Key Account Manager

When Red Bull was founded in Austria in the mid 1980s, it marked the launch of not only a new product but also a unique marketing concept. The first can of Red Bull was sold in Austria in 1987, creating a whole new product category – Energy Drinks.

Today, Red Bull operates in over 175 countries, selling over 11.5 billion cans annually and growing! Above all, our people remain the essential ingredient in bringing the Red Bull brand to life. In Austria more than 2,000 individuals, representing over 60 different nationalities, work together to grow the brand and deliver great products and experiences by Giving Wiiings to People and Ideas.

PURPOSE OF THE JOB:

The National Key Account Manager is a senior leadership role responsible for developing, implementing, and tracking Red Bull’s sales strategy for major national Off-Premise Customers. This position involves achieving sales, volume, and profitability targets while building and maintaining strong relationships with key accounts. The role requires a hands-on leader and team player who can set clear expectations and objectives, devise a medium-term vision based on customer insights, trends, and opportunities, and take calculated risks to identify and exploit business opportunities. Additionally, the manager must share best practices with colleagues and customers to gain a competitive advantage.

Strategy

• Lead & manage the implementation of Red Bull’s commercial strategy at all key customers

• Develop short & mid-term customer strategies in line with the overall national sales policy

• Implement national price strategies & establish the customer pricing accordingly

Analysis & Planning

• Analyse available data sources (e.g. Nielsen, scanner & customer data) & derive customer’s growth opportunities

• Continuously plan sales forecast & prepare trade spend budget to hit profitability targets

• Develop annual business & effective promotion plans

• Prepare yearly negotiations (incl. different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy

• Produce excellent conceptual selling decks & establish Red Bull as the category leader

Execution

• Conduct & lead yearly negotiation process at key customers

• Agree with customer on Red Bull’s Perfect Store concept

Tracking

• Continuously track & adjust volume & profitability targets by using existing sales reports

• 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 programmes (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

• Strive for Category Captaincy with key strategic retailers within the energy category

• Build strong intercompany networks & establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies & conceptual sells

• University Degree, preferably Economics/Business Administration.

• A proven track record of 5-6 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

• Commercial acumen

• Analytical skills

• Negotiation experience