Regional Account Manager (Unattended Retail/Vending)

This role is also eligible to sit out of any major city in the East coast region.

The Regional Account Manager (RAM) - Unattended Retail & Vending (aka Convenience Services) is a key member of Red Bull North America’s (RBNA) Non-Commercial national sales team. This role contributes to volume, share, and distribution goals by selling and implementing national account priorities at the region level in the Vending, Micro Markets, and OCS/Pantry sub-segments. The RAM – Unattended Retail & Vending is responsible for managing an evolving portfolio of Vistar Operator Companies, USG Members, and large Independent Vend Operators within a defined territory.

This role achieves its objectives through aligning, translating, and executing mutual customer and Red Bull priorities across national account sectors & lines of business to over-deliver on results. The roles responsibilities include but are not limited to – key customer relationship building and wiring at a region level to execute national account programs and priorities, management of extensive regional stakeholder relationships across a wide geography, effectively influencing and communicating to execute through field sales and marketing organization to drive brand programming with Vending/OCS Operators.

Areas that play to your strengths

All the responsibilities we'll trust you with:

• Distribution: Ensures all national/division/regional/unit schematics reflect Red Bull standards within the Non-Commercial directives relative to flow and package mix.

  Promotion: Develops annual promotion schedule in accordance with non-commercial national goals. Creatively sells Red Bull standards and price points in a way that resonates with the customer’s needs. Ensures all promotions are accompanied by effective POS and incremental displays.

  Quality Points of Distribution (QPOD): Customizes sales pitch to achieve Operator goals while driving effective, permanent displays. Evaluates ROI prior to recommending specific POS or customized solutions. Executes displays in-line with HQSG channel guidelines

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

• Establishes ‘Wiring Model’ that ensures communication with all regional customer decision makers and execution to unit level

  Routinely engages in activities to build relationships and ‘wire’ at the national/division/regional level at assigned customers

  Establishes necessary tools and business review templates to ensure Red Bull personnel are reviewing similar data with local Distributor Partners (DPs) to ensure consistency across the Business Units

• Ensures national/division/regional compliance with annual Customer Marketing Agreements from non-commercial HQ companies for all designated areas of responsibility

  Thoroughly tracks and controls the budgets to secure alignment with the annual BP budgets

  Manages T&E spending to assigned budget

• Works with leadership to evaluate ROI regarding all national/division/regional level programming & promotions

  Drives post-promotion analysis, in conjunction with Category Manager, following all programs to evaluate promotional effectiveness

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

  Aggressively pursues business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that drives future strategy and better understanding of consumer purchase patterns

  Analyzes business/customers sales to define priorities and focus for the team

  Conducts quarterly business reviews to update leadership on business, channel competition, opportunities, etc.

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

  Provides Energy Insights that drive change in promotion, price, or display practices

• Uses appropriate communication processes to keep Foodservice sales, marketing and distribution teams informed of all programs and initiatives. Distributor Partners and Distributor Partner Managers informed of national/division/regional level programs and initiatives for their assigned chains

  Maintains open communication with relevant BU & DP personnel to ensure effective program implementation

  Communicates regularly and works effectively with the BU/HQ teams.

  Leverages insights and input from marketing, finance and category management experts to develop strong plans and conceptual selling story

  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.

EXPERIENCE

Your areas of knowledge and expertise

that matter most for this role:

• Minimum 5 years Sales experience with a strong track record of success
• Experience managing Vistar Members, USG Members, & Vending Operators preferred
• Proven ability to effectively manage internal & external partners to over-deliver against plans
• In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Broadline industry, DSD experience a plus
• Strong analytical skills and experience using internal and external data sources (i.e. IRI, Nielsen)
• Excellent communication, active listening, & collaboration skills
• Strong negotiation skills
• Innovative, solution-oriented mindset, ability to digest feedback and quickly into action
• Self-motivated and able to work independently
• Must be extremely proficient in Microsoft Excel and PowerPoint
• Bachelor’s Degree required
• Must be fluent in English, additional language skills an advantage

• Travel 70-80%
• Permanent
• Benefits eligible