Sr. Key Account Manager

Company Description

The primary responsibility of the Senior Key Account Manager (SKAM) is to implement Red Bull's strategies and initiatives with a specific group of Key Accounts. The SKAM will be accountable for all business-related activities and objectives at both national and market levels. This position requires coordinating and collaborating across various functional teams—such as sales, distribution, marketing, finance, operations, and legal—at both the Headquarters (HQ) and Regional levels to ensure the goals and targets of these Key Accounts are successfully achieved.

Key responsibilities include managing budgets and delivering results in areas such as Distribution, Pricing, Promotion, and Presence within the Key Accounts; building strong business relationships with senior management at all assigned Key Accounts and at their headquarters; and promoting best practices by delivering outstanding outcomes and developing innovative solutions.

Job Description

Strategic Business Planning & Execution

Executes short- and long-term strategies and activities in alignment with RBNA's objectives and standards.

Allocates resources to areas with the highest return on investment, focusing on strategically significant customers.

Oversees the business planning and budgeting processes for assigned businesses.

Tracks market trends and provides relevant consumer and competitive insights to the HQ Insights Department.

Engages with senior executives at each customer's headquarters and field personnel through Business Reviews, ensuring alignment between Red Bull's strategic objectives and the customer's goals.

Coordinates internal Red Bull resources across all functional areas to achieve established objectives.

Execute Red Bull Standards

Shelf/Distribution: Executes distribution of priority packages in alignment with RBNA recommendations and ACV goals for each retailer. Ensures that retailer account schematics adhere to Red Bull standards regarding product flow, package mix, Fair Space Index, and placement within the Strike Zone.

Pricing: Promotes optimal pricing for Red Bull products by leveraging best practices and available tools. Tailors presentations to meet the customer’s needs while achieving mutual objectives. Secures pricing and promotional agreements that comply with Red Bull's internal guidance.

Promotion: Implements the annual promotion schedule in line with RBNA objectives and customer volume/share targets. Engages customers with creative presentations of Red Bull standards and price points that align with their needs. Ensures all promotions are supported with effective point-of-sale (POS) materials and incremental displays.

Presence/Merchandising: Adapts sales pitches to meet account-specific goals, prioritizing effective and permanent in-store merchandising (both cold and warm placements). Evaluates return on investment (ROI) before proposing specific POS or customized merchandising solutions. Executes merchandising strategies in accordance with RBNA guidelines.

Budget Planning

Develops annual Customer Marketing Agreements and oversees the management of associated funds for each retailer.

Consistently monitors and evaluates Trade Investments to ensure the highest return on investment.

Conducts post-promotion analysis after all programs to assess promotional effectiveness and display execution.

Carefully analyzes customers' sales data to establish priorities and guide the team's focus at both national and regional levels.

MANAGEMENT OF REGIONAL & DP RELATIONSHIPS THAT INFLUENCE EXECUTION ACROSS THE US

Effectively establishes a "Wiring Model" to ensure that all Regional management teams are connected with specific Red Bull personnel responsible for managing HQ and Regional business operations.

Develops necessary tools and business review templates to maintain data consistency across Regions and Distributor Partners (DPs).

Regularly gathers quarterly updates from the marketing team regarding recent achievements and highlights, sharing this information with their own team, retail HQ teams, and relevant Regional personnel.

Communicates frequently and collaborates effectively with all internal and external stakeholders.

Leverages input from marketing and finance experts to create strong plans and conceptual sales pitches for retailer HQ teams.

Consistently coaches the broader account team to foster effective partnerships, successful programs, key retail relationships, and collaborative efforts with Red Bull and Distributor Partner (DP) field personnel in each Region.

Qualifications

Minimum of 6 years of sales and key account experience, accompanied by a strong record of success.

Proven experience in managing chain businesses within the grocery and/or convenience channels.

Strong analytical skills with expertise in utilizing internal and external data sources (e.g., Nielsen, Circana, CPM, Sales Data).

Ability to effectively demonstrate "peer leadership/influence."

A strong leadership presence, coupled with excellent communication and active listening abilities.

Advanced skills in strategic thinking, planning, financial management, decision-making, sales presentations, and negotiations.

An innovative, solution-oriented mindset with a proven ability to foster collaboration across diverse functional groups to achieve organizational goals.

Passion for driving impactful contributions to the Red Bull organization through continuous improvement of processes and ways of working.

In-depth knowledge of the Fast-Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industries.

Self-motivated and capable of working independently.

Highly proficient in software applications such as Microsoft Excel and PowerPoint, as well as internal systems like CPM and SAP/BI.

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 $115,000 - $173,000 + 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.