Sr. Director, Route to Market

Job description

ROUTE TO MARKET & DISTRIBUTION STRATEGY Develop long-term RTM strategies aligned with RBDC priorities and RBDC strategic vision. Lead RBDC efforts to expand the breadth and depth of distribution through RTM expansion. Manage and lead RBDC RTM strategies, driving continuous improvement to support business objectives. Refine, lead, and support the distribution organization’s vision through transformational plans. Evaluate RTM performance, identify gaps in DP capabilities, and build solutions for future development. SERVICE STRATEGY Own RBDC’s DSD service model, including delivery, selling, merchandising, and value-added activities. Develop service-to-standard reporting infrastructure that drives insights to action for regional distribution management teams. Build plans for future service-reporting enhancements that capture all elements of the service model. Lead long-term service strategy development aligned with business objectives. STRATEGIC BUSINESS PLANNING Lead the annual distribution planning process, including scheduling, plan preparation, KPIs, initiatives, and consolidation of an aligned and consistent Business Unit approach. Develop distribution initiatives that drive performance across off-premise channels. Enable process automation where applicable to reduce manual administrative tasks. Collaborate cross-functionally to streamline planning with functional departments and Business Units. DP MANAGEMENT, PROCESSES & ROUTINES Develop optimal field-force structures, routines, tools, and implementation plans for DP partner management. Identify distribution-management and DP training opportunities in partnership with Sales Training & Development. Lead development of DP management processes and routines for RBDC. Build a culture of plan achievement through effective evaluation of DP performance against KPIs. Continuously evaluate and upgrade teams as needed to meet increased execution requirements. Oversee interactions between the Manager of DP Process and Business Units, ensuring best practices aligned with the vision are recognized and integrated into recommendations. Drive DP Management Organization buy-in, adoption, and use of processes, tools, and templates. DP EXCELLENCE Build plans that motivate, engage, and reward RBDC’s distribution network for execution excellence. Create national distribution initiatives that align with RBDC’s strategic priorities. Collaborate with Field Support to build sales tools that improve distributor selling capabilities and enable Red Bull to look like number one at retail. Partner with Business Intelligence to build reports that measure execution and enable field insights to action. Review leading performance indicators to identify future opportunities. LEADERSHIP, COACHING & DEVELOPMENT Coach, educate, and motivate direct reports to increase productivity. Lead the team in developing thought-leading initiatives and insights that influence national strategy. Build strong working relationships with field distribution management teams and HQ functional teams. Build a culture of engagement, influence, and alignment. Minimum 10+ years of experience leading an RTM structure within the CPG industry, including 6–8 years of leading a high-performing team. Bachelor’s degree from an accredited college or university, or equivalent work experience; master’s degree from an accredited college or university preferred. Excellent negotiator and influencer. Demonstrated skills as a change agent, leader, and coach. Strategic thinker who is passionate about achieving long-term success through a hands-on, solutions-oriented approach. Understanding of statistical methodologies, including linear regression, logistic regression, and related approaches, to build a strategy from data through execution. Strong communication skills; highly organized and able to manage timelines and objectives effectively. Ability to rapidly assess and concisely summarize current situations and process flows involving markets, competition, distributor practices, and technology trends.