Sr. Key Account Manager

Red Bull•Phoenix, AZ

2d•$124,000 - $186,000

About The Position

The Senior Key Account Manager’s (SKAM) primary responsibility is to drive Red Bull’s strategy and initiatives within a defined portfolio of key accounts. The SKAM will be the principal owner of all business activities and performance targets at both the national and market levels. This role is responsible for coordinating and fostering collaboration among multiple functional teams—including Sales, Distribution, Marketing, Finance, Operations, and Legal—at both Headquarters (HQ) and regional levels to ensure that each customer’s objectives and goals are met. Key responsibilities include: managing budgets and delivering results related to distribution, pricing, promotions, and in-store presence within the assigned key accounts; building and maintaining productive business relationships with senior management at all assigned key accounts and at the customers’ headquarters; and promoting best practices by delivering strong results and developing innovative solutions. This role has the option to sit in the following locations: Santa Monica, CA. Denver, CO. Phoenix, AZ.

Requirements

Minimum 6 years of sales and key account management experience, with a strong record of success
Previous experience managing chain businesses in grocery and/or convenience channels
Strong analytical skills, with experience using internal and external data sources (e.g., Nielsen, Circana, CPM, sales data)
Demonstrated ability to provide effective peer leadership and influence
Strong leadership presence, with excellent communication and active listening skills
Advanced skills in strategic thinking, planning, financial management, decision-making, sales presentations, and negotiation
An innovative, solutions-oriented mindset, with the ability to drive collaboration across diverse functional groups to achieve goals
A strong desire to make meaningful contributions to the Red Bull organization through continuous improvement of processes and ways of working
In-depth knowledge of the Fast-Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industries
Self-motivated and able to work independently
High proficiency in software packages (Microsoft Excel and PowerPoint) and internal systems (CPM, SAP/BI)

Responsibilities

Executes short- and long-term strategies and activities that align with RBNA objectives and standards.
Allocates resources to opportunities with the highest return on investment among strategically important customers.
Leads the business planning and budgeting process for assigned business units.
Monitors market trends and provides relevant consumer and competitive insights to the HQ Insights Department.
Builds relationships with senior executives at each customer’s headquarters and with field-based personnel through business reviews, to align Red Bull’s strategic objectives with those of the customer.
Coordinates and aligns internal Red Bull resources across all functional areas to achieve defined objectives.
Executes distribution on priority packages in line with RBNA recommendations and each retailer’s ACV goals.
Ensures that all retailer schematics reflect Red Bull standards regarding product flow, package mix, Fair Space Index, and Strike Zone placement.
Sells Red Bull at optimal price points by applying best practices and using available tools.
Tailors presentations to address customer needs and achieve shared objectives.
Secures pricing and promotional programs that adhere to Red Bull’s internal guidance documents.
Implements the annual promotional calendar in alignment with RBNA objectives and customer volume and share targets.
Persuasively presents Red Bull standards and price points in ways that resonate with customer needs.
Ensures all promotions are supported by effective point-of-sale materials and incremental displays.
Adapts the sales pitch to meet account-specific goals while driving effective, permanent in-store merchandising (both cold and ambient placements).
Assesses return on investment before recommending specific point-of-sale materials or customized solutions.
Executes merchandising in accordance with RBNA guidelines.
Develops annual customer marketing agreements and manages the associated funds for each retailer.
Consistently tracks and evaluates trade investments to ensure the highest return on investment.
Conducts post-promotion analysis for all programs to evaluate promotional effectiveness and display execution.
Thoroughly analyzes customer sales to define priorities and areas of focus for the team at both national and regional levels.
Effectively establishes a “Wiring Model” that ensures all regional management teams are connected with the specific Red Bull personnel responsible for managing headquarters and regional business.
Establishes the necessary tools and business review templates to ensure data consistency with regions and distributor partners (DPs).
Regularly (e.g., quarterly) collects updates from Marketing on the latest achievements and highlights, and shares them with their team, retailer headquarters teams, and relevant regional personnel.
Communicates regularly and works effectively with all internal and external stakeholders.
Leverages input from Marketing and Finance experts to develop strong plans and compelling conceptual selling stories for retailer headquarters teams.
Consistently coaches the broader account team to ensure effective partnerships, programming, key retail relationships, and collaborative relationships with Red Bull and distributor partner (DP) field personnel in each region.