The Regional Sales Manager (RSM), Vending (a.k.a. Convenience Services) is a key member of Red Bull North America's (RBNAs) Non-Commercial Foodservice sales team. This role contributes to volume, share, and distribution goals by selling and implementing national priorities at the regional level in the Vending, Micro Markets, and OCS/Pantry sub-segments. The RSM, Vending is responsible for managing Vending brokers, Vistar Operating Companies, USG Elite Members, and large Independent Vend Operators within a defined territory. This role achieves it's objectives through aligning, translating, and executing mutual customer and Red Bull priorities trough effective broker and customer management including, but not limited to - key customer relationship building, wiring at a region level to execute national account programs and priorities, effectively influencing and communicating to execute through brokers.
RESPONSIBILITIES Areas that play to your strengths
All the responsibilities we'll trust you with:Broker Management:
Ability to effectively train and develop a broker team to deliver Red Bull volume, share, and distribution goals In the Convenience Services Segment
Establishes clear priorities, operating routines, and consistent reviews of plan attainment
Develops, aligns and implements annual business plans with Broker partners, Vistar Operating Companies, and USG Elite/Independent OperatorsManages & Develop Regional Market to Deliver Volume Objectives
Distribution: Ensures all relevant Red Bull SKU's are fully stocked at Vistar Operating Companies to support Red Bull/customer schematics.
Pricing & Promotion: Helps develop and implement engaging promotions and consumer activations; Creatively sells Red Bull standards and price points in a way that resonates with the customer's needs, ensuring that promotions are accompanied by effective POS and incremental displays
Quality Points of Distribution (QPOD): Trains broker and Operator sales teams to effectively drive volume goal with m new cooler placements
Initiates and cultivates Red Bull Foodservice Team, Business Unit (BU), Region and Distributor Partner (DP) relationships; Increases awareness of assigned accounts, working with BU Field Marketing and partnering in initiatives to align National Accounts and Red Bull initiatives.Manage Local Relationships that Influence Regions/Divisions/Banners of Assigned Chains
Establishes 'Wiring Model' that ensures communication with all regional customer decision makers and execution to unit level.
Routinely engages in activities to build relationships and 'wire' at the headquarter/division/regional level at assigned customers
Establishes 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 Business UnitsBudgets/Annual Planning
Thoroughly tracks and manages budgets to deliver annual plan
Manages T&E spending to assigned budgetBusiness Analysis & Reviews
Works with leadership to evaluate ROI with regards to all national/division/regional level programming & promotions
Drives post-promotion analysis, in conjunction with Category Manager, following all programs to evaluate promotional effectiveness
Uses all available RBNA data, information and tools and Category Management support to develop and maintain a position of thought leadership within the Energy Drink Category with assigned territories
Aggressively pursues business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that drives future strategy and better understanding of consumer purchase patterns
Analyzes business/customers sales to define priorities and focus for the team
Conducts quarterly business reviews to update leadership 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 & Team Work
Uses appropriate communication processes to keep Foodservice sales, marketing, broker, and distribution teams informed of all programs and initiatives. DPs and DPMs informed of national/division/regional level programs and initiatives for their assigned chains
Maintains open communication with relevant BU & DP personnel to ensure effective program implementation
Communicates regularly and works effectively with the BU/HQ teams.
Leverages insights and input from marketing, finance and category management experts to develop strong plans and conceptual selling story.
Communicates regularly and works effectively with all the HQ, Foodservice, and BU teams. Leverages the input from marketing, finance, and category management experts to develop strong plans and conceptual sells to the retailers.]
EXPERIENCE Your areas of knowledge and expertise
that matter most for this role:
- Minimum 5 years sales experience with demonstrated track record of success and established relationships with Vistar/USG Members
- Proven ability to effectively manage brokers or Indirect sales/project teams to over-deliver against plans.
- 3+ years of experience selling premium brands across all Convenience Services sub-segments Is preferred
- In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Vending Segment
- Strong analytical skills and experience using internal and external data sources (i.e. IRI, Nielsen)
- Ability to translate Insights and reporting Into business plans and results.
- Excellent communication, active listening, & collaboration skills
- Strong negotiation skills
- Innovative, solution-oriented mindset, ability to digest feedback and quickly into action
- Self-motivated and able to work independently
- Must be extremely proficient in Microsoft Excel and PowerPoint
- Bachelor's Degree Preferred
- Fluent in English, additional language skills an advantage
- Travel up to: 75%
WHERE YOU'LL BE BASED Atlanta Georgia, United States
United States RedBull North America
JOIN THE TEAM Got what it takes?
In your application we want to see your personal style - what makes you tick and why you think your next opportunity is here with us.