Company Description
As Key Account Specialist in On Premise you will have the responsibility for driving both the current and future distribution plus sales of our product portfolio within the regional catering, campus, fitness and recreation channels. You will be tasked with maximizing business opportunities in a profitable way whilst developing long-term, mutually beneficial relationships with our current top (and potential top) chained customers in this sector
You build powerful strategies based on industry, channel and consumer insights to derive impactful measures which ensure a continuous development of our brand at each of your customers. As a result, you will deliver business plan targets for sales and availability in this sector.
Support the National Key Account Manager in strengthening relationships with Regional Managers across the top three catering accounts in the coastal regions, while coaching and guiding Scouts to drive effective regional execution and account growth.
Job Description
STRATEGY AND PLANNING
- Identification of the most important customers (size and relevance) in the Regional Catering, Campus, Fitness and Recreation channels and development of long term visions to drive vertical and horizontal distribution and sales
- Close alignment with local Trade Marketing, Brand Marketing and On Premise Marketing teams on market-relevant industry- and consumer insights and national focus areas
- Annual business planning for the sector, including budget- and volume forecast as well as a thought through activation plan for each Key Account.
- Alignment with HQ on International strategy, guidelines and customers
UNDERSTAND REGIONAL KEY ACCOUNTS
- Understand Catering, Campus, Fitness and Recreation structure (decision makers, influencers, staff), customer data, strategy, marketing plan, focus, target group, needs and expectations.
- Fully understands the route-to-market environment to maximize optimal and most profitable means to get the can into store / site.
- Continually research to understand customer needs better and respond with initiatives that are mutually beneficial
- Develop effective partnerships for Red Bull to be regarded as a key suppliers and engine for profitable growth
- Define “common ground” while keeping “Bullish” win-win in mind.
- Explore and identify value of all possible variables for the customer.
- Maintains a strong in-field presence.
DEFINE REGIONAL KEY ACCOUNTS PLAN
- In cooperation with the National Key Accounts and On Premise Marketing teams, develop and build the Regional Key Account Strategy and Tactics for Red Bull to win in these channels – annual business plan, quarterly and monthly plans.
- Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations.
MANAGING KEY ACCOUNTS
- Maximization of existing customer performance via effective joint business planning
- Acquisition of new customers from the relevant Regional universe in the Catering, Campus, Fitness and Recreation channels.
- Negotiating win/win partnership agreements which add value to both Red Bull’s and the customer’s business
- Collaborating with internal (other departments) and external stakeholders (including, but not limited to buyers, sales & marketing managers, controllers, logistic managers and CEOs) to leverage business success
- Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as Musketeer- and Consumer-Collecting teams.
- Managing agreed budget forecast and spend for each account. Monitoring customer performance and margin against investment and taking corrective action where necessary
- Be an active ambassador for the Red Bull brand in front of the team and the On Premise Network.
- Respect and promote the Red Bull brand and company values within the team.
TRACKING, ANALYZING AND REPORTING
- Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity
- Ongoing data maintenance and optimization in the Key Account Tracker and sharing status on Key Account volume, distribution, execution and agreements twice per year with HQ.
LEADING BY EXAMPLE
- Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players and influencers, as well as on site F&B or Ops managers, store and site managers as well as staff)
- Delivering excellence with Red Bull`s premium brand image in all activities and execution.
SELF MANAGEMENT
- Take responsibility for his/her own personal development in accordance with the annual performance objectives.
- Continual communication and consultation with the Management in the related area.
- Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.
- Share best practices within the regional and national teams.
Qualifications
University – Bachelor’s degree preferred (business, marketing or similar).
At least 5 years of outstanding performance and a proven track record in account management (beverage industry preferred)
Strong Catering industry knowledge, contacts and experience in the Catering environment.
Good understanding of the route-to-market for these channels
Outstanding record of accomplishments in sales and trade marketing
Successful track record in leading, managing and motivating Field Sales Forces
Fearless Tenacity to win new business and form new relationships
Excellent verbal and written communication skills
Ability and skills to effectively sell and negotiate
Excellent presentation skills
Entrepreneurial approach and mindset
Highly developed analytical skills
Strong planning, prioritization and organizational ability
Proficient in MS office especially Excel and Power Point
Self-motivated and ability to work independently
Additional Information
This job description is not exhaustive of the potential duties that the successful applicant will be required to perform, and is provided solely to assist potential job applicants in determining their suitability for the role and to apply for the job. It is not an offer of employment and Red Bull is under no obligation to hire an applicant who submits an application.