Key Account Specialist
Bring full support to the National Key Account Manager with the development, implementation & tracking of Red Bull’s sales strategy for the KA business and with a special focus on Impulse channel and middle high potential accounts. Thereby delivering sales, volume & profitability targets for these middle size accounts and Impulse channel are crucial responsibilities.
This role requires a ‘hands-on’ person & team player in order to execute and properly align with internal and external costumers in the Master DPs commercial teams aggressive goals already settled for the KA business & deliveries on key initiatives.
The National Key Account specialist needs to execute and support the medium-term vision designed by the KA Manager, based on thorough understanding of customers, trends & opportunities with attention to detail. The person needs to feel comfortable communicating and aligning this vision with internal and external costumers, getting feedback, identifying & exploiting opportunities & to achieve business advantages. Sharing best practices with colleagues & customers which enable Red Bull to gain competitor advantage is a matter of course. A creative, analytical & challenging personality, oriented towards actions, who is able to build strong strategic customer relationships & to collaborate within the company cross-functional & international.
Areas that play to your strengths
All the responsibilities we'll trust you with:
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Support KA Manager on the implementation of Red Bull’s commercial strategy at all key customers.
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Execute short & mid-term customer strategies in line with the overall national sales policy and with a special focus on Mid-size accounts with a high potential and Impulse channel.
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Implement national price strategies accordingly in Mid-size accounts with high potential and Impulse channel.
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Analyze available data sources (e.g. Nielsen, & customer data) & derive customer’s growth opportunities.
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Continuously plan sales forecast & prepare trade spend budget to hit profitability targets.
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Develop annual business & effective promotion plans with mid size accounts with high volume potential and impulse channel.
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Prepare yearly negotiations (incl. different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy.
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Produce excellent conceptual selling decks & establish Red Bull as the category leader.
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Conduct & lead yearly negotiation process at key mid size customers mainly in the modern trade and Impulse channels.
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Agree with customer on Red Bull’s Perfect Store concept.
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Continuously track & adjust volume & profitability targets by using existing sales reports.
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Prepare & discuss success of executed plans (e.g. promotions) with customer & show Red Bull’s contribution to customer’s business.
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Use the Perfect Store Audit to manage the execution in store effectively.
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Continually search to understand customer needs better & respond with programmes (in line with the brand equity) that are mutually beneficial.
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Develop effective partnerships for Red Bull to be regarded as key supplier & engine for profitable growth.
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Strive for Category Captaincy with key strategic retailers within the energy category.
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Build strong intercompany networks & establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies & conceptual sells.
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Your areas of knowledge and expertise
that matter most for this role:
- University Degree, preferably Economics/Business Administration.
- A proven track record of 5 years professional experience in Key Account execution and negotiation &/or Field Force Management, ideally with FMCG/beverage background.
- Experience supporting Category Management preferred.
- Cross-functional experience in Trade Marketing / Consumer Marketing is a plus (not mandatory).
- Excellent network of existing contacts & trade relationships.
- Strategic ability: Can develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’.
- Commercial acumen: Understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Ideally can work with SAP/BI to plan & track sales results.
- Analytical skills: Planning and negotiation skills with an understanding of financial bottom line implications of sales & marketing decisions. Able to analyse sales & customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer & Red Bull.
- Negotiation experienced: Successful front line retail negotiation experience & problem-solving skills.
- Presentation skills: Demonstrate great presentation skills that provide highly relevant & commercially viable strategies or processes in a clear, concise & empowering way.
- Linguistic skills: Strong command of English. Other languages useful too.
- Travel 0-10%
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