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Posted February 25th

National Account Manager, Specialty Retail

Charlotte, North Carolina

Employer

Red Bull Distribution Company

Industry

Distributor

View Full Profile

Posted February 25th

National Account Manager, Specialty Retail

Charlotte, North Carolina

Function

Sales

Experience

Other

Type

Full Time

{"heading":"New Business Development","description":"
Thoroughly analyzes and executes strategy to secure new accounts that will expand our distribution footprint and availability to consumers

Utilizes Industry knowledge, network, and contacts to determine appropriate decision makers at target retailers in order to secure opportunities to sell Red Bull

Actively prospects market via trade shows, industry events, etc. to develop relationships

Works cross functionally with Red Bull Media House, Partnerships, Sports Marketing, and Brand Marketing to leverage our marketing assets and properties to create custom content for pitch presentations to retailers

Presents data driven insights to retailers, in order to illustrate the value proposition of Red Bull

Closes new business deals, negotiating mutually beneficial multi-year partnerships with customers

Sees new partnerships through, integrating contract requirements with business operations and establishing a route to market and field force activation plans

"},{"heading":"Strategic Business Planning & Execution","description":"
Executes short and long-term strategies and activities consistent with RBNA objectives and standards.

Allocates resources where the investment has the highest payback with strategically important customers.

Drives the Joint Business Planning (JBP) and budget process for the assigned businesses.

Penetrates the senior executive levels at all Specialty Retail call points & the various field based personnel; align Red Bull strategic objectives with that of the customer.

"},{"heading":"Account Management Execution","description":"
Shelf/Distribution - Executes distribution on priority packages consistent with RBNA recommendations and ACV goals for each retailer. Ensures all retailer account schematics reflect Red Bull standards relative to flow, package mix, Fair Space Index, and Strike Zone.

Price - Aggressively sells Red Bull's optimum prices by utilizing best practices and available tools. Customizes presentations to appeal to customer's needs and fulfill mutual objectives. Secures pricing and promotional programs that align with Red Bull internal guidance documents.

Promotion - Executes annual promotion schedule in accordance with RBNA objectives and customer volume/share 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.

Presence - Customizes sales pitch to achieve account goals while driving effective, permanent displays. Evaluates ROI prior to recommending specific POS or customized solutions. Executes displays in-line with RBNA guidelines.

"},{"heading":"Channel Business Management & Planning","description":"
Constructs annual Customer Marketing Agreements and manages associated funds for each retailer.

Lead the business priorities, objectives, and results across Customer Profitability Management (CPM) platform as it relates to target accounts (volume & spend)

Consistently tracks and evaluates Trade Investments to ensure highest return on investment.

Drives post-promotion analysis following all programs to evaluate promotional effectiveness and display execution.

Thoroughly analyses customers' sales to define priorities and focus for the team at both the national & BU levels.

"},{"heading":"Field Partnership & Execution Management","description":"
Effectively establishes "Wiring Model" that ensures all broker management are wired with specific Red Bull personnel that manage the Emerging Channel business

Establishes necessary tools and business review templates to ensure data consistency with BUs and DPs

Gathers regularly/quarterly updates from marketing about the latest achievements/highlights and shares them with his/her team, the retailer HQ teams, and relevant BU personnel

Leverages the input for marketing and finance experts to develop strong plans and conceptual sells into the channe

This is a remote role that can be based anywhere in the country
"}]

EXPERIENCE

Your areas of knowledge and expertise
that matter most for this role:

  • Minimum 5 years new business development experience with proven track record of success. Strong desire to actively pursue and secure new business
  • Minimum 8 years Sales and National Account experience with a strong track record of success (grocery and convenience channel preferred)
  • Robust analytical skills and experience using internal and external data sources (i.e. Nielsen, IRI, CPM, Sales Data)
  • Strong leadership presence with excellent communication and active listening skills
  • Advanced strategic thinking, planning, financial management, decision-making, sales presentation, & negotiation skills
  • Innovative, solution-oriented mindset and ability to drive collaboration across diverse functional groups to achieve goals
  • Passion to make significant contributions to the Red Bull organization through continuous process & ways of working improvement
  • In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industry.
  • Self-motivated and able to work independently
  • Must be extremely proficient in software packages (Microsoft Excel and PowerPoint) & internal systems (CPM, SAP/BI)
  • University - Bachelor's Degree preferred
  • Fluent in English, additional languages an advantage
  • Travel up to: 75%