Key Account Manager

Company Description

The Key Account Manager, Small Format (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. 

Job Description

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 develop 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 changes 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

Qualifications

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

Additional Information

The base salary range for this position is $92,000 - 138,000 + cash incentives. 

Red Bull North America, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.