the region through broker management and distributor stakeholder engagement (Brokers and Logistics [BL]).

Coordinates and executes local food shows.

BUSINESS PLAN

Provide ongoing feedback to Headquarters (HQ) and Regional leadership on the performance of regional Key Performance Indicators (KPIs).

Develop annual business plans and strategies based on organizational requirements, point-of-sale (POS) and resource needs. For Direct Store Delivery (DSD), this includes distribution, volume, investments, consistent communication with ownership/top management, and KPIs. For Broadline (BL), this involves sales blitz development, Broadline Distributor Big Moments (e.g., food shows, GSMS, events).

Collaborate with Distributor Partners (DPs) during the Monthly Plan and Review (MPR) and Mid-Year Review (MYR) to make necessary adjustments and achieve the annual business plan. Work in partnership with Distributor Partner Managers (DPMs) and DPs to develop the annual business plan for Direct Store Delivery (DSD) and Vistar.

Identify and emphasize key customer opportunities to address Stock Keeping Unit (SKU) gaps and distribution voids, ensuring an optimal assortment is available for local distributors (Broadline).

Lead the identification and acquisition strategy for prioritized incremental foodservice operator targets within the region (Broadline).

BUSINESS INTELLIGENCE

Develops a comprehensive understanding of the target market and its characteristics, providing Distribution Partners (DP) with actionable insights and recommendations.

Maintains an in-depth knowledge of all Red Bull systems and relevant distributor/branch tools (e.g., The Hub, MSA, CPM, BI).

Analyzes monthly reports to identify significant areas for improvement for DPs and uses these insights to help improve market conditions.

Oversees and monitors internal budgets.

Conducts volume forecasting and planning for each distributor location in alignment with national volume objectives set by headquarters.

Establishes a strong routine of auditing and analysis to ensure compliance with the VIP program and measure return on investment through Direct Store Delivery (DSD).

Ensures Distribution Partners provide accurate and timely data submission into MSA by tracking daily/weekly submissions and holding them accountable (for both DSD and Vistar).

DISTRIBUTOR STRUCTURE AND ACCOUNTABILITY EXPERT

Collaborate with the broader On-Premise Regional team, including Managers and Specialists in specific geographic areas, to design effective programs, build relationships, and foster collaboration internally as well as with distributor sales teams.

Identify opportunities and develop tailored targets for On-Premise (ONP) department blitzes and sales interactions.

Possess a comprehensive understanding of the distributor’s internal systems and organizational structure.

Have knowledge of the distributor’s hierarchy and maintain relationships across all levels, from top management downward. Be familiar with representatives’ and area managers’ compensation structures to support program development effectively.

Act as a liaison between the Brand Manager and the Account Development Manager (DSD/Vistar).

DISTRIBUTOR TRAINING

Lead team-based training initiatives to support and develop the Direct Purchase (DP) sales team.

Provide personalized coaching and development for the DP workforce, including Brand Managers, Account Development Managers, and the DP sales force.

Ensure the consistent adoption and usage of WINGTIPS and training tools (e.g., DSD/Vistar).

Oversee training and onboarding processes for Regional Sales Specialists on Route-to-Market (RTM) methodologies and operational processes with the sales team.

MISCELLANEOUS

Communicates consistently and collaborates effectively with the entire Business Unit (BU) sales team and marketing department to ensure alignment of BU objectives with the Distribution Plan (DP).

Builds strong connections with the National On-Premise Franchise groups and regional chains.

Shares and enforces adherence to Red Bull North America (RBNA)'s inventory policies.

Gains a thorough understanding of geographic and demographic trends within the assigned region.

Develops in-depth knowledge of product competition and distributor/branch competition in the designated area.

EXPERIENCE NEEDED

Bachelor’s degree is required.

Must possess outstanding sales experience and a proven track record in the Consumer Product Goods (CPG) or FMCG (Fast Moving Consumer Goods) industry, specifically within the foodservice sector, with a preference for beverage experience; 5+ years of relevant experience is needed.

Experience working with distributors, suppliers, or broadline distributors is highly preferred.

Proven ability to teach, develop, and manage distributors is essential.

Cross-functional work experience and change management capabilities are considered a plus.

Must have strong knowledge and experience in the on-premise industry.

An entrepreneurial, solution-oriented, and strategic mindset, with the initiative to collaborate with distribution partners (DPs) in joint business planning, is a necessity.

Strong analytical and financial acumen is required to manage and understand back-end financial planning systems effectively.

A minimum of 4 years’ experience demonstrating dynamic leadership skills to manage and motivate third-party sales teams is preferred.

Must exhibit excellence in sales, alongside the ability to teach, coach, and develop others in applying effective selling techniques.

Excellent negotiation and influencing skills are vital, with the capability to influence others without direct authority.

A clear and demonstrated ability to develop and successfully implement sales and trade marketing strategies is required.

Must be an excellent communicator, including proficiency in delivering compelling presentations and conducting training sessions.

A high level of proficiency in Microsoft Excel and PowerPoint is a must.

A valid driver’s license is mandatory.

LANGUAGE REQUIREMENTS

Must be fluent in English; proficiency in additional languages is considered an advantage.

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.
The base salary range for this position is $92,000 - 138,000 + cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.
Our current Benefits include:
Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO & Paid Holiday Schedule, Pet, Legal, and Life Insurance, Tuition Reimbursement (Benefits listed may vary depending on the nature of your employment and/or work location)

Red Bull North America, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.