The Retail Key Accounts Manager is an entrepreneurial role in charge of the development, implementation and tracking of Red Bull’s sales strategy. He/she is responsible for developing and executing the business strategy for modern trade channels, which typically includes large-scale retail formats such as supermarkets, hypermarkets, and chain stores. Thereby delivering sales, volume, and profitability targets for major national Off Premise Customers are crucial responsibilities. This role requires a sharp, analytical, and persistent individual who can identify opportunities, set targets, and deliver on key initiatives.
All the responsibilities we'll trust you with:
Account Management
Establish productive, professional relationships with key personnel in C&G channel. Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts/channel. Lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period. Develop and implement a customer-specific account plan to fuel category growth, increase sales, and maximize profitability. Develop the category per customer and improve the brand’s in-store execution level. Resolve any issues and problems faced by customers and deal with complaints to maintain trust. Negotiate and close agreements with Key Channel Customers.
Channel Management
Identify and develop a thorough understanding of the key factors driving demand in the category and market. Develop and implement plans that fuel the category’s growth within the channel while securing leadership within the category. Prepare a cohesive plan for the channel that delivers Topline/bottom line targets and improves category execution level across the channel. Propose and sell-in new brands/products/execution tools to the accounts. Assess, clarify, and validate customer needs on an ongoing basis. Lead solution development efforts that best address Red Bull/customer needs while coordinating the involvement of all necessary stakeholders (trade marketing, finance, supply chain, etc.). Monitor the market, competitor products and activities while developing mitigating strategies/actions to win over competition.
Budget Management
Practices complete ownership over channel’s VCM to ensure meeting profitability. Manages budget spending/allocation across accounts while assuring achieving best ROI and improving investment levels. Creates budget control measures to avoid over/wrong spending and serves as the revision point for all claims received from trade or DP related to Key accounts channel.
Analysis and Planning
Ensure the timely and successful delivery of our solutions according to customer needs and objectives. Track and analyze the account’s sales performance and take necessary actions to meet business goals. Track all expenditure activities occurring in the channel while setting budget controls and owning channel profitability.
Cross-functional Responsibilities
Work closely with the marketing/trade marketing department to ensure the brand is being properly supported through retailer-specific marketing initiatives. Collaborate with supply chain and logistics to ensure product availability, delivery schedules, and inventory management. Collaborate with Finance to ensure that budgets are maintained and correctly tracked. Ensures that all payments to customers are made and that all claims are correct.
Distributor Partner Management
Manages counterpart stakeholders at the DP. Sets DP working KPIs and targets. Ensure that DP is delivering the right execution and provides guidance/support when needed. Develops DP team through different interactions that involves (meetings, business reviews, trainings, etc.)
Your areas of knowledge and expertise that matter most for this role:
- 4+ Years of experience in Key Accounts management in an FMCG is a must.
- Strategic ability -- develop specific, valuable, innovative, and commercially focused strategies but also grasp the ‘bigger picture’.
- Commercial acumen -- strong understanding of sales processes and financial systems.
- Analytical skills -- strong planning and negotiation skills. Able to analyze sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer, and Red Bull.
- Negotiation experience -- successful front line retail negotiation experience and problem-solving skills.
- Presentation skills -- demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise, and empowering way.