Key Account Manager
hace 5 meses
Red Bull Sales teams are all about making sure that whenever consumers want a Red Bull can, it is always close at hand regardless of where they stand across the globe. They do this via our two channel-oriented sales teams: Off Premise and On Premise.
Job DescriptionPURPOSE OF THE JOB
The Key Account Mgr is a senior entrepreneurial leadership role in charge of the development, implementation and tracking of Red Bull’s sales strategy. Thereby delivering sales, volume and profitability targets for the regionals key accounts are crucial responsibilities. This senior role requires a ‘hands-on’ leader and team player who can set clear expectations and objectives, who sets aggressive goals and delivers on key initiatives.
The KAM needs to be able to devise a medium-term vision, based on thorough understanding of customers, trends and opportunities with attention to detail. The person needs to feel comfortable to take calculated risks, identifying and exploiting opportunities and to achieve business advantages
NATIONAL OBJECTIVES
Build and maintain strong relationships with key clients and our DP, serving as their primary point of contact for all business-related matters.
Fully responsible for achieving the objectives of volume and distribution for the sales channel assigned.
Ensures the correct implementation of the planned actions in the annual Joint Business Planning.
Maintains the correct stock levels with the customers within his/her responsibility.
Aligns all pricing and promotions with all necessary key stakeholders (GM, Off Premise & Finance) to minimise the threat of cross channel cannibalisation and to maintain profitability
ANALYSIS & PLANNING
Analyse available data sources (e.g., Nielsen, scanner and customer data) and drive customer’s growth opportunities for instore and pure players customers.
Continuously plan sales forecast and prepare trade spend budget to hit profitability targets.
Identify upselling and cross-selling opportunities within existing accounts to maximize revenue generation.
Develop plans for annual business and effective promotion.
Prepare yearly negotiations (including different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy.
EXECUTION
Develop and execute a best-in-class execution tracking of the investments and visibility negotiations with the customers.
Conduct and lead yearly negotiation process at key customers. Agree with customers on Red Bull’s Perfect Store concept.
INVESTMENTS
Responsible for planning, managing, executing, monitoring and measuring direct and indirect investments, through monthly meetings with the finance department.
COLLABORATION
Consolidate a great business relationship with the DP and know their processes in depth.
Continually research to understand customer needs better and respond with programmes (in line with the brand equity) that are mutually beneficial.
Develop effective partnerships for Red Bull to be regarded as key supplier and engine for profitable growth.
Strive for Category Captaincy with key strategic retailers within the energy category.
Build strong intercompany networks and establish a close cross-functional relationship with Trade Marketing, field, marketing and customer support.
Jointly develop winning customer category strategies and conceptual sells to proactively identify potential threats and opportunities.
Working closely with CPFR Team, demand planning, merchandising and warehouse customer teams to ensure the fulfilment of orders on time.
QualificationsUniversity Degree, preferably Economics/Business Administration/ Financial / Engineering / Marketing
Advanced English
A proven track record of minimum 2 years professional experience in Key Account Management, ideally with FMCG/beverage background. Cross-functional experience in Trade Marketing/Field Sales/Consumer Marketing is a plus (not mandatory)
Strategic ability - Can develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’, Strategic thinking and problem-solving abilities to identify client challenges, propose innovative solutions, and drive business growth.
Commercial acumen - Strong understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Ideally can work with SAP/BI to plan & track sales results
Analytical skills - Strong planning & negotiation skills with a sound understanding of financial bottom-line implications of sales & marketing decisions. Able to analyse sales & customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer & Red Bull.
Presentation skills - Demonstrate great presentation skills that provide highly relevant & commercially viable strategies or processes in a clear, concise & empowering way.
Exceptional organizational and time management skills to effectively prioritize tasks, manage multiple projects, and meet deadlines.
Additional InformationWe believe in the potential of everyone to give wiiings to people and ideas, regardless of gender expression, race, religion, affective-sexual orientation, origin, age and disability. In the world of Red Bull, everyone is welcome.
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