National Account Manager, Collegiate

Company Description

The National Account Manager (NAM) Is a key member of Red Bull North America’s On Premise national account team. This individual contributes to volume, share, and distribution goals by developing strategy, selling, and executing plans with all assigned Key Accounts for the College and University channels of Non-Commercial for Red Bull North America.

This role requires a dynamic, results oriented leader with the ability to uncover, align and translate mutual customer and Red Bull priorities into compelling business plans that over-deliver on results. This individual has exceptional sales, business, and financial acumen with proven success in complex negotiations, joint business plan development, complex business problem-solving, forecasting, program development, communication, and presentation skills. Leads and inspires an empowered direct and indirect sales organization to effectively execute priorities while working collaboratively with cross-functional stakeholders.

Job Description

STRATEGIC ACCOUNT MANAGEMENT

Own, develop, and lead overall strategy for the college and university channel of Non-Commercial sales. 

Coordinate and advise the organization on Responses to College and University RFP's. 

Deep understanding of National Account fundamentals; Development of customer strategies and key business drivers, strategic category and item management, customer relationship building and consultative selling 

Utilizing all resources to collect and analyze relevant category, customer, and consumer data to inform insight led business plans 

Joint Annual Business Planning between National Accounts and Red Bull NAM and management teams; Focus on developing strategic National and Regional programs with integrated annual calendar plans to drive volume and distribution with positive ROI. Ensuring execution by collaborating with National Account teams and field sales to ensure 100% compliance of programs at the store level

Routinely engage in regular business reviews and customer activities to build relationships and ‘wire’ National accounts to its deepest level 

Manage ways of working across all RTMs Including DSD, Vistar and Broadline 

Manage contract negotiation/renewal process across current and new National Accounts and Universities 

BUDGETS/ANNUAL PLANNING

Assist in developing, tracking, and controlling budgets to secure alignment with the annual Business Plan budgets 

Manage expense spending to assigned budget 

Controls account volume forecasting and spend management thru accurate and regular Customer Program Management (CPM) updates

CHANNEL DEVELOPMENT

Drive the channel strategy and ways of working

Deep understanding of College and University landscapes, aligned field team approach to each channel and key resources to utilize 

Strong understanding of Collegiate RFP process; Lead contract negations with key partners and strategic accounts, communicate with Red Bull stakeholders across sales, Finance, Marketing and Distribution to effectively close distribution voids and ensure continued growth. 

INNOVATIVE PROGRAMMING

Develop National and Regional programs and activations to drive execution & awareness and contribute to customer priorities 

Work closely with Trade Marketing and POS Teams to develop conceptual selling tools to achieve account goals while driving effective, permanent displays; Execute displays in-line with HQ channel guidelines 

Evaluate ROI prior to recommending specific programming or customized POS solutions and drive post-promotion analysis to evaluate promotional effectiveness. 

FOSTERING RELATIONSHIPS FOR INFLUENCE

Curate personal and professional cross-functional relationships with key individuals across internal and external functions

Establish field of play alignment that ensures all National, Regional and Local Decision Makers of National accounts are aligned with Red Bull and distributor partner sales teams 

Cross Functional Communication 

CROSS FUNCTIONAL COMMUNICATION 

Use appropriate communication processes (i.e. Chain Alerts and/or others) to keep Non-Commercial Sales, Marketing & Distribution Teams, informed of all programs and initiatives 

Communicate regularly and works effectively with all the HQ, Non-Commercial and BU teams. Leverage input from marketing, finance, and category management experts to develop strong plans and conceptual selling stories.

Lead channel trainings to advance channel understanding within the organization. 

Qualifications

5+ years Sales and Key Account experience with Non-Commercial Sales with a demonstrated track record of success In the College and University landscape. 

Beverage or CPG experience preferred 

Strong analytical skills and experience using internal and external data sources (i.e. Syndicated data like Nielsen, IRI, CPM, Sales Data) 

Excellent communication, active listening, and collaboration skills 

Complex negotiation skills 

Innovative, solution-oriented mindset

In-depth knowledge of Foodservice industry

Takes initiative and works independently to drive success

Must be extremely proficient in Microsoft Excel and PowerPoint

Additional Information

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.

The base salary range for this position is $124,000 - $186,100 + cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.

Our current Benefits include:

Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO & Paid Holiday Schedule, Pet, Legal, and Life Insurance, Tuition Reimbursement (Benefits listed may vary depending on the nature of your employment and/or work location)

Red Bull North America, Inc. 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. We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.