Senior Manager, Route to Market (On Premise Distribution)
Red Bull
Full-time
On-site
Santa Monica California United States
Sports
Company Description
The primary responsibilities of the Senior Manager, Route to Market (RTM) Manager, involve leading, developing, and executing RBNA’s Route to Market strategy for the On Premise. This role focuses on streamlining and optimizing key initiatives through close collaboration with leadership in Santa Monica (SaMo) and Business Unit (BU) Distribution. Over recent years, the On Premise Distribution business has experienced significant growth with the addition of Broadline, eCommerce, Warehouse Direct, and Natural channels, expanding beyond its traditional Direct Store Delivery-focused model.
The Route to Market strategy is designed to achieve RBNA's sales objectives, including optimizing assortment, expanding reach, advancing On Premise channel strategies, and outperforming competitors, as part of the goal to maintain the best distribution network in North America.. A successful Senior RTM Manager will take ownership of the strategy, influence its implementation, and continuously refine Red Bull’s Route to Market approach, ensuring added value to the distribution network while driving overall success.
Job Description
LEAD ROUTE TO MARKET STRATEGY & PLANNING
Design, develop, and implement a route-to-market strategy aligned with business needs.
Lead annual Route-to-Market (RTM) assessments and business planning sessions across all channels.
Provide support to commercial leadership during the Route-to-Market planning cycle to ensure proper prioritization, preparedness, and allocation of field force resources.
Ensure that the RTM strategy aligns with the overall channel strategies.
Execute and evaluate RTM performance by distributor and channel, providing insights to the RBNA Leadership Team.
Conduct financial analysis to calculate the Return on Investment (ROI) for the RTM process and share findings with key stakeholders.
Lead Route-to-Market transition projects by assisting commercial leadership with national tools and resources.
LEAD PROJECT REACH
Lead the project aimed at expanding Red Bull's numeric distribution.
Develop strategies to align RBNA with the appropriate network partners for expansion.
Oversee the cross-functional team (Off Premise & On Premise) responsible for driving new distribution efforts.
Perform financial analyses on the Return on Investment for Reach Initiatives and share results with key stakeholders.
DISTRIBUTION MANAGEMENT
Identify alternative Routes to Market (RTMs) to support scalable Reach expansion.
Negotiate contracts with new partners by collaborating with the legal and trade finance teams on contract specifics and potential future partnerships. Enhance existing partnerships through renegotiations and renewed agreements.
Develop strong and mutually beneficial business plans at the corporate level with national and regional partners. Provide monthly updates on progress versus goals, along with an actionable plan to achieve targets.
Attend relevant trade shows and conferences to establish connections and gain insights into industry trends that influence business planning and contract negotiations.
Collaborate with other departments as necessary to ensure seamless transactions.
Establish and manage budgets for Broadline partners, consistently analyzing return on investment (ROI) and cost per case.
Oversee the Value Chain while ensuring distributors effectively contribute to the network's growth and efficiency.
COMMUNICATION & STAKEHOLDER MANAGEMENT
Maintain strong alignment with RBNA Distribution leadership by actively engaging them for input and collaboration in enhancing program design and implementing changes to the Route-to-Market (RTM) strategy and reach.
Collaborate with the Director of National Distribution Strategy and the Vice President of Distribution to review progress, co-design solutions, and recommend improvements to the Route-to-Market approach.
Work with Shared Services teams (e.g., Finance, IT, Legal) to gather inputs, review financial and legal matters, and jointly design and implement program communication and delivery.
Ensure the program strategy is consistently aligned with RBNA Sales leadership, channel strategies, and related programs.
Develop and share best practices to support organizational efforts effectively.
KEY PERFORMANCE INDICATORS
Develop, implement, and maintain a monthly Route-to-Market effectiveness scorecard.
Ensure the timely delivery of all Route-to-Market projects to SaMo and field stakeholders.
Expand Red Bull's numeric distribution to achieve annual reach goals.
Support Route-to-Market transitions without any regrettable losses.
Monitor distributor sales strategies and plans to ensure alignment with established guidelines and annual targets.
Qualifications
8-10 years of relevant experience in Consumer Packaged Goods (CPG) or Consulting, including at least 2 years focused on Distribution and Route-to-Market projects.
In-depth knowledge of various routes to market and familiarity with the retail landscape, covering both regional and national chains.
Highly skilled and proficient in Microsoft Excel and Microsoft PowerPoint; expertise in financial modeling is an added advantage.
Empowered worker with a proven track record of successfully managing projects from ideation to implementation.
Strong communication and stakeholder management skills; highly organized.
Strategic thinker with robust business acumen.
Self-motivated, entrepreneurial mindset, and capable of working independently.
Demonstrated ability to lead, manage, and motivate distributors.
Exceptional negotiation and influencing skills.
Experience working with big data, conducting statistical analysis, and deriving actionable insights is desirable.
Proven ability to support and facilitate cross-departmental interdependencies.
Sales-oriented with a thorough understanding of sales drivers and the connection between data and sales execution.
Outstanding negotiation, analytical, and numerical skills combined with strong business acumen.
