Company Description: The National Key Account Manager is a senior entrepreneurial leadership role in charge of the development, implementation and tracking of Red Bull’s sales strategy in Gas Station Channel. Delivering sales, volume, and profitability targets for major national Off Premise Customers are crucial responsibilities. This senior role requires a ‘hands-on’ leader and team player who is able to set clear expectations and objectives, set aggressive goals and deliver on key initiatives. The National Key Account Manager needs to devise a medium-term vision, based on a thorough understanding of customers, trends, and opportunities with attention to detail. The person needs to feel comfortable taking calculated risks, identifying and exploiting opportunities to achieve business advantages. A creative, analytical, and challenging personality, oriented towards actions, who is able to build strong strategic customer relationships and collaborate cross-functionally and internationally.
STRATEGY
Lead and manage the implementation of Red Bull’s commercial strategy at Gas Station Channel. Develop short and mid-term customer strategies in line with the overall national sales policy. Implement national price strategies and establish the customer pricing accordingly.
ANALYSIS AND PLANNING
Analyze available data sources (e.g. Scentia and customer data) and derive customer’s growth opportunities. Continuously plan sales forecasts and prepare trade spend budgets to hit profitability targets. Develop plans for annual business and effective promotion. Prepare yearly negotiations (including different scenarios) with a focus on Red Bull’s sales drivers and customer spend strategy. Produce excellent conceptual selling decks and establish Red Bull as the category leader.
EXECUTION
Conduct and lead yearly negotiation processes at key customers. Agree with customers on Red Bull’s Perfect Store concept.
TRACKING
Continuously track and adjust volume and profitability targets using existing sales reports. Prepare and discuss the success of executed plans (e.g. promotions) with customers and show Red Bull’s contribution to customer’s business. Use the Perfect Store Audit to manage in-store execution effectively.
COLLABORATION
Continually research to understand customer needs better and respond with programs (in line with brand equity) that are mutually beneficial. Develop effective partnerships for Red Bull to be regarded as a 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.
Qualifications
A proven track record of 3-5 years professional experience in Key Account Management and/or Field Force Management, ideally with an FMCG/beverage background. Experience in Category Management preferred. Strategic ability - develop specific, valuable, innovative, and commercially focused strategies but also grasp the ‘bigger picture’. Commercial acumen - strong understanding of sales processes and financial systems. Strategic and innovative commercial awareness. Ideally can work with SAP/BI to plan and track sales results. Analytical skills - strong planning and negotiation skills with a sound understanding of financial bottom line implications of sales and marketing decisions. Able to analyze sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer, and Red Bull. Negotiation experience - successful front line retail negotiation experience and problem-solving skills. Presentation skills - demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise, and empowering way.
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