Red Bull

On Premise Distribution Manager

Red Bull • $90K — $110K *
Los Angeles, CA 90011In-Person
Food & Beverages
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree required.
  • 5+ years of outstanding sales experience in Consumer Product Goods or the foodservice industry, preferably in Beverage.
  • Preferred experience with distributor, supplier, or Broadline distributor roles.
  • Demonstrated ability to teach and manage distributor partnerships.
  • Strong analytical and financial acumen for backend financial planning.
  • Proficient in Microsoft Excel and PowerPoint with excellent negotiation skills.
  • Valid Driver's License and fluency in English; additional language skills are a plus.

Responsibilities

  • Drive best-in-class execution through effective communication with DSD distributors.
  • Develop and execute annual business plans aligned with regional and national strategies.
  • Monitor KPIs and progress against strategic goals and distribute actionable insights.
  • Train and coach distributor sales teams to ensure adherence to brand standards.
  • Collaborate with internal sales and marketing teams to ensure alignment on business objectives.
  • Analyze market data to identify growth opportunities and optimize product distribution.
  • Conduct regular field training initiatives to develop the distributor sales workforce.

Benefits

  • Benefits eligible position with a focus on career development.
  • Travel requirement of 50-60% adds variety and broadens industry experience.
Full Job 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 associated 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. The OPDM ensures implementation of On-Premise account standards; coaches Distributor Partners (DPs) to execute with excellence; provides consistent training to the DP sales force; and develops Monthly Planning Reviews (MPR).

RESPONSIBILITIES

Areas that play to your strengths

All the responsibilities we'll trust you with:
  • 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 DP key principals to assess progress against strategy and initiatives
    Ensures strong communication of cell and regional initiatives to DP, and ensures appropriate actions are taken to support these initiatives
    Establishes communication schedule for National On Premise Account mandates and LTOs
    Ensures DPs implement tracking system to monitor progress against targets
    Share best practices across the network
    Drives best in class execution of annual business plan through distributor
  • 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 onboarding of Region Sales specialists on RTM ways of working and processes with sales force
  • MISCELLANEOUS
    Communicates regularly and works effectively with all BU sales team and marketing to secure full alignment of the BU goals with the DP
    Effectively wires with responsible National On Premise Franchise groups and regional chains
    Share and enforce guidelines with regards to RBNA's inventory policy
    Develops working knowledge of geographic and demographic areas in assigned geography
    Develops expertise with regards to product competition and distributor/branch competition in respective area


EXPERIENCE

Your areas of knowledge and expertise

that matter most for this role:

  • Bachelor's degree required
  • Outstanding sales experience and track record in Consumer Product Goods and/or FMCG, foodservice industry (Beverage Preferred), 5+ years
  • Distributor, Supplier, and/or Broadline distributor experience preferred
  • Demonstrated ability to teach, develop, and manage distributors
  • Cross functional work and change management experience a plus
  • Strong On Premise industry knowledge and experience.
  • Entrepreneurial, solution-oriented, strategic mindset to take initiative and consult with DP in joint business planning is a must
  • Strong analytical and financial acumen to understand/manage back end financial planning systems
  • 4+ years' experience displaying dynamic leadership skills to manage and motivate third party sales teams preferred
  • Demonstrates excellence in sales with ability to teach, develop, and coach others on selling skills
  • Excellent negotiation and influencer skills
  • Ability to influence without authority
  • Clear and proven ability to develop and implement successful sales and trade marketing strategies
  • Excellent communicator, including presentation skills and training ability
  • Must be extremely proficient in Microsoft Excel and PowerPoint
  • Employees may be required to lift and or move up to 25 pounds or more as needed
  • Valid Driver's License
  • Must be fluent in English, additional language skills an advantage
  • Travel 50-60%
  • Permanent
  • Benefits eligible


WHERE YOU'LL BE BASED

Los AngelesCalifornia, United States

United StatesRed Bull North America

JOIN THE TEAM

About Red Bull

Red Bull is an energy drink sold by Red Bull GmbH, an Austrian company created in 1987. Red Bull has the highest market share of any energy drink in the world, with 7.5 billion cans sold in a year (as of 2019). Austrian entrepreneur Dietrich Mateschitz was inspired by an existing energy drink named Krating Daeng, which was first introduced and sold in Thailand by Chaleo Yoovidhya. He took this idea, modified the ingredients to suit the tastes of Westerners, and, in partnership with Chaleo, founded Red Bull GmbH in 1987. Red Bull is sold in a tall and slim blue-silver can, and is marketed through advertising, events (Red Bull Cliff Diving World Series, Red Bull Air Race, Red Bull Crashed Ice), sports team ownerships (Red Bull Racing, Scuderia AlphaTauri, FC Red Bull Salzburg, New York Red Bulls, Red Bull Brasil, RB Leipzig, EC Red Bull Salzburg, Red Bull Ghana), celebrity endorsements, and music, through its record label Red Bull Records.
Learn more about Red Bull
Size
12,000 employees
Industry
Food & Beverages
* Ladders Estimates

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