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.

RESPONSIBILITIES

Areas that play to your strengths

All the responsibilities we'll trust you with:

• MANAGEMENT & DEVELOPMENT OF LOCAL KEY ACCOUNTS
  
  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
• MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS
  
  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
• BUDGETS/ANNUAL PLANNING
  
  Constructs annual Customer Marketing Agreements and manages associated funds for all designated key accounts on a monthly and annual basis
• BUSINESS ANALYSIS
  
  Works with Category Analyst to evaluate ROI with regards to 'pay-for-space' agreements and communicates key learnings to Region and Channel Leads
  
  Drives post-promotion analysis, in conjunction with CA, following all promotions to evaluate promotional effectiveness
• BUSINESS REVIEWS
  
  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 40-50%
• Permanent
• Benefits eligible

WHERE YOU'LL BE BASED

New YorkNew York, United States

United StatesRed Bull North America

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