Senior Account Executive

hace 2 semanas

Medellín, Antioquia, Colombia Red Bull A tiempo completo
Company Overview

Founded in Austria during the mid-1980s, Red Bull introduced not just a novel product but also a groundbreaking marketing approach. The inaugural can of Red Bull hit the shelves in 1987, establishing a new category in the beverage industry – Energy Drinks.

Today, Red Bull operates in over 175 nations, distributing more than 11.5 billion cans each year. Our workforce, comprising over 2,000 individuals from more than 60 nationalities in Austria alone, is the cornerstone of our brand's success. Together, we strive to elevate the brand and provide exceptional products and experiences by empowering people and ideas.

Role Overview

OBJECTIVE OF THE POSITION:

The Key Account Manager plays a pivotal role in shaping, executing, and monitoring Red Bull's sales strategy. This position is essential for achieving sales, volume, and profitability goals with major national Off Premise Customers.

This senior position demands a proactive leader and collaborative team member who can establish clear expectations and objectives, set ambitious targets, and execute key initiatives effectively.

The National Key Account Manager must develop a medium-term vision grounded in a comprehensive understanding of customer needs, market trends, and potential opportunities, with a keen attention to detail. The ideal candidate should be comfortable taking calculated risks, identifying and leveraging opportunities to gain a competitive edge. Sharing best practices with colleagues and clients to enhance Red Bull's market position is integral to this role. We seek a creative, analytical, and action-oriented individual capable of fostering robust strategic customer relationships and collaborating across functions and international teams.

Key Responsibilities
  1. Strategic Leadership
    • Direct and oversee the execution of Red Bull's commercial strategy across all key accounts.
    • Formulate short and mid-term strategies for customers aligned with the national sales objectives.
    • Implement national pricing strategies and establish appropriate customer pricing.
  2. Analysis and Forecasting
    • Evaluate available data sources (e.g., Nielsen, scanner, and customer data) to identify growth opportunities.
    • Continuously develop sales forecasts and prepare trade budgets to meet profitability targets.
    • Create annual business plans and effective promotional strategies.
    • Prepare for annual negotiations, considering various scenarios with a focus on Red Bull's sales drivers.
    • Produce compelling sales presentations to position Red Bull as the category leader.
  3. Execution and Management
    • Lead the annual negotiation process with key customers.
    • Collaborate with customers to implement Red Bull's Perfect Store concept.
  4. Performance Tracking
    • Regularly monitor and adjust volume and profitability targets using existing sales reports.
    • Review and discuss the success of executed plans (e.g., promotions) with customers, highlighting Red Bull's contributions.
    • Utilize the Perfect Store Audit to effectively manage in-store execution.
  5. Collaborative Engagement
    • Continuously seek to understand customer needs and respond with mutually beneficial programs that align with brand values.
    • Establish effective partnerships to position Red Bull as a key supplier and driver of profitable growth.
    • Aim for Category Captaincy with strategic retailers within the energy sector.
    • Build strong intercompany networks and foster close cross-functional relationships with Trade Marketing to jointly develop winning strategies.
Qualifications and Skills

EDUCATION:

A University Degree, preferably in Economics or Business Administration.

EXPERIENCE:

  1. A proven track record of 5-6 years in Key Account Management or Field Force Management, ideally within the FMCG or beverage sectors.
  2. Experience in Category Management is preferred.
  3. Cross-functional experience in Trade Marketing or Consumer Marketing is advantageous but not mandatory.
  4. A robust network of existing contacts and trade relationships.

SKILLS:

  1. Strategic Thinking: Ability to develop innovative and commercially viable strategies while understanding the broader context.
  2. Commercial Insight: Strong grasp of sales processes and financial systems, with strategic and innovative commercial awareness.
  3. Analytical Proficiency: Excellent planning and negotiation skills, with the ability to analyze sales and customer data to derive actionable insights.
  4. Negotiation Expertise: Proven experience in retail negotiations and problem-solving capabilities.

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