National Account Manager

Company Description

This role can also sit in New York, NY or Boston, MA.

The National Account Manager (NAM) plays a pivotal role in implementing Red Bull's strategy and initiatives within a designated group of National Accounts. This position acts as the primary point of contact for all business-related activities and objectives at both national and market levels. The NAM ensures cross-functional alignment and collaboration across key areas, including sales, marketing, distribution, finance, operations, and legal teams at both the Headquarters (HQ) and Business Unit (BU) levels, to meet customer-specific goals and objectives effectively.

Key responsibilities include managing budgets and delivering results related to Distribution, Price, Promotion, and Presence at both national and regional scales. The NAM builds and maintains strong relationships with senior management in assigned banners/divisions and customers' HQ offices. Furthermore, this role is crucial in driving best practices by achieving outstanding results and fostering innovative solutions that support overall business growth.

Job Description

Strategic Buisness Planning And Execution

Implements both short-term and long-term strategies and actions in alignment with RBNA objectives and standards.

Prioritizes resource allocation to high-return investments with strategically significant customers.

Leads the business planning and budgeting processes for assigned businesses.

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

Establishes relationships at senior executive levels within each customer's headquarters and field-based teams through business reviews to align Red Bull's strategic objectives with those of the customer.

Ensures coordination and alignment of internal Red Bull resources across all functional areas to achieve goals.

Execute Red Bull Standards

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

Price: Proactively negotiates optimal pricing for Red Bull products by leveraging best practices and available resources. Tailors presentations to address customer needs and achieve mutual objectives. Secures pricing and promotional agreements consistent with Red Bull's internal guidelines.

Promotion: Executes the annual promotional calendar in line with RBNA objectives and customer volume/share targets. Effectively communicates Red Bull standards and price points in a way that aligns with customer needs. Ensures promotions are supported by impactful point-of-sale (POS) materials and additional displays.

Presence: Adapts sales pitches to meet account-specific goals while establishing effective, permanent in-store displays. Evaluates return on investment (ROI) before proposing specific POS or tailored solutions. Implements displays according to RBNA standards.

Budget Planning

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

Monitors and evaluates Trade Investments regularly to ensure optimal return on investment.

Conducts post-promotion analysis after every program to assess promotional effectiveness and display performance.

Performs in-depth analysis of customers’ sales to identify priorities and areas of focus for the team at both national and business unit levels.

MANAGEMENT OF BU & DP RELATIONSHIPS

Effectively establishes the "Wiring Model," ensuring that all Business Unit (BU) management teams (DKA, DOD, RBDC) are closely aligned with specific Red Bull personnel responsible for managing HQ and BU business operations.

Develops necessary tools and business review templates to ensure data consistency and alignment between BUs and Distribution Partners (DPs).

Regularly collects quarterly updates from marketing regarding the latest achievements and highlights, then shares these insights with their team, retailer HQ teams, and relevant BU personnel.

Maintains consistent communication and collaborates effectively with both internal and external stakeholders.

Utilizes insights from marketing and finance experts to formulate strong strategies and impactful conceptual pitches for retailer HQ teams.

Consistently coaches the broader account team to foster strong partnerships, successful programs, key retail relationships, and collaborative connections with Red Bull and Distributor Partner field teams within each BU.

Qualifications

EXPERIENCE, KNOWLEDGE, & EDUCATION (IF APPLICABLE) REQUIRED

Minimum of 8 years of experience in Sales and Key Account Management with a proven record of success.

Previous experience managing national chain accounts in the grocery and convenience channels.

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

Proven ability to demonstrate effective "peer leadership and influence."

Exceptional leadership presence with excellent communication and active listening skills.

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

Innovative and solution-oriented mindset with the ability to foster collaboration across various functional teams to achieve objectives.

A passion for making impactful contributions to the Red Bull organization by continuously improving processes and methods of operation.

Comprehensive knowledge of Fast Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industries.

Self-driven with the ability to work independently.

Highly proficient in software tools like Microsoft Excel and PowerPoint as well as internal systems such as 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.