Key Account Manager

The Key Account Manager, Tier II's (KAM) main priorities are selling and executing Red Bull strategy and initiatives to local Tier II key account chains (KA), influencing execution of programs via local decision makers (DMs). Key responsibilities include: owning local key account budgets and results (Distribution, Price, Promotion, and Quality Points of Distribution (QPOD) within chain); developing productive business relationships with assigned key accounts; and developing solutions that resonate with customer needs while achieving Red Bull goals.

The role is also eligible to sit in the following locations: New Orleans, LA

Areas that play to your strengths

All the responsibilities we'll trust you with:

• Executes distribution on priority packages in-line with Channel Strategies recommendations

  Ensures all assigned key account’s schematics reflect Red Bull standards relative to flow and package mix

  Sells Red Bull’s Optimum Price program by utilizing best practices and available tools

  Customizes presentations to better appeal to customer’s needs

  Develops annual promotion schedule in accordance with Channel Strategy goals

  Creatively sells Red Bull merchandising standards, distribution recommendations and price points in a way that resonates with the customer’s needs

  Ensures all promotions are accompanied by effective POS and incremental displays

  Customizes sales pitch to achieve account goals while driving effective, permanent merchandising

  Evaluates ROI prior to recommending specific POS or customized solutions

  Executes merchandising in-line with Channel Strategy guidelines

• Actively develops relationships with key decision makers via business reviews, communication, etc.

  Drives execution of account programs through local decision makers

  Consistently pursues incremental opportunities over-and-above programs

  Provides feedback to local decision makers on any pertinent developments, information, or successes

  Maintains key point of local knowledge regarding accounts

  Routinely engages in opportunities to build relationships and ‘wire’ key accounts beyond buyer level

• Constructs annual Customer Marketing Agreements and manages associated funds for all designated key accounts on a weekly and monthly basis

• Works with Category Analyst to evaluate ROI with regards to ‘pay-for-space’ agreements and communicates key learnings to BU and Channel Leads

  Drives post-promotion analysis, in conjunction with CA, following all promotions to evaluate promotional effectiveness

• Conducts quarterly business reviews to update KA 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

  Communication with Distributor Partners

  Uses appropriate communication processes (i.e. Chain Alerts) to keep DPs informed of KA programs and initiatives

  Routinely visits DPs to ensure personal contact and open lines of communication

EXPERIENCE

Your areas of knowledge and expertise

that matter most for this role:

• Minimum 3-4 years Sales experience with a strong track record of success, preferably in beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation
• Strong analytical skills and experience using internal and external data sources (i.e. IRI, Nielsen)
• Excellent communication and active listening skills
• Strong negotiation skills
• Innovative, solution-oriented mindset
• Self-motivated and able to work independently
• Must be extremely proficient in Microsoft Excel and PowerPoint

• Travel 50-60%
• Permanent
• Benefits eligible