Regional Account Manager

Company Description

Reporting to the Director, Walmart, your main priority is selling and implementing our strategy and programs with a set group of Regions, Divisions, or Banners of a specific national chain. Your main responsibilities include: overseeing regional key account volume quotas, spending budgets and results (Distribution, Price, Promotion, and Quality Points of Distribution (QPOD) within chain), developing productive business relationships with assigned accounts, and developing solutions that resonate with customer needs while achieving our goals. You must also align all regional programming or promotional activity with the overarching chain strategy and Joint Business Plan outlined by the Head of the account.

Job Description

MANAGEMENT AND DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF NATIONAL ACCOUNT

Shelf/Distribution: Executes distribution on priority packages following HQSG (Headquarter Sales Group) recommendations. Ensure all regional/divisional/banner schematics reflect Red Bull standards and chain HQ directives relative to flow and package mix

Price: sells Red Bull’s Optimum Price program by using best practices and available tools. Customizes presentations to better appeal to customer’s needs. Recommend accounts prices aligned with national RBNA standards and target price ranges

Promotion: Develops annual promotion schedule following chain HQ goals. Creatively sell Red Bull standards and price points in a way that resonates with the customer’s needs. Ensure all promotions are accompanied by POS and incremental displays

Quality Points of Distribution (QPOD): Customizes sales pitch to achieve account goals while driving permanent displays. Evaluate Return on investment before recommending specific POS or customized solutions. Implement displays following HQSG channel guidelines

MANAGEMENT AND DEVELOPMENT OF LOCAL RELATIONSHIPS

Establish ‘Wiring Model’ that ensures communication with all regional chain decision makers

Participate in activities to build relationships and ‘wire’ at the regional/division/banner level at assigned chains

Establish 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 regions

Visit DPs to ensure personal contact and open lines of communication

BUDGETS/ANNUAL PLANNING

Ensure Region/Division/Banner compliance with annual Customer Marketing Agreements from chain HQ for all designated areas

Manage T&E spending to assigned budget

BUSINESS ANALYSIS

Work with Head of account to evaluate Return on investment with regards to all regional/divisional/banner level programming and promotions

Work with Category Management Team to evaluate Return on investment with regards to ‘pay-for-space’ agreements and communicates insights to HQSG

Perform post-promotion analysis following all programs to evaluate promotional effectiveness

Pursue business relationships that help us obtain relevant retailer scan data and basket analysis data to inform future strategy and give us a better understanding of consumer purchase patterns

Analyze thoroughly their business/customers sales to define priorities and focus

BUSINESS REVIEWS AND RELATIONSHIPS

Conduct quarterly business reviews to update all partners on business, channel competition, and opportunities

Share examples of our marketing activities to demonstrate main points of difference to competition

Provide Energy Insights that inspire change in promotion, price, or display practices

Participate in activities to build relationships and ‘wire’ accounts beyond buyer level

Qualifications

6+ years of Sales and Key Account experience in Beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation

Experience in chains across multiple channels (grocery and convenience preferred)

Experience using internal and external data sources (i.e. Nielsen, IRI)

Negotiation experience

Bachelor’s Degree preferred or equivalent work experience in lieu of degree

Must be fluent in English, additional language skills an advantage

Additional Information

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 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.