National Account Manager (Unattended Retail/Vending)

Company Description

This role is also eligible to sit in any major city in the Midwest. 

The National Account Manager (NAM) will lead the Vending channel as a key member of Red Bull North America's Foodservice national account team. This individual contributes to volume, share, and distribution goals by developing, selling and executing plans nationally for Red Bull North America. This role requires a dynamic, results oriented leader with the ability to uncover, align and translate mutual customer and Red Bull priorities into compelling business plans that over-deliver on results. This individual has exceptional sales, business and financial acumen with proven success in complex negotiations, joint business plan development, ability to solve complex business problems, establishing national sales and marketing programs, forecasting, trade program development, and executing priorities by working collaboratively across headquarter and field sales organizations.

Job Description

STRATEGIC ACCOUNT MANAGEMENT & DEVELOPMENT

Deep understanding of Vending & Transportation Sectors strategies, drivers, and approach to category and item management, customer relationship building and selling. Collect and analyze relevant category, customer, and consumer data to inform insights led business plans.

Unit Distribution - Support distribution initiatives across geography and ensure 100% in-stocks on all authorized SKUs. Communicates with Red Bull stakeholders across sales, marketing and distribution (Distribution) to effectively close distribution voids.

Joint Business Planning: Lead joint annual business planning. Develop strategic programs and integrated annual calendar to drive volume and distribution with positive ROI. Works with national account team and field sales to ensure 100% compliance to all Headquarter (HQ) promotional activity at the store level working with Foodservice sales teams and distribution partners.

Displays & Cold Equipment - Work closely with Category Development Managers (CDM) to develop conceptual selling tools to achieve account goals while driving effective, permanent displays.

Evaluates ROI prior to recommending specific POS or customized solutions

Execute displays in-line with HQ channel guidelines.

MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS FOR INFLUENCE

Establish field of play alignment that ensures all local and regional Decision Makers are aligned with Red Bull Foodservice and distributor partner sales teams.

Develop and communicate tools/programming to elevate sales call at regional and district level.

Initiate and cultivate Red Bull Foodservice Team, BU and DP relationships, including increasing awareness of assigned accounts, working with BU Field Marketing and partnering in initiatives to align National Accounts and Red Bull initiatives.

BUDGETS/ANNUAL PLANNING

Assists in developing, tracking and controlling budgets to secure alignment with the annual Business Plan budgets

Manage expense spending to assigned budget

Controls account volume forecasting and spend management thru accurate and regular Customer Program Management (CPM) updates

BUSINESS ANALYSIS & REPORTING

Work with Category Management Team and manager to evaluate ROI on all key initiatives and communicates key learnings to HQ.

Drive post-promotion analysis, following all programs to evaluate promotional effectiveness.

Use all available RBNA and customer data, information and tools and Category Management support to develop and maintain a position of thought leadership within the Energy Drink Category with assigned account.

Analyze sales data thoroughly to define priorities, identify opportunities, and apply focus for the team.

BUSINESS REVIEWS

Conducts regularly scheduled business reviews

Proactively shares examples of Red Bull marketing activities to demonstrate key points of differentiation to competition.

Provide Energy Insights that drive change in promotion, price, or display practices by Sector.

Routinely engages in activities to build relationships and 'wire' key accounts to its deepest level.

COMMUNICATION

Use appropriate communication processes (i.e. Chain Alerts and/or others) to keep Foodservice Sales, Marketing & Distribution Teams, informed of all programs and initiatives.

Routinely visits and supports FDM coaching & development to ensure personal contact and open lines of communication.

Communicates regularly and works effectively with all the HQ, Foodservice, and BU teams. Leverages the input from marketing, finance, and category management experts to develop strong plans and conceptual sells to the retailers.

Qualifications

7+ years of sales and key account management experience in Unattended Retail & Vending, with proven success.

Experience in beverages or consumer packaged goods (CPG) is preferred.

Familiarity with managing key accounts like Vistar Members, USG Members, and Vending Operators is a plus.

Strong knowledge of FMCG and the Broadline industry, with DSD (Direct Store Delivery) experience as a bonus.

Analytical skills with experience using tools like Nielsen, IRI, and sales data.

Proven ability to work with internal and external partners to exceed targets.

Excellent communication, negotiation, and collaboration skills.

A proactive, innovative, and independent problem-solver.

Highly skilled in Microsoft Excel and PowerPoint.

Bachelor’s degree required; English fluency is essential (additional languages are a plus).

Additional Information

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.

The base salary range for this position is $124,000 - $186,000 + cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.

Our current Benefits include:

Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO & Paid Holiday Schedule, Pet, Legal, and Life Insurance, Tuition Reimbursement (Benefits listed may vary depending on the nature of your employment and/or work location)

Red Bull North America, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.