Director, On Premise Distribution
Red Bull North America
The Director, On Premise Distribution is primarily responsible for the strategic leadership and management of the On Premise route to market and distributor partners at the regional level. Key objectives include developing, leading, and coaching a team of On Premise Distributor Managers (OPDMs) while fostering influential relationships with key principals and owners of the region's top Distributor Partners (DPs).
In addition, the Director is responsible for driving Red Bull North America (RBNA) initiatives and strategic priorities, including expanding market reach, developing systems that improve KPI execution, monitoring sales and point-of-sale (POS) performance against business plans, and coaching OPDMs to achieve their individual and regional objectives.
A successful Director, On Premise Distribution takes full ownership of distributor performance across the region while ensuring strong alignment and collaboration between the General Manager and the VP of On Premise to drive sustainable business growth and executional excellence.
Areas that play to your strengths
All the responsibilities we'll trust you with:
Develop and execute a communication strategy with OPDMs and Distributor Partners (DPs) to effectively communicate and implement Red Bull business strategies, priorities, and initiatives.
Ensure alignment and understanding of business objectives and strategic priorities across RBNA departments and key stakeholders.
Implement systems and processes to track, measure, and benchmark DP performance against established goals and key initiatives.
Lead communication and engagement efforts with the RBNA On Premise Key Account team, fostering strong collaboration between key accounts and distributor partners.
Facilitate training sessions focused on strategic initiatives, operational excellence, and professional development.
Establish, monitor, and manage a clear set of KPIs for OPDMs and Distributor Partners to drive accountability and execution.
Partner with the Director, On Premise (DOP) to develop annual business plans, including goals, objectives, resource allocation, investment strategies, and performance metrics for Distributor Partners.
Secure alignment and commitment on key business priorities and implement monthly scorecard reviews to monitor performance and progress.
Maintain consistent communication with DP ownership and senior leadership to ensure alignment with Red Bull business priorities and strategic objectives.
Establish regional Point of Sale (POS) allocation strategies and execution plans for Distributor Partners.
Develop and oversee regional equipment allocation plans and execution standards to support market growth and operational excellence.
Maintain expert knowledge of Red Bull business systems and tools, including BI, IRI, CPM, Hub, Collaboration, and other relevant platforms.
Stay current on key account systems and understand their impact and integration with Distributor Partner operations.
Leverage business intelligence and analytics to identify opportunities, improve performance, and drive continuous improvement across the distributor network.
Assess regional route-to-market strategies in partnership with the Director, On Premise (DOP), and recommend solutions to optimize distributor network performance.
Develop and implement best practices across the distributor network to drive consistency, efficiency, and executional excellence.
Lead and support new distributor onboarding, transitions, and launch activities in partnership with OPDMs.
Collaborate with other business units to benchmark performance, share insights, and identify best practices across markets.
Lead team-based training and development initiatives designed to strengthen both technical and leadership capabilities of OPDMs.
Provide ongoing coaching, mentorship, and individualized development plans to support team growth and performance.
Foster a culture of accountability, collaboration, continuous improvement, and professional development.
Serve as a key leader within regional cross-functional teams, ensuring effective communication, collaboration, and alignment on business objectives.
Create strong connections between functional strategies and marketplace execution through Distributor Partners.
Coordinate the implementation of key account programs through strategic partnerships with Sr. Director Key Accounts (DKAs), Director Key Accounts (DKAs), National Account Managers (NAMs), and other cross-functional stakeholders.
Drive alignment across sales, marketing, distribution, and key account teams to maximize market impact and business results.
Your areas of knowledge and expertise
that matter most for this role:
- Bachelor’s degree preferred.
- Minimum 7 years of successful sales experience within the Consumer Packaged Goods (CPG) industry, beverage industry experience preferred.
- Distributor and supplier management experience required.
- Strong knowledge of the On Premise channel, including industry trends, route-to-market strategies, and distributor operations.
- Proven ability to lead, develop, and motivate high-performing teams; 4+ years of people leadership experience preferred.
- Experience working with or managing a Direct Store Delivery (DSD) network.
- Strategic thinker with strong business acumen and a demonstrated ability to solve complex business challenges.
- Excellent communication skills, including presentation, facilitation, and training capabilities.
- Strong negotiation, influencing, and relationship-building skills.
- Comfortable leveraging business analytics to drive decision-making and performance improvement.
- Demonstrated success in developing and executing effective sales and trade marketing strategies.
- Entrepreneurial mindset with a proactive, results-oriented approach.
- Advanced proficiency in Microsoft Excel and PowerPoint.
- Valid driver's license required.
- Must be fluent in English, additional language skills an advantage.
- Travel 50-60%
- Permanent
- Benefits eligible
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