Key Account Manager

The Key Account Manager, Convenience’s (KAM) main priorities are selling and executing Red Bull strategy and initiatives to local t key account chains (KA), influencing execution of programs via local decision makers (DMs). Key responsibilities include: owning local key account budgets and results (Distribution, Price, Promotion, and Quality Points of Distribution (QPOD) within chain); developing productive business relationships with assigned key accounts; and developing solutions that resonate with customer needs while achieving Red Bull goals.

MANAGEMENT & DEVELOPMENT OF LOCAL KEY ACCOUNTS

Executes distribution on priority packages in-line with Channel Strategies recommendations.

Ensures all assigned key account’s schematics reflect Red Bull standards relative to flow and package mix.

Sells Red Bull’s Optimum Price program by utilizing best practices and available tools.

Customizes presentations to better appeal to customer’s needs.

Develops annual promotion schedule in accordance with BU and Channel Strategy goals.

Creatively sells Red Bull merchandising standards, distribution recommendations and price points in a way that resonates with the customer’s needs.

Ensures all promotions are accompanied by effective POS and incremental displays.

Customizes sales pitch to achieve account goals while driving effective, permanent merchandising.

Evaluates ROI prior to recommending specific POS or customized solutions.

Executes merchandising in-line with Channel Strategy guidelines.

MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS

Actively develops relationships with key decision makers via business reviews, communication, etc.

Drives execution of account programs through local decision makers.

Consistently pursues incremental opportunities over-and-above programs.

Provides feedback to local decision makers on any pertinent developments, information, or successes.

Maintains key point of local knowledge regarding accounts.

Routinely engages in opportunities to build relationships and ‘wire’ key accounts beyond buyer level.

BUDGETS/ANNUAL PLANNING

Constructs annual Customer Marketing Agreements and manages associated funds for all designated key accounts on a monthly and annual basis.

BUSINESS ANALYSIS

Works with Category Analyst to evaluate ROI with regards to ‘pay-for-space’ agreements and communicates key learnings to BU and Channel Leads.

Drives post-promotion analysis, in conjunction with CA, following all promotions to evaluate promotional effectiveness.

BUSINESS REVIEWS

Conducts quarterly business reviews to update KA on business, channel competition, opportunities, etc.

Proactively shares examples of Red Bull marketing activities to demonstrate key points of difference to competition.

Provides Energy Insights that drive change in promotion, price, or merchandising practices.

COMMUNICATION WITH DISTRIBUTOR PARTNERS

Uses appropriate communication processes to keep DPs informed of KA programs and initiatives.

Routinely visits DPs to ensure personal contact and open lines of communication.

Requirements

Minimum 4 years Sales experience with a strong track record of success, preferably in beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation.; Strong analytical skills and experience using internal and external data sources (i.e. IRI, Nielsen).; Excellent communication and active listening skills.; Strong negotiation skills.; Innovative, solution-oriented mindset.; Self-motivated and able to work independently.; Must be extremely proficient in Microsoft Excel and PowerPoint.; Bachelor’s degree preferred.; Must be fluent in English, additional language skills an advantage.