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On Premise Distribution Manager

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Red Bull

1mo ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Los Angeles

AI generated summary

  • You need 5+ years in sales (FMCG/beverage), distributor experience, strong leadership, analytical skills, proficiency in Excel/PowerPoint, and excellent negotiation and communication abilities.
  • You will drive strategy alignment with distributors, execute business plans, foster relationships, analyze market data, train teams, and ensure compliance with goals and performance metrics.

Requirements

  • 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
  • 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
  • Must have a valid U.S. driver's license
  • Bachelor's degree preferred or equivalent work experience
  • Must be fluent in English, additional language skills an advantage

Responsibilities

  • 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 distributor leadership (inclusive of distributor partner key principal and broadline) to assess progress against strategy and initiatives
  • Drives best in class execution of annual business plan through all OnP distributor routes to market
  • Cultivate best-in-class relationships with key distribution management stakeholders to execute business plans and advance key objectives
  • 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

FAQs

What is the primary responsibility of the On Premise Distribution Manager (OPDM)?

The OPDM is responsible for driving best-in-class execution through DSD distributors and managing relationships with the foodservice distribution network, focusing on distribution and volume goals in alignment with national strategy.

What are the main priorities for the OPDM?

The main priorities include owning distribution and volume goals within the region and developing premium brand execution in the channel, with a focus on accelerating reach and availability.

What experience is required for this position?

The position requires outstanding sales experience and a track record in Consumer Product Goods and/or FMCG, particularly within the foodservice industry, with a minimum of 5 years of experience preferred.

Is previous distributor experience necessary for this role?

Yes, experience with distributors, suppliers, and/or broadline distributors is preferred for this role.

What types of skills are necessary for the On Premise Distribution Manager?

The ideal candidate should have strong analytical and financial acumen, dynamic leadership skills, effective negotiation and influencing skills, and excellent communication and presentation abilities.

What educational background is preferred for this position?

A bachelor's degree is preferred, or equivalent work experience is acceptable.

Are there any specific software skills required for this job?

Yes, candidates must be extremely proficient in Microsoft Excel and PowerPoint.

Is travel required for this role?

Yes, the role may require travel to work in the field with distributor sales personnel.

What is the salary range for the On Premise Distribution Manager position?

The base salary range for this position is $88,000 to $132,000, plus cash incentives.

What benefits are offered for this position?

Benefits include comprehensive medical, dental, and vision plans, 401k match, family leave, PTO & paid holidays, pet, legal, and life insurance, as well as tuition reimbursement.

What does Red Bull North America, Inc. state about equal opportunity?

Red Bull North America, Inc. is an Equal Opportunity Employer and will consider all qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other protected classification.

Are applicants with criminal histories considered for employment?

Yes, the company will consider all qualified applicants, including those with criminal histories, in compliance with applicable laws.

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Red Bull

Red Bull Gives Wings to People and Ideas

Retail & Consumer Goods
Industry
10,001+
Employees
1987
Founded Year

Mission & Purpose

Red Bull Gives Wings to People and Ideas. This drives us - and all we do - since 1987. Today, Red Bull operates in over 170 countries selling more than 7.9 billion cans annually and growing! Above all, our people remain the essential ingredient in bringing the Red Bull brand to life. Becoming the #1 energy drink in the world is a journey of passion and hard work. It’s about asking ourselves every day: how can we do it better? Check out our open roles to become part of the world of Red Bull.