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National Key Account Manager
2 weeks ago
**Company Description**:
As Key Account Manager in On Premise you will have the responsibility for driving both the current and future distribution plus sales of our product portfolio within the Catering, Recreation & Fitness channels.
You will be tasked with maximizing business opportunities in a profitable way whilst developing long-term, mutually beneficial relationships with our current top (and potential top) chained customers in this sector
You build powerful strategies based on industry, channel and consumer insights to derive impactful measures which ensure a continuous development of our brand at each of your customers
As a result, you will deliver business plan targets for sales and availability in this sector.
**STRATEGY AND PLANNING**
- Identification of the most important customers (size and relevance) in the Catering, Recreation and Fitness 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 for the sector, 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
**UNDERSTAND NATIONAL KEY ACCOUNTS**
- Understand Corporate Catering, Recreation & Fitness 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.
- Maintains a strong in-field presence.
**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.
**MANAGING KEY ACCOUNTS**
- Maximization of existing customer performance via effective joint business planning
- Acquisition of new customers from the relevant national universe in these channels.
- Negotiating 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 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.
**LEADING BY EXAMPLE**
- Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players and influencers, as well as on site F&B or Ops managers, store and site managers as well as staff)
- Being a “Canbassador” and building affinity and understanding of the Red Bull brand and product within network
- Delivering excellence with Red Bull's premium brand image in all activities and execution
**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.
- Share best practices within the regional and national teams.
**Qualifications**:
University - Bachelor’s degree preferred (business, marketing or similar).
At least 5 years of outstanding performance and a proven track record in account management (beverage industry preferred)
Strong On Premise industry know
