Key Account Specialist

Company Description

When Red Bull was founded in Austria in the mid 1980s, it marked the launch of not only a new product but also a unique marketing concept. The first can of Red Bull was sold in Austria in 1987, creating a whole new product category – Energy Drinks.

Today, Red Bull operates in over 175 countries, selling over 11.5 billion cans annually and growing! Above all, our people remain the essential ingredient in bringing the Red Bull brand to life. In Austria more than 2,000 individuals, representing over 60 different nationalities, work together to grow the brand and deliver great products and experiences by Giving Wiiings to People and Ideas.

Job Description

PURPOSE OF THE JOB:

Brin full support to the National Key Account Manager with the development, implementation & tracking of Red Bull’s sales strategy for the KA business and with a special focus on Impulse channel and middle high potential accounts. Thereby delivering sales, volume & profitability targets for these middle size accounts and Impulse channel are crucial responsibilities.

This junior role requires a ‘hands-on’ person & team player in order to execute and properly align with internal and external costumers in the Master DPs commercial teams aggressive goals already settled for the KA business & deliveries on key initiatives.

The National Key Account specialist needs to execute and support the medium-term vision designed by the KA Manager, based on thorough understanding of customers, trends & opportunities with attention to detail. The person needs to feel comfortable communicating and aligning this vision with internal and external costumers, getting feedback, identifying & exploiting opportunities & to achieve business advantages. Sharing best practices with colleagues & customers which enable Red Bull to gain competitor advantage is a matter of course. A creative, analytical & challenging personality, oriented towards actions, who is able to build strong strategic customer relationships & to collaborate within the company cross-functional & international.

KEY RESPONSIBILITIES

1. Strategy
   • Support KA Mangarer on the implementation of Red Bull’s commercial strategy at all key customers
   • Execute short & mid-term customer strategies in line with the overall national sales policy and with a special focus on Mid size accounts with a high potential and Impulse channel.
   • Implement national price strategies & establish the customer pricing accordingly in Mid size accounts with high potential and Impulse channel.

1. Analysis & Planning
   • Analyse available data sources (e.g. Nielsen, scanner & customer data) & derive customer’s growth opportunities
   • Continuously plan sales forecast & prepare trade spend budget to hit profitability targets
   • Develop annual business & effective promotion plans with mid size accounts with high volume potential and impulse channel.
   • Prepare yearly negotiations (incl. different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy
   • Produce excellent conceptual selling decks & establish Red Bull as the category leader

1. Execution
   • Conduct & lead yearly negotiation process at key mid size customers mianly in the modern trade and Impulse channels.
   • Agree with customer on Red Bull’s Perfect Store concept

1. Tracking
   • Continuously track & adjust volume & profitability targets by using existing sales reports
   • Prepare & discuss success of executed plans (e.g. promotions) with customer & show Red Bull’s contribution to customer’s business
   • Use the Perfect Store Audit to manage the execution in store effectively

1. Collaboration
   • Continually search to understand customer needs better & respond with programmes (in line with the brand equity) that are mutually beneficial
   • Develop effective partnerships for Red Bull to be regarded as key supplier & engine for profitable growth
   • Strive for Category Captaincy with key strategic retailers within the energy category
   • Build strong intercompany networks & establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies & conceptual sells

Qualifications

EDUCATION AND QUALIFICATIONS

University Degree, preferably Economics/Business Administration

EXPERIENCE

1. A proven track record of 1-2 years professional experience in Key Account execution and negotiation &/or Field Force Management, ideally with FMCG/beverage background
2. Experience supporting Category Management preferred
3. Cross-functional experience in Trade Marketing / Consumer Marketing is a plus (not mandatory)
4. Excellent network of existing contacts & trade relationships

KNOWLEDGE AND SKILLS

1. Strategic ability: Can develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’
2. Commercial acumen: Understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Ideally can work with SAP/BI to plan & track sales results
3. Analytical skills: Planning and negotiation skills with an understanding of financial bottom line implications of sales & marketing decisions. Able to analyse sales & customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer & Red Bull
4. Negotiation experienced: Successful front line retail negotiation experience & problem-solving skills
5. Presentation skills: Demonstrate great presentation skills that provide highly relevant & commercially viable strategies or processes in a clear, concise & empowering way
6. Linguistic skills: Strong command of English. Other languages useful too