Key Account Manager
The Key Account Manager is assisting to NKAM in entrepreneurial leadership role for development, implementation & tracking of Red Bull’s sales strategy. Thereby delivering sales, volume & profitability targets for major national Off Premise Customers are crucial responsibilities. This role requires a ‘hands-on’ leadership over regionalk key acccounts performance, to set clear expectations & objectives with aggressive goals & delivers on key initiatives.
The Key Account Manager needs to be able to devise a medium-term vision, based on thorough understanding of customers, trends & opportunities with attention to detail. The person needs to feel comfortable to take calculated risks, 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:
Implement of Red Bull’s commercial strategy at all key customers at the regional level with supervision of NKAM
Assist to NKAM in designing & implementation of National KA strategies
Assist in development of short & mid-term customer strategies in line with the overall national sales policy
Implement regional price strategies & establish the customer pricing accordingly
Analyze available data sources (e.g. Nielsen, scanner & customer data) & derive customer’s growth opportunities
Assist in planning for sales forecast & preparation of trade spend budget to hit profitability targets
Develop annual business & effective promotion plans for regional customers with supervision of NKAM
Prepare yearly negotiations (incl. different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy at the regional level
Take active part in preparation of excellent conceptual selling decks & establish Red Bull as the category leader
Conduct & lead yearly negotiation process at key customers at the regional level
Assist to NKAM in successful negotiations with customer on Red Bull’s Perfect Store concept
Continuously track & adjust volume & profitability targets by using existing sales reports for responsible clients
Prepare & discuss success of executed plans (e.g. promotions) with customer & show Red Bull’s contribution to customer’s business
Use the Perfect Store Audit to manage the execution in store effectively
Continually search to understand customer needs better & respond with programmers (in line with the brand equity) that are mutually beneficial
Develop effective partnerships for Red Bull to be regarded as key supplier & engine for profitable growth
Build strong intercompany networks & establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies & conceptual sells
Responsible for document turnover with Distribution partner for controlling and monitoring of Red Bull Trade marketing expenses
Budget control of the expenses incurred for Regional Customer being executed via Distributor (non-direct contracts)
Your areas of knowledge and expertise
that matter most for this role:
- A proven track record of min 3 years professional experience in Key Account Management &/or Field Force Management, ideally with FMCG/beverage background
- Experience in 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 - Strong understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Ideally can work with SAP/BI to plan & track sales results
- Analytical skills - Strong planning & negotiation skills with a sound understanding of financial bottom line implications of sales & marketing decisions. Able to analyze 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
- Travel 20-30%
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