Key Account Manager, National Accounts

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POST DATE 9/15/2016
END DATE 12/22/2016

Red Bull North America Orlando, FL

Orlando, FL
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree




* Location Orlando, Florida, United States

* Schedule Full-time

* Organisation Red Bull North America


Management & Development Of Accounts To Deliver Volume Objectives

Shelf/Distribution - Supports distribution initiatives across geography and ensures 100% in-stocks on all authorized SKUs. Communicates within Red Bull Business Units (BU) and Distributor Partners (DP) distribution gaps and develops plans to close all gaps in a timely manner.

Promotion - Ensures 100% compliance to all Headquarter (HQ) promotional activity at the store level working with BUs and DPs. Works with Manager to recommend and develop regional promotions that drive sales results with positive ROI.

Displays & Cold Equipment - Collaborates with Manager and Category Development Manager (CDM) to develop conceptual selling tools to achieve account goals while driving effective, permanent displays. Evaluates ROI prior to recommending specific POS or customized solutions. Executes displays in-line with HQ channel guidelines.

Management & Development Of Local Relationships That Influence Regions/Divisions/Banners Of Assigned Chains

Establishes Wiring Model that ensures all local and regional Decision Makers are wired with Red Bull and DP personnel.

Initiate relationships with Regional Operators to elevate energy category within geography

Develop and communicate tools/programming to elevate sales call at regional and district level.

Initiate and cultivate BU and DP relationships, including increasing awareness of assigned accounts, working with BU Field Marketing and partnering in initiatives to align National Accounts and BU initiatives.

Budgets/Annual Planning

Assists in developing, tracking and controlling budgets to secure alignment with the annual BP budgets

Manages expense spending to assigned budget.

Business Analysis

Works with Category Management Team and manager to evaluate ROI on all key initiatives and communicates key learnings to HQ.

Drives post-promotion analysis, in conjunction with CDM, 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 accounts and DPs.

Analyzes sales data thoroughly to define priorities, identify opportunities, and apply focus for the team.

Business Reviews

Conducts regularly scheduled business reviews with Regional Operators, BUs, and DPs to update 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 at the Regional Operator level.

Routinely engages in activities to build relationships and wire key accounts beyond Regional Operator level.


Uses appropriate communication processes (i.e. Chain Alerts and/or others) to keep BUs, Regional Account Managers, Key Account Managers, Distributor Partner Managers, and DPs informed of all programs and initiatives.

Routinely visits and coaches DPs to ensure personal contact and open lines of communication.

Communicates regularly and works effectively with all the HQ and BU teams. Leverages the input from marketing, finance, and category management experts to develop strong plans and conceptual sells to the retailers.



* Minimum 2+ years Sales and Key Account experience in a DSD network with a strong track record of success * Strong analytical skills and experience using internal and external data sources (i.e. Nielsen, IRI, CPM, Sales Data) * Excellent communication, active listening, and collaboration skills * Strong negotiation skills * Innovative, solution-oriented mindset * In-depth knowledge of FMCG and DSD industry * Self-motivated and able to work independently * Must be extremely proficient in Microsoft Excel and PowerPoint


University Bachelor s Degree required

Fluent in English, additional languages an advantage

Red Bull North America is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.