Kay Account Manager

hace 2 meses

Medellín, Colombia Red Bull A tiempo completo
Company Description

When Red Bull was founded in Austria in the mid 1980s, it marked the launch of not only a new product but also a unique marketing concept. The first can of Red Bull was sold in Austria in 1987, creating a whole new product category – Energy Drinks.

Today, Red Bull operates in over 175 countries, selling over 11.5 billion cans annually and growing Above all, our people remain the essential ingredient in bringing the Red Bull brand to life. In Austria more than 2,000 individuals, representing over 60 different nationalities, work together to grow the brand and deliver great products and experiences by Giving Wiiings to People and Ideas.

Job Description

PURPOSE OF THE JOB:

The Key Account Manager is a senior entrepreneurial leadership role in charge of the development, implementation & tracking of Red Bull’s sales strategy. Thereby delivering sales, volume & profitability targets for major national Off Premise Customers are crucial responsibilities.

This senior role requires a ‘hands-on’ leader & team player who is able to set clear expectations & objectives, who sets aggressive goals & delivers on key initiatives.

The National Key Account Manager needs to be able to devise a medium-term vision, based on thorough understanding of customers, trends & opportunities with attention to detail. The person needs to feel comfortable to take calculated risks, identifying & exploiting opportunities & to achieve business advantages. Sharing best practices with colleagues & customers which enable Red Bull to gain competitor advantage is a matter of course. A creative, analytical & challenging personality, oriented towards actions, who is able to build strong strategic customer relationships & to collaborate within the company cross-functional & international.

Qualifications
  1. Strategy
    • Lead & manage the implementation of Red Bull’s commercial strategy at all key customers
    • Develop short & mid-term customer strategies in line with the overall national sales policy
    • Implement national price strategies & establish the customer pricing accordingly

  1. Analysis & Planning
    • Analyse available data sources (e.g. Nielsen, scanner & customer data) & derive customer’s growth opportunities
    • Continuously plan sales forecast & prepare trade spend budget to hit profitability targets
    • Develop annual business & effective promotion plans
    • Prepare yearly negotiations (incl. different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy
    • Produce excellent conceptual selling decks & establish Red Bull as the category leader

  1. Execution
    • Conduct & lead yearly negotiation process at key customers
    • Agree with customer on Red Bull’s Perfect Store concept

  1. Tracking
    • Continuously track & adjust volume & profitability targets by using existing sales reports
    • Prepare & discuss success of executed plans (e.g. promotions) with customer & show Red Bull’s contribution to customer’s business
    • Use the Perfect Store Audit to manage the execution in store effectively

  1. Collaboration
    • Continually search to understand customer needs better & 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 & engine for profitable growth
    • Strive for Category Captaincy with key strategic retailers within the energy category
    • Build strong intercompany networks & establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies & conceptual sells
Additional Information

EDUCATION AND QUALIFICATIONS

University Degree, preferably Economics/Business Administration

EXPERIENCE

  1. A proven track record of 5-6 years professional experience in Key Account Management &/or Field Force Management, ideally with FMCG/beverage background
  2. Experience in Category Management preferred
  3. Cross-functional experience in Trade Marketing / Consumer Marketing is a plus (not mandatory)
  4. Excellent network of existing contacts & trade relationships

KNOWLEDGE AND SKILLS

  1. Strategic ability: Can develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’
  2. Commercial acumen: Strong understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Ideally can work with SAP/BI to plan & track sales results
  3. 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
  4. Negotiation experienced: Successful front line retail negotiation experience & problem-solving skills

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