Director of Foodservice Distribution

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Oatly

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1994

👥 B2C

🌍 Social Impact

B2C • Food and Beverage • Social Impact

Oatly is a company that was founded in 1994 with the goal of producing sustainable and responsible products, specifically plant-based alternatives like oat milk. The company is dedicated to promoting healthier living by offering products with maximum nutritional value and minimal environmental impact. Oatly believes in the importance of companies taking responsibility for societal issues and advocates for growing food for direct human consumption rather than for animal feed. Its mission includes making positive changes in eating habits without taxing the planet's resources.

📋 Description

• Lead the OOH Distribution Sales function, setting priorities, developing talent, managing KPIs, and ensuring disciplined execution of growth strategies • Develop and execute annual sales and distribution plans aligned with revenue, margin, and volume targets • Identify and cultivate new opportunities to grow the business, leading our distribution business as Oatly’s OOH distribution expert • Drive national distribution expansion while strengthening HQ relationships with major foodservice & beverage distributors (Sysco, US Foods, Gordon Food Service, Performance Food Group, and DOT Foods, among others) • Lead RFPs, contract negotiations, pricing discussions, and strategic presentations with broadline partners and key decision makers • Monitor performance against goals, assess risks and opportunities, and drive cross-functional action plans to stay on track to budget • Partner with Finance to own the foodservice demand and trade forecasting process, enhancing accuracy through data modeling and scenario planning • Manage pricing strategies, trade spend, and promotional programs for the distribution channel to optimize profitability and growth • Collaborate with sales teams, finance, legal, supply chain, marketing, and sales leadership to strengthen the Oatly brand and deliver on customer and channel initiatives

🎯 Requirements

• A minimum of a Bachelor's degree with 10+ years in foodservice sales and/or distribution, sales planning/operations, or customer program development within the CPG industry (Advanced degree is a plus) • Deep understanding of the foodservice and distributor landscape, including commercial and non-commercial markets, broadliners, distributor networks, beverage/coffee distributors key accounts, and emerging concepts • Experience translating strategy and insights into clear, executable distributor plans that drive measurable results • Strong financial and analytical skills, including managing trade investments and assessing promotional effectiveness to optimize ROI • Experience with Sales Planning & Operations tools – PowerPoint, Excel, Salesforce or similar CRM, Trade Systems, SAP, Anaplan, etc. • Previous people leadership experience is nice to have (direct or matrixed) • Experience managing corporate HQ’s for large foodservice broadliners is a huge plus • Understanding of broker models and management may come in handy, too • Ability to work independently and travel as needed to support the business (25-40% depending on time of year), and must reside close to a major airport.

🏖️ Benefits

• flexible vacation (take it when you need it) • really great benefits (yes, pet insurance is in there) • paid volunteer days off throughout the year (doing good is fun) • free six packs of oatmilk • genuinely great coworkers who are rooting for each other and the company to thrive • nimble and agile work environment