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About the Role
Oatly is seeking a Director of Foodservice Distribution to lead the national foodservice distribution strategy, driving growth and deepening partnerships with major broadliners and distributors. This role is pivotal in bringing Oatly to the Out-of-Home market, ensuring strategic partnerships, investments, and plans are in place for continued growth and profitability.
Responsibilities
- 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, serving as Oatly’s OOH distribution expert.
- Drive national distribution expansion while strengthening HQ relationships with major foodservice & beverage distributors.
- 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.
- 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.
- Ability to work independently and travel as needed to support the business (25-40% depending on time of year).
- Must reside close to a major airport.
Skills
- Leadership
- Business Development
- Relationship Management
- Strategic Planning
- Forecasting
- Negotiation
- Communication
- Analytical Skills
- Microsoft Word
- Excel
- PowerPoint
- CRM
- SAP
- Anaplan
- Salesforce
Location
- Remote
Work Type
- Full-time
Experience Level
- 10+ years
Education Level
- Bachelor's degree
Salary/Compensations
- $155,000
Benefits
- Flexible vacation
- Great benefits
- Pet insurance
- Paid volunteer days off
- Free oatmilk
About the Company
- Oatly is the original oatmilk company that started in Sweden over 25 years ago.
- Sustainability, health, and transparency are the core values that guide everything Oatly does.
- Oatly exists to help people live a healthier life without recklessly taxing the planet’s resources and to change the food system for the better.
- Oatly drives change through the power of oats and through a significant reduction in cow’s milk consumption.
- Oatly is nimble and agile in how they work, and they are grounded in a long company history dating back to the last century.
Equal Opportunity
- Oatly is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.