Director of Foodservice Distribution

Oatly AB • Village of Highland Falls, NY

1d

About The Position

This role leads Oatly’s national foodservice distribution strategy—driving growth, deepening partnerships with major broadliners and distributors (e.g., Sysco, US Foods, Gordon Food Service, Performance Food Group, and DOT Foods), while steering cross-functional execution to deliver revenue, margin, and distribution targets. You'll partner with cross-functional leaders and manage foodservice distribution team members to build differentiated go-to-market strategies, lead forecasting and promotional investment processes, and elevate our foodservice and distribution sales organization's effectiveness with insightful analytics and compelling selling tools. You'll play a pivotal role in how we bring Oatly to the foodservice market—ensuring we have the right partnerships, investments, and plans in place to continue our growth trajectory while driving profitable and sustainable YoY growth!

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 (Advanced degree is a plus)
• 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)
• 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

Nice To Haves

• Advanced degree is a plus
• Experience managing corporate HQ’s for large foodservice broadliners is a huge plus
• Understanding of broker models and management may come in handy, too
• Previous people leadership experience is nice to have (direct or matrixed)

Responsibilities

• 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

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...(drumroll)…oatmilk
• genuinely great coworkers who are rooting for each other and the company to thrive

What This Job Offers

• Job Type: Full-time
• Career Level: Director