Sr. Director, Route to Market

The Senior Director, Route to Market develops and executes the distribution strategy that supports Red Bull's vision of building the best distribution network in North America. The role drives route-to-market initiatives that strengthen market coverage, enhance distributor partner capabilities, and optimise the Direct Store Delivery (DSD) model to deliver exceptional execution across all off-premise channels. Leading a high-performing team of Route Engineers, the Senior Director uses data-driven insights to identify opportunities, solve complex business challenges, and design scalable solutions that support long-term growth.

• Develop and execute long-term route-to-market strategies aligned with RBDC priorities and strategic vision, expanding the breadth and depth of distribution through RTM expansion.
• Manage and lead RBDC RTM strategies, driving continuous improvement and refining the distribution organisation's vision through transformational plans.
• Evaluate RTM performance, identify gaps in distributor partner capabilities, and build solutions for future development.
• Own RBDC's DSD service model, including delivery, selling, merchandising, and value-added activities.
• Develop service-to-standard reporting infrastructure and future service-reporting enhancements that capture all elements of the service model, drive insights to action for regional distribution management teams, and lead long-term service strategy development aligned with business objectives.
• 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, and collaborate cross-functionally to streamline planning with functional departments and Business Units.
• Develop optimal field-force structures, routines, tools, and implementation plans for distributor partner management.
• Identify distribution-management and DP training opportunities in partnership with Sales Training & Development, and 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 to meet increased execution requirements, oversee interactions between the Manager of DP Process and Business Units
• Ensure best practices aligned with the vision are recognised and integrated into recommendations, and drive DP Management Organisation buy-in, adoption, and use of processes, tools, and templates.
• Build plans that motivate, engage, and reward RBDC's distribution network for execution excellence, and create national distribution initiatives aligned 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
• And review leading performance indicators to identify future opportunities.
• 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
• And 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.
• 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 organised and able to manage timelines and objectives effectively.
• Ability to rapidly assess and concisely summarise current situations and process flows involving markets, competition, distributor practices, and technology trends.

• Master's degree from an accredited college or university.