National Key Account Manager | QSR

Company Description

 As Key Account Manager in On Premise you will have the responsibility for driving both the current and future distribution plus sales of our product portfolio within the QSR (Quick service restaurant) and CTB (Café, Tea, Bistro) channels.
You will be tasked with maximizing business opportunities in a profitable way whilst developing long-term, mutually beneficial relationships with our current top (and potential top) chained customers in this sector. You build powerful strategies based on industry, channel and consumer insights to derive impactful measures which ensure a continuous development of our brand at each of your customers. As a result, you will deliver business plan targets for sales and availability in this sector.

Job Description

STRATEGY AND PLANNING

Identification of the most important customers (size and relevance) in the QSR & CTB channels and development of long term visions to drive vertical and horizontal distribution and sales

Close alignment with local Trade Marketing, Brand Marketing and On Premise Marketing teams on marke trelevant industry- and consumer insights and national focus areas

Annual business planning for the sector, including budget- and volume forecast as well as a thought through activation plan for each Key Account.

Alignment with HQ on International strategy, guidelines and customers

UNDERSTAND NATIONAL KEY ACCOUNTS

Understand customer structure (decision makers, influencers, staff), customer data, strategy, marketing plan, focus, target group, needs and expectations.

Fully understands the route-to-market environment to maximize optimal and most profitable means to get the can into store / site.

Continually research to understand customer needs better and respond with initiatives that are mutually beneficial

Develop effective partnerships for Red Bull to be regarded as a key supplier and engine for profitable growth

Define “common ground” while keeping “Bullish” win-win in mind.

Explore and identify value of all possible variables for the customer.

Maintains a strong in-field presence.

DEFINE NATIONAL KEY ACCOUNTS STRATEGY AND TACTICS (PLAN)

In cooperation with On Premise Marketing and Leadership teams, develop and build the

National Key Account Strategy and Tactics for Red Bull to win in these channels – annual business plan, quarterly and monthly plans.

Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations.

MANAGING KEY ACCOUNTS

Maximization of existing customer performance via effective joint business planning
Acquisition of new customers from the relevant national universe in these channels.

Negotiating win/win partnership agreements which add value to both Red Bull’s and the customer’s business.

Collaborating with internal (other departments) and external stakeholders (including, but not limited to buyers, sales- & marketing managers, controllers, logistic managers and CEOs) to leverage business success.

Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as Musketeer- and Consumer-Collecting teams.

Managing agreed budget forecast and spend for each account. Monitoring customer performance and margin against investment and taking corrective action where necessary.

Be an active ambassador for the Red Bull brand in front of the team and the On Premise Network.

Respect and promote the Red Bull brand and company values within the team.

TRACKING, ANALYZING AND REPORTING

Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity

Ongoing data maintenance and optimization in the Key Account Tracker and sharing status on Key Account volume, distribution, execution and agreements twice per year with HQ.

LEADING BY EXAMPLE

Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players and influencers, as well as store/ site managers and staff)

Being a “Canbassador” and building affinity and understanding of the Red Bull brand and product within network

Delivering excellence with Red Bull`s premium brand image in all activities and execution

SELF MANAGEMENT

Take responsibility for his/her own personal development in accordance with the annual performance objectives.

Continual communication and consultation with the Management in the related area.

Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.

Share best practices within the regional and national teams.

Qualifications

University – Bachelor’s degree preferred (business, marketing or similar).
At least 5 years of outstanding performance and a proven track record in account management (beverage industry preferred)
Strong On Premise industry knowledge, contacts and experience in the On Premise environment.
Good understanding of the route-to-market for these channels
Outstanding record of accomplishments in sales and trade marketing
Successful track record in leading and motivating Field Sales Forces
Fearless Tenacity to win new business and form new relationships
Excellent verbal and written communication skills
Ability and skills to effectively sell and negotiate
Excellent presentation skills
Entrepreneurial approach and mindset
Highly developed analytical skills
Strong planning, prioritization and organizational ability
Proficient in MS office especially Excel and Power Point
Self-motivated and ability to work independently

Additional Information

This job description is not exhaustive of the potential duties that the successful applicant will be required to perform, and is provided solely to assist potential job applicants in determining their suitability for the role and to apply for the job. It is not an offer of employment and Red Bull is under no obligation to hire an applicant who submits an application.