The Sr. Key Account Manager (SKAM) main priority is driving Red Bull strategy and initiatives with a set group of Key Accounts. The SKAM will be the key owner of all business-related activities and targets at national and market levels. This role is tasked with driving coordination and collaboration across multiple functional groups (sales, distribution, marketing, finance, operations, and legal) at Headquarters (HQ) and Region levels to ensure that objectives and goals of these customers are achieved.
Responsibilities include: owning budgets and results (Distribution, Price, Promotion, and Presence) within the Key Accounts; developing productive business partnerships with senior management in all assigned Key Accounts and at the customer’s HQ offices; and driving best practices through producing excellent results and creating innovative solutions.
Areas that play to your strengths
All the responsibilities we'll trust you with:
Executes short and long term strategies and activities consistent with RBNA objectives and standards.
Allocates resources where the investment has the highest payback with strategically important customers.
Drives the business planning and budget process for the assigned businesses.
Monitors market trends and feeds relevant consumer and competitive information to the HQ Insights Department.
Penetrates the senior executive levels at each customer’s HQ & the various field-based personnel via Business Review to align Red Bull strategic objectives with that of the customer.
Must align internal Red Bull resources from all functional areas to achieve objectives.
Shelf/Distribution - Executes distribution on priority packages consistent with RBNA recommendations and ACV goals for each retailer. Ensures all retailer account schematics reflect Red Bull standards relative to flow, package mix, Fair Space Index, and Strike Zone.
Price - sells Red Bull’s optimum prices by utilizing best practices and available tools. Customizes presentations to appeal to customer’s needs and fulfill mutual objectives. Secures pricing and promotional programs that align with Red Bull internal guidance documents.
Promotion - Executes annual promotion schedule in accordance with RBNA objectives and customer volume/share goals. Creatively sells Red Bull standards and price points in a way that resonates with the customer’s needs. Ensures all promotions are accompanied by effective POS and incremental displays.
Presence/Merchandising - Customizes sales pitch to achieve account goals while driving effective, permanent merchandising in-store (cold and warm placements). Evaluates ROI prior to recommending specific POS or customized solutions. Executes merchandising in-line with RBNA guidelines.
Constructs annual Customer Marketing Agreements and manages associated funds for each retailer.
Consistently tracks and evaluates Trade Investments to ensure highest return on investment.
Drives post-promotion analysis following all programs to evaluate promotional effectiveness and display execution.
Thoroughly analyses customers’ sales to define priorities and focus for the team at both the national & Regional levels.
Effectively establishes ‘Wiring Model’ that ensures all Regional management are wired with specific Red Bull personnel that manage the HQ & Regional business.
Establishes necessary tools and business review templates to ensure data consistency with Regions and DPs
Gathers regularly/quarterly updates from marketing about the latest achievements/highlights and shares them with their team, the retailer HQ teams, and relevant Region personnel
Communicates regularly and works effectively with all internal and external stakeholders.
Leverages the input for marketing and finance experts to develop strong plans and conceptual sells to the retailer HQ teams.
Consistently coaches broader account team to ensure effective partnerships, programs, key retail relationships, and collaborative relationships with Red Bull & Distributor Partners (DP) field personnel in each Region.
Your areas of knowledge and expertise
that matter most for this role:
- Minimum 6 years Sales and Key Account experience with a strong track record of success
- Past experience in managing chain business in grocery and/or convenience channels
- Strong analytical skills and experience using internal and external data sources (i.e. Nielsen, Circana, CPM, Sales Data)
- Ability to demonstrate solid “peer leadership/influence”
- Strong leadership presence with excellent communication and active listening skills
- Advanced strategic thinking, planning, financial management, decision-making, sales presentation, & negotiation skills
- Innovative, solution-oriented mindset and ability to drive collaboration across diverse functional groups to achieve goals
- Passion to make significant contributions to the Red Bull organization through continuous process & ways of working improvement
- In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industry
- Self-motivated and able to work independently
- Must be extremely proficient in software packages (Microsoft Excel and PowerPoint) & internal systems (CPM, SAP/BI)
- Travel 50-60%
- Permanent
- Benefits eligible
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