Key Account Manager

The Key Account Manager is assisting in entrepreneurial leadership role for development, implementation & tracking of Red Bull’s sales strategy. Thereby delivering sales, volume & profitability targets for major national Off Premise Customers are crucial responsibilities. This role requires a ‘hands-on’ leadership over regional key accounts performance, to set clear expectations & objectives with aggressive goals & delivers on key initiatives.

The Key Account Manager needs to be able to devise a medium-term vision, based on thorough understanding of customers, trends & opportunities with attention to detail. The person needs to feel comfortable to take calculated risks, identifying & exploiting opportunities & to achieve business advantages. Sharing best practices with colleagues & customers which enable Red Bull to gain competitor advantage is a matter of course. A creative, analytical & challenging personality, oriented towards actions, who is able to build strong strategic customer relationships & to collaborate within the company cross-functional & international.

Strategy

Implement of Red Bull’s commercial strategy at all key customers at the regional level Design & implement National KA strategies Assist in development of short & mid-term customer strategies in line with the overall national sales policy Implement regional price strategies & establish the customer pricing accordingly

Analysis & Planning

Analyze available data sources (e.g. Nielsen, scanner & customer data) & derive customer’s growth opportunities Assist in planning for sales forecast & preparation of trade spend budget to hit profitability targets Develop annual business & effective promotion plans for regional customers Prepare yearly negotiations (incl. different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy at the regional level Take active part in preparation of excellent conceptual selling decks & establish Red Bull as the category leader

Execution

Conduct & lead yearly negotiation process at key customers at the regional level Assist in successful negotiations with customer on Red Bull’s Perfect Store concept

Tracking

Continuously track & adjust volume & profitability targets by using existing sales reports for responsible clients Prepare & discuss success of executed plans (e.g. promotions) with customer & show Red Bull’s contribution to customer’s business Use the Perfect Store Audit to manage the execution in store effectively

Collaboration

Continually search to understand customer needs better & respond with programmers (in line with the brand equity) that are mutually beneficial Develop effective partnerships for Red Bull to be regarded as key supplier & engine for profitable growth Build strong intercompany networks & establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies & conceptual sells

Reporting

Responsible for document turnover with Distribution partner for controlling and monitoring of Red Bull Trade marketing expenses Budget control of the expenses incurred for Regional Customer being executed via Distributor (non-direct contracts)

• A proven track record of min 3 years professional experience in Key Account Management &/or Field Force Management, ideally with FMCG/beverage background

• Experience in Category Management preferred

• Cross-functional experience in Trade Marketing / Consumer Marketing is a plus (not mandatory)

• Excellent network of existing contacts & trade relationships

• Strategic ability - Can develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’

• Commercial acumen - Strong understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Ideally can work with SAP/BI to plan & track sales results

• Analytical skills - Strong planning & negotiation skills with a sound understanding of financial bottom line implications of sales & marketing decisions. Able to analyze sales & customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer & Red Bull

• Negotiation experienced - Successful front line retail negotiation experience & problem-solving skills

• Presentation skills - Demonstrate great presentation skills that provide highly relevant & commercially viable strategies or processes in a clear, concise & empowering way