Company Description
The Key Account Manager (KAM) main priorities are selling and executing Red Bull strategy and initiatives to local key account chains (KA). Influencing execution of regional programs via local Decision Makers (DMs) Key responsibilities include: owning local key account budgets, market share and sales volume; developing productive business relationships with assigned key accounts; and developing solutions that resonate with customer needs while achieving Red Bull goals.
Job Description
MANAGEMENT AND DEVELOPMENT OF LOCAL KEY ACCOUNTS
Executes distribution on priority packages in-line with HQ recommendations.
Ensures all assigned key account’s schematics reflect Red Bull standards.
Aggressively sells Red Bull’s strategic vision by utilizing best practices and available tools.
Customizes presentations to better appeal to customer’s needs.
Develops annual promotion schedule in accordance with national goals.
Creatively sells Red Bull standards and 4P strategy in a way that resonates with the customer’s needs.
Ensures all promotions are accompanied by effective POS and incremental displays.
Customizes sales pitch to achieve account goals while driving effective, permanent displays.
Evaluates ROI prior to recommending specific POS or customized solutions.
Determine GAP within Regional key accounts and build plans to address them.
MANAGEMENT AND DEVELOPMENT OF LOCAL RELATIONSHIPS THAT INFLUENCE REGIONAL ACCOUNTS
Actively develops relationships with key decision makers via business reviews, communication, etc.
Drives execution of account programs through local Decision Makers (DMs).
Consistently pursues incremental opportunities over-and-above programs.
Maintains key point of local knowledge regarding accounts.
Routinely engages in opportunities to build relationships and ‘wire’ key accounts beyond buyer level.
BUDGETS/ANNUAL PLANNING
Constructs annual Customer Marketing Agreements and manages associated funds for all designated key accounts on a weekly and monthly basis.
BUSINESS ANALYSIS
Works with Category Analyst to evaluate ROI in regard to ‘pay-for-space’ agreements and communicates key learnings to National Accounts Director.
Drives post-promotion analysis to evaluate promotional effectiveness.
BUSINESS REVIEWS
Conducts quarterly business reviews.
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 WITH FIELD TEAMS
Uses appropriate communication processes to keep Field Teams informed of Key Account programs and initiatives.
Routinely visits Field Teams to ensure personal contact and open lines of communication.
Qualifications
3+ years Sales experience (or equivalent category management experience) with a strong track record of success, preferably in beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation.
Strong analytical skills and experience using internal and external data sources (i.e. Nielsen, IRI).
Creative, solution-oriented mindset.
In-depth knowledge of FMCG industry.
Self-motivated and able to work independently.
Must be proficient in Microsoft Excel and PowerPoint.
Previous experience with SAP preferred.
Knowledge of regional major accounts operation, an asset.
Bilingual (English/French) is an asset.
Bachelor’s Degree preferred.
Additional Information
Red Bull Canada is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We welcome applications from all members of society irrespective of age, sex, disability, sexual orientation, race, religion.
