Head of On Premise Key Accounts

3 months ago

Cape Town, South Africa Red Bull Full time

**Company Description**:
The focus of this role is to lead, develop, and implement initiatives that build the Red Bull brand, availability, consumption and profitability in the On Premise Key Accounts universe. As leader of the National Key Account Managers and Specialists, the HOKA will be responsible for driving both the current and future distribution and sales of our product portfolio at the respective Key Accounts in South Africa. You maximize business opportunities in a profitable way while developing long-term, mutually beneficial relationships with our top chained On Premise customers in core HORECA channels but also beyond core channels of Catering, QSR and Fitness.

**Strategy and Planning**
- Identification of the most important customers (size and relevance) in the each of the channels and development of long term visions to drive vertical and horizontal distribution and sales
- Close alignment with local Trade Marketing, Brand Marketing and On Premise Marketing teams on market-relevant industry
- and consumer insights and national focus areas
- Annual business planning, including budget
- and volume forecast as well as a thought through activation plan for each Key Account.
- Alignment with HQ on International strategy, guidelines and customers

**Define National Key Accounts Strategy and Tactics (Plan)**
- In cooperation with On Premise Marketing and Leadership teams, develop and build the National Key Account Strategy and Tactics for Red Bull to win in these channels - annual business plan, quarterly and monthly plans.
- Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations.

**Understand National Key Accounts**
- Understand big customer customer structure (decision makers, influencers, staff), customer data, strategy, marketing plan, focus, target group, needs and expectations.
- Fully understands the route-to-market environment to maximize optimal and most profitable means to get the can into store / site.
- Continually research to understand customer needs better and respond with initiatives that are mutually beneficial
- Develop effective partnerships for Red Bull to be regarded as a key supplier and engine for profitable growth
- Define “common ground” while keeping “Bullish” win-win in mind.
- Explore and identify value of all possible variables for the customer.
- Maintain a strong in-field presence.

**Managing Key Accounts**
- Ensure team is maximizing existing customer performance via effective joint business planning
- Driving overall acquisition of new customers from the relevant national universe in all channels.
- Take responsibility in driving team to lead negotiations that yield win/win partnership agreements which add value to both Red Bull’s and the customer’s business
- Collaborating with internal (other departments) and external stakeholders (including, but not limited to buyers, sales
- & marketing managers, controllers, logistic managers and CEOs) to leverage business success
- Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as Musketeer
- and Consumer-Collecting teams.
- Managing agreed budget forecast and spend for each account. Monitoring customer performance and margin against investment and taking corrective action where necessary
- Be an active ambassador for the Red Bull brand in front of the team and the On Premise Network.
- Respect and promote the Red Bull brand and company values within the team.

**Tracking, Analyzing and Reporting**
- Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity
- Ongoing leadership, data maintenance and optimization in the Key Account Tracker and sharing status on Key Account volume, distribution, execution and agreements twice per year with HQ.
- Lead voids analysis gaps closures
- Leads identifying and submission of Key Accounts proposals that drives the business results forward.

**Self Management**
- Take responsibility for his/her own personal development in accordance with the annual performance objectives.
- Continual communication and consultation with the Management in the related area.
- Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.

**Leading an effective team**
- Strength based team development and leadership.
- Effective on boarding, training and development of high performance team
- Development of a highly engaged, high performing team.
- Build a strong network with external agencies, key influencers, national decision makers, and the local scene searching for new collaboration opportunities.
- Work with On Premise Marketing on right insight providers & translate findings to actionable insight for the wider team (KAMs, Musketeers, Musketeer Scouts & DPMs)
- Efficient allocation of the budget according to the national business plan.
- Maintain a constant exchange o

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