Director of Foodservice Distribution

Hello potential future Oatly employee. It’s us, the original oatmilk company that started in Sweden back 25 or so years ago and has since expanded to the U.S. where we’ve continued growing at a rate such that we need more brilliant minds to come work with us to keep the momentum going and the oatmilk flowing. Sustainability, health, and transparency are the core values that guide everything we do. Basically, we exist to help people live a healthier life without recklessly taxing the planet’s resources in the process, and to change the food system for the better. We drive that change through the power of oats and through a significant reduction in cow’s milk consumption. If any of this resonates with you, then maybe you’d like to work for Oatly, too. Now onto the formal stuff. We are looking for a Director of Foodservice Distribution to join our team. 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 OOH market—ensuring we have the right partnerships, investments, and plans in place to continue our growth trajectory while driving profitable and sustainable YoY growth! You are: A Leader and Proven Hunter with the ability to open new business, and also A Farmer who can strategically grow existing business profitably while leading, mentoring, and managing others Well-connected in the foodservice & beverage space - especially with distributor networks, regional and national Flexible & Results Driven with the ability to manage, adapt, and dynamically prioritize multiple work-streams with a positive attitude; Able to work under pressure and meet goals in a rapidly changing environment An Analytical Whiz – excelling in building annual sales plans, budget management, forecasting, and producing performance reports Comfortable Selling Premium Products - directly and through others, where storytelling, product demonstrations, and product quality matter (tasting is believing - it’s not always about price) Tech Savvy - highly proficient in Microsoft Word, Excel, PowerPoint, CRM, SAP, Anaplan, and other trade systems A Strong Negotiator and Communicator, with next-level relationship-building skills A Self-Starter who thrives in a fast-paced, entrepreneurial environment, capable of working independently with minimal supervision Here are the things we want to hire you to do: Strategic Leadership & Business Growth 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 Distribution & Partner Management 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 Performance Management & Forecasting 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 Pricing, Trade & Promotion Management Manage pricing strategies, trade spend, and promotional programs for the distribution channel to optimize profitability and growth Cross-Functional Collaboration Collaborate with sales teams, finance, legal, supply chain, marketing, and sales leadership to strengthen the Oatly brand and deliver on customer and channel initiatives Here are the things we