Key Account Manager

Job description

The Distribution Key Account Manager’s (DKAM) main priority is selling and executing Red Bull strategy and initiatives through CMA agreements with a set group of National and Regional Tier 2 Accounts with our Distributor Partners KA teams. Key responsibilities include: owning National and Regional Tier 2 key account CMA agreements budgets and results (Distribution, Price, Promotion, and MPOD); developing productive business relationships with assigned Top accounts; developing solutions that resonate with customer needs while achieving Red Bull goals; and helping drive best practices by producing excellent results and creating innovative solutions. The Distribution KAM will manage a comprehensive customer joint business plan through the coordination of multifunctional resources such as category management, retail marketing and distributor management.

In 1987, Red Bull not only launched a completely new product, it created and has led ever since a whole new product category, Energy Drinks. Nowadays Red Bull employs more than 11500 people in over 171 countries, selling over 6 billion cans a year. The World of Red Bull provides the forum for you to use your talent and passion, to develop yourself and make an impact. Find out why we're different.

·  LocationNew York, New York, United States
·  ScheduleFull-time
·  OrganisationRed Bull North America

Areas that play to your strengths

(all the responsibilities we'll trust you with)

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·  MANAGEMENT AND DEVELOPMENT OF LOCAL KEY ACCOUNTS

Executes distribution on priority packages in-line with HQSG (Headquarter Sales Group) recommendations  

Ensures all assigned key account’s schematics reflect Red Bull standards relative to flow and package mix

Aggressively sells Red Bull’s Optimum Price program by utilizing best practices and available tools

Customizes presentations to better appeal to customer’s needs

Recommends key accounts prices in line with HQSG pricing guidelines and consistently probes for future retail price plans 

Develops annual promotion schedule in accordance with HQSG goals

Creatively sells Red Bull standards 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 displays

Evaluates ROI prior to recommending specific POS or customized solutions

Executes displays in-line with HQSG channel guidelines

 

·  MANAGEMENT AND DEVELOPMENT OF LOCAL RELATIONSHIPS THAT INFLUENCE REGIONAL ACCOUNTS 

Establishes ‘Wiring Model’ that ensures all local Decision Makers (DMs) are wired with specific Red Bull personnel and Distributor Partners.

Establishes necessary tools and business review templates to ensure Red Bull personnel are reviewing similar data with local DMs to ensure consistency across the Business Units

·  BUDGETS/ANNUAL PLANNING

Constructs annual Customer Marketing Agreements and manages associated funds for all designated Tier 2 key accounts

Thoroughly tracks and controls the budgets to secure alignment with the annual BP budgets

·  BUSINESS ANALYSIS

Works with Category Management Team to evaluate ROI with regards to ‘pay-for-space’ agreements and communicates key learnings to HQSG

Drives post-promotion analysis, in conjunction with CDM, following all programs to evaluate promotional effectiveness

Aggressively pursues business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that drives future strategy and better understanding of consumer purchase patterns

Analyzes thoroughly his/her business/customers sales to define priorities and focus for the team

 

·  BUSINESS REVIEWS / RELATIONSHIPS BUILDING ACTIVITIES

Conducts quarterly business reviews to update Regional Accounts 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 change in promotion, price, or display practices

Routinely engages in activities to build relationships and ‘wire’ key accounts beyond buyer level

 

·  COMMUNICATION / EFFECTIVE COOPERATION AND TEAM WORK

Uses appropriate communication processes (i.e. Chain Alerts and/or others) to keep DPs informed of Key Account programs and initiatives

Routinely visits DPs to ensure personal contact and open lines of communication

Communicates regularly and works effectively with all the BU/HQ team.  Leverages the input for marketing and finance experts to develop strong plans and conceptual sells to the retailers.

Desired profile

Your experience includes:

(proven performance in)

· 
Minimum 3 years Sales and Key Account experience with a strong track record of success

· 
Strong analytical skills and experience using internal and external data sources (i.e. Nielsen/IRI, SAP)

· 
Excellent communication and active listening skills

· 
Strong negotiation skills

· 
Innovative, solution-oriented mindset 

· 
In-depth knowledge of FMCG and DSD industry

· 
Self-motivated and able to work independently

· 
Must be extremely proficient in Microsoft Excel and PowerPoint