PURPOSE 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 (Walmart, Sam’s Club, Mercado Libre), 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.
Knowledge of Walmart, Sam’s club and Ecommerce KPI’s, portals, etc
Fully responsible for achieving the objectives of volume and distribution for the Customers 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
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.