Mid-Level, Senior
Key Account Manager
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.
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
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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
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Strong analytical skills and experience using internal and external data sources (i.e. IRI, Nielsen)
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Excellent communication and active listening skills
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Strong negotiation skills
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Innovative, solution-oriented mindset
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Self-motivated and able to work independently
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Must be extremely proficient in Microsoft Excel and PowerPoint
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Bachelor’s degree preferred
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Must be fluent in English, additional language skills an advantage
Benefits eligible
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.
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