Lead the Foodservice 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 foodservice distribution expert
Drive national distribution expansion while strengthening HQ relationships with major foodservice 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

A minimum of a Bachelor's degree with 12+ 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, 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

Director of Foodservice Distribution

Key skills