Sr. Director, Route to Market

Company Description

The Senior Director, Route to Market is responsible for developing and executing the distribution strategy that supports Red Bull's vision of building the best distribution network in North America. This role drives route-to-market initiatives that strengthen market coverage, enhance distributor partner capabilities, and optimize 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. Working closely with cross-functional leaders, this role ensures distribution strategies align with business objectives, customer needs, and evolving market dynamics.

Beyond network optimization, the Senior Director plays a key role in advancing a more customer-centric distribution model, helping Red Bull deliver outstanding service, execution, and partnership across its network. Success in this role requires strategic thinking, strong leadership, and the ability to turn insights into action that drives measurable business impact.

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.

Qualifications

• 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.

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 $140,000 - 210,000 + 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 Distribution Company, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, gender, genetic information, national origin, disability, uniform service, veteran status, age, or any other classification protected by Federal, state, or local law.