Your main priority is selling and implementing our strategy and programs with a set group of Regions, Divisions, or Banners of a specific national chain. Your main responsibilities will include: overseeing regional key account volume quotas, spending budgets and results (Distribution, Price, Promotion, and Quality Points of Distribution (QPOD) within chain); develop productive business relationships with assigned accounts; and develop solutions that resonate with customer needs while achieving our goals.
Areas that play to your strengths
All the responsibilities we'll trust you with:
Shelf/Distribution: Executes distribution on priority packages following HQSG (Headquarter Sales Group) recommendations. Ensure all regional/divisional/banner schematics reflect Red Bull standards and chain HQ directives relative to flow and package mix
Price: Sells Red Bull's Optimum Price program by using best practices and available tools. Customizes presentations to better appeal to customer's needs. Recommend main accounts prices aligned with national RBNA standards and target price ranges
Promotion: Develops annual promotion schedule following chain HQ goals. Creatively sell our standards and price points in a way that resonates with the customer's needs. Ensure all promotions are accompanied by POS and incremental displays
Quality Points of Distribution (QPOD): Customizes sales pitch to achieve account goals while driving permanent displays. Evaluate Return on investment before recommending specific POS or customized solutions. Implement displays following HQSG channel guidelines
Establish 'Wiring Model' that ensures communication with all regional chain decision makers
Establish necessary tools and business review templates to ensure Red Bull personnel are reviewing similar data with local Distributor Partners (DPs) to ensure consistency across the regions
Ensure Region/Division/Banner compliance with annual Customer Marketing Agreements from chain HQ for all designated areas
Manage Travel and Entertainment spending to assigned budget
Work with Head of account to evaluate Return on investment with regards to all regional/divisional/banner level programming and promotions
Work with Category Management Team to evaluate Return on investment with regards to 'pay-for-space' agreements and communicates insights to HQ Sales Group
Guide post-promotion analysis following all programs to evaluate promotional effectiveness
Pursue business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that create future strategy and better understanding of consumer purchase patterns
Analyze your business/customers sales to define priorities and focus
Conduct quarterly business reviews to update all partners on business, channel competition, and opportunities.
Provide Energy Insights that create change in promotion, price, or display practices
Your areas of knowledge and expertise
that matter most for this role:
- 6+ years of sales and key account experience in beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation
- Experience in chains across multiple channels (ex. grocery and convenience)
- Experience using internal and external data sources (i.e. IRI)
- Negotiation experience
- Must have a valid US Drivers Liscense
- Bachelor's degree preferred or experience in lieu of degree
- English, additional languages an advantage
- Travel 40-50%
- Permanent
- Benefits eligible
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