Oatly

Director of Foodservice Distribution

Oatly

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $155,000 per year

Job Level

Lead

About the role

  • 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

Requirements

  • 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
Benefits
  • flexible vacation (take it when you need it)
  • paid volunteer days off throughout the year (doing good is fun)
  • free six packs of oatmilk
  • really great benefits (yes, pet insurance is in there)
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales planningoperations managementfinancial analysisdata modelingscenario planningpricing strategytrade spend managementpromotional effectivenesscustomer program developmentbusiness development
Soft Skills
leadershipcommunicationcollaborationstrategic thinkinganalytical thinkingindependent workrelationship managementproblem-solvingnegotiationexecution