Key Account Manager Retail and Speciality Retail

The Key Accounts role is an entrepreneurial leadership role in charge of the development, implementation & tracking of Red Bull’s sales strategy. Thereby delivering sales, volume & profitability targets for major national Off Premise Customers are crucial responsibilities. This role requires a ‘hands-on’ leader & team player who would be able to set clear expectations & objectives and has proven skills to achieve set goals & the ability to deliver on key initiatives. The Key Account Specialist needs to be able to devise a medium-term to long term vision, based on thorough understanding of customers, trends & opportunities with attention to detail. The person needs to feel comfortable taking calculated risks, identifying & exploiting opportunities and achieve business advantages. Sharing best practices with colleagues and customers enabling Red Bull to gain competitor advantage is a matter of course.

RESPONSIBILITIES
** Areas that play to your strengths**:
All the responsibilities we'll trust you with:
Expand allStrategy

Lead & manage the implementation of Red Bull’s commercial strategy with all key customers

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

Implement national price strategies & establish the customer pricing accordingly. Also deliver on the companies retail category strategies.Analysis & Planning

Analyse available data sources (e.g. Nielsen & customer off take data) & derive customer’s growth opportunities

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

Develop annual business & effective promotion plans

Prepare yearly negotiations (incl. different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy

Produce excellent conceptual selling decks & establish Red Bull as the category leaderExecution

Conduct & lead yearly negotiation process with key customers

Agree and implement Red Bull’s Perfect Store concept with key customers as well as POSA online execution.

Conduct and lead monthly sales and execution meetings with Sales Agencies and distribution partnersTracking

Continuously track & adjust volume & profitability targets by using existing sales reports

Prepare & discuss the success of executed plans (e.g. promotions) with customer & show Red Bull’s contribution to customer’s business growth plans

Use the Perfect Store Audit to manage the execution in store effectivelyCollaboration

Continually search to understand customer needs better & 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 & engine for profitable growth

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

Build strong intercompany networks & establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies & conceptual sells
- EXPERIENCE
- ** Your areas of knowledge and expertise**:
that matter most for this role:

- A proven track record of 3-5 years with sales experience in Regional Key Account Management or Field Force Management, ideally within the FMCG/beverage category
- Experience in Category Management and or e-commerce preferred
- Cross-functional experience in Trade Marketing / Consumer Marketing is a plus (not mandatory)
- Excellent network of existing contacts & trade relationships
- Strategic ability - develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’
- Commercial acumen - Strong understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Work with SAP/BI to plan & track sales results
- Analytical skills - Strong planning & negotiation skills with a sound understanding of financial bottom line implications of sales & marketing decisions.
- Able to analyze sales & customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer & Red Bull
- Negotiation experienced - Successful front-line retail negotiation experience & problem-solving skills
- Presentation skills - Demonstrate great presentation skills that provide highly relevant & commercially viable strategies or processes in a clear, concise & empowering way
- University Degree, preferably Marketing/Economics/Business Administration
- Very strong command of English. Other languages useful too
- Travel 40-50%
- Permanent