BA required; MBA preferred
Fluent in English, additional languages an advantage
Additional Information
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 $115,000 - $173,000 + 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. We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.
The primary responsibilities of the Senior Manager, Route to Market (RTM) Manager, involve leading, developing, and executing RBNA’s Route to Market strategy for the On Premise. This role focuses on streamlining and optimizing key initiatives through close collaboration with leadership in Santa Monica (SaMo) and Business Unit (BU) Distribution. Over recent years, the On Premise Distribution business has experienced significant growth with the addition of Broadline, eCommerce, Warehouse Direct, and Natural channels, expanding beyond its traditional Direct Store Delivery-focused model.
The Route to Market strategy is designed to achieve RBNA's sales objectives, including optimizing assortment, expanding reach, advancing On Premise channel strategies, and outperforming competitors, as part of the goal to maintain the best distribution network in North America.. A successful Senior RTM Manager will take ownership of the strategy, influence its implementation, and continuously refine Red Bull’s Route to Market approach, ensuring added value to the distribution network while driving overall success.
Job Description
LEAD ROUTE TO MARKET STRATEGY & PLANNING
Design, develop, and implement a route-to-market strategy aligned with business needs.
Lead annual Route-to-Market (RTM) assessments and business planning sessions across all channels.
Provide support to commercial leadership during the Route-to-Market planning cycle to ensure proper prioritization, preparedness, and allocation of field force resources.
Ensure that the RTM strategy aligns with the overall channel strategies.
Execute and evaluate RTM performance by distributor and channel, providing insights to the RBNA Leadership Team.
Conduct financial analysis to calculate the Return on Investment (ROI) for the RTM process and share findings with key stakeholders.
Lead Route-to-Market transition projects by assisting commercial leadership with national tools and resources.
LEAD PROJECT REACH
Lead the project aimed at expanding Red Bull's numeric distribution.
Develop strategies to align RBNA with the appropriate network partners for expansion.
Oversee the cross-functional team (Off Premise & On Premise) responsible for driving new distribution efforts.
Perform financial analyses on the Return on Investment for Reach Initiatives and share results with key stakeholders.
DISTRIBUTION MANAGEMENT
Identify alternative Routes to Market (RTMs) to support scalable Reach expansion.
Negotiate contracts with new partners by collaborating with the legal and trade finance teams on contract specifics and potential future partnerships. Enhance existing partnerships through renegotiations and renewed agreements.
Develop strong and mutually beneficial business plans at the corporate level with national and regional partners. Provide monthly updates on progress versus goals, along with an actionable plan to achieve targets.
Attend relevant trade shows and conferences to establish connections and gain insights into industry trends that influence business planning and contract negotiations.
Collaborate with other departments as necessary to ensure seamless transactions.
Establish and manage budgets for Broadline partners, consistently analyzing return on investment (ROI) and cost per case.
Oversee the Value Chain while ensuring distributors effectively contribute to the network's growth and efficiency.
COMMUNICATION & STAKEHOLDER MANAGEMENT
Maintain strong alignment with RBNA Distribution leadership by actively engaging them for input and collaboration in enhancing program design and implementing changes to the Route-to-Market (RTM) strategy and reach.
Collaborate with the Director of National Distribution Strategy and the Vice President of Distribution to review progress, co-design solutions, and recommend improvements to the Route-to-Market approach.
Work with Shared Services teams (e.g., Finance, IT, Legal) to gather inputs, review financial and legal matters, and jointly design and implement program communication and delivery.
Ensure the program strategy is consistently aligned with RBNA Sales leadership, channel strategies, and related programs.
Develop and share best practices to support organizational efforts effectively.
KEY PERFORMANCE INDICATORS
Develop, implement, and maintain a monthly Route-to-Market effectiveness scorecard.
Ensure the timely delivery of all Route-to-Market projects to SaMo and field stakeholders.
Expand Red Bull's numeric distribution to achieve annual reach goals.
Support Route-to-Market transitions without any regrettable losses.
Monitor distributor sales strategies and plans to ensure alignment with established guidelines and annual targets.
Qualifications
8-10 years of relevant experience in Consumer Packaged Goods (CPG) or Consulting, including at least 2 years focused on Distribution and Route-to-Market projects.
In-depth knowledge of various routes to market and familiarity with the retail landscape, covering both regional and national chains.
Highly skilled and proficient in Microsoft Excel and Microsoft PowerPoint; expertise in financial modeling is an added advantage.
Empowered worker with a proven track record of successfully managing projects from ideation to implementation.
Strong communication and stakeholder management skills; highly organized.
Strategic thinker with robust business acumen.
Self-motivated, entrepreneurial mindset, and capable of working independently.
Demonstrated ability to lead, manage, and motivate distributors.
Exceptional negotiation and influencing skills.
Experience working with big data, conducting statistical analysis, and deriving actionable insights is desirable.
Proven ability to support and facilitate cross-departmental interdependencies.
Sales-oriented with a thorough understanding of sales drivers and the connection between data and sales execution.
Outstanding negotiation, analytical, and numerical skills combined with strong business acumen.
BA required; MBA preferred
Fluent in English, additional languages an advantage
Additional Information
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 $115,000 - $173,000 + 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. We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.