Key Account Manager
1 month ago
The National Key Account Manager is a senior entrepreneurial leadership role in charge of the development, implementation and tracking of Red Bull's sales strategy. Thereby delivering sales, volume and profitability targets for major national Off Premise Customers are crucial responsibilities. This senior role requires a 'hands-on' leader and team player who is able to set clear expectations and objectives, who sets aggressive goals and delivers on key initiatives. The National Key Account Manager needs to be able to devise a medium-term vision, based on thorough understanding of customers, trends and opportunities with attention to detail. The person needs to feel comfortable to take calculated risks, identifying and exploiting opportunities and to achieve business advantages. Sharing best practices with colleagues and customers which enable Red Bull to gain competitor advantage is a matter of course. A creative, analytical and challenging personality, oriented towards actions, who is able to build strong strategic customer relationships and to collaborate within the company cross-functionally and internationally.
Job DescriptionNATIONAL KEY ACCOUNT STRATEGY
- Lead and manage the implementation of Red Bull's commercial strategy at all key customers.
- Develop short and mid-term customer strategies in line with the overall national sales policy.
- Implement national price strategies and establish the customer pricing accordingly.
- ANALYSIS AND PLANNING
- Collect and analyse available data sources (e.g. Nielsen, scanner and customer data) and derive customer's growth opportunities.
- Conduct and lead yearly negotiation and JBP process at key customers with focus on Red Bull's sales drivers and customer strategy.
- Continuously plan sales forecast, promotion and trade spend budget to hit key account targets.
EXECUTION
- Work with National Trade Marketing Manager to develop In-store Winning Picture
- Define annual visibility enhancement plan by customer according to aligned budget.
- Agree with customers on Red Bull's Perfect Store concept.
- Conduct necessary training and meeting with customers to ensure best execution.
TRACKING AND REVIEWING
- Continuously track and adjust volume and profitability targets by using existing sales reports.
- Prepare and discuss success of executed plans (e.g. promotions) with customers and show Red Bull's contribution to customer's business.
- Collect data and other supporting to evaluate the execution of perfct store.
- Review Key account budget spending on monthly basis and make sure of healthy phasing and ROI.
DISTRIBUTION PARTNER ENGAGEMENT (for customers under indirect model)
- Establish strong & effective working relationships with the various Channel Managers in the Distributor to ensure focus on Red Bull's business.
- Set-up a monthly review session with individual Channel Managers to ensure detailed follow-through on action areas.
- Explore collaborative opportunities with the Channel Managers to derive new and innovative sales ideas.
- A proven track record of minimum 5 years professional experience in Key Account Management and/or Field. Experience as group key account manager is preferred.
- Experience in buying role will be a plus.
- Force Management, ideally with FMCG/beverage background.
- Cross-functional experience in Trade Marketing/Consumer Marketing is a plus (not mandatory).
- Excellent network of existing contacts and trade relationships.
- Strategic ability -- develop specific, valuable, innovative and commercially focused strategies but also grasp the ‘bigger picture’.
- Commercial acumen -- strong understanding of sales processes and financial systems. Strategic and innovative commercial awareness. Ideally can work with SAP/BI to plan and track sales results.
- Analytical skills -- strong planning and negotiation skills with a sound understanding of financial bottom line implications of sales and marketing decisions. Able to analyse sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer and Red Bull.
- Negotiation experience -- successful front line retail negotiation experience and problem-solving skills.
- Presentation skills -- demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise and empowering way.
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