Spar National Account Manager

2 weeks ago

Cape Town, Western Cape, South Africa Red Bull Full time
University Degree, preferably Economics/Business Administration

  • Fluency in English (verbal & written) Other languages are useful too
  • Permanent, Fulltime


The individual will be responsible for managing the GAS channel with specific focus on driving profitable volume and unit share gains ahead of our opposition.

The individual needs to work across pillars specifically with regards to Distribution Trade Marketing and Controlling to deliver results. The role is a senior account level role responsible for 35m SU (17% of total business)

Areas that play to your strengths

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All the responsibilities we'll trust you with

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The National Account Manager Spar is a senior management level role reporting to Head of Key Accounts. The individual must have entrepreneurial traits and be a self starter to enable them to deliver on sales, volume and profitability targets for major national Off Premise Customers are crucial responsibilities. It would be mandatory for Spar experience at a national exec level. 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 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.

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Strategy

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Manage the implementation of Red Bull's regional commercial strategy at the key customers.

Develop short and mid-term customer strategies in line with the overall national sales policy.

Implement price strategies in-line with company mandate and establish the customer pricing accordingly.


Deliver a promotional plan that drives share and category growth and protects channel profitability and is aligned with the National grid.


Analysis and Planning

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Analyse available data sources (e.g. Nielsen, scanner and customer data) and derive customer's growth opportunities.

Continuously plan sales forecast and prepare trade spend budget to hit profitability targets.

Develop plans for annual business and effective promotion.

Plan regional promotional grids in-line with National KAM

Produce excellent conceptual selling decks and establish Red Bull as the category leader.

Execution

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Conduct and lead yearly negotiation process at key customers within the region, spend time in understanding what is required to win in category

Understand constitutionality and how best to use this as a part of revenue growth management in the region

Agree with customers on Red Bull's Perfect Store concept/ VIP programs/ Profit Zone concept.

Manage in trade partners for Merchandising and Execution within assigned region in-conjunction with a Spar Key Account specialist (Direct report)

Tracking

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Continuously track and adjust volume and profitability targets by using existing sales reports. (CPM2) BI

Prepare and discuss success of executed plans (e.g. promotions) with customers and show Red Bull's contribution to customer's business.

Use Insights and data to manage the execution ranging and distribution in store effectively.

Track promotional efficiencies as well as any risk

Collaboration

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Continually research to understand customer needs better and 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 and engine for profitable growth.

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

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

Forecasting

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Forecasting base volume based on base/promo/execution using PET to better understand off-take and what drives effective promotional uplift.

Volume forecast critical for planning containers driving overall business efficiencies

This is critical in planning pack mix and ultimately profitability mix.

Your areas of knowledge and expertise

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  • University Degree, preferably Economics/Business Administration
  • Managing and controlling budgets, including investment and optimizing investment buckets.
  • A proven track record of +8 years professional experience as Spar National Key Account Management and/or Field Sales Management, ideally with FMCG/beverage background.
  • Experience in Category Management advantageous.
  • Crossfunctional experience i

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