Key Account Manager

Role Summary

Descripción de la empresa

Red Bull Sales teams are all about making sure that whenever consumers want a Red Bull can, it is always close at hand regardless of where they stand across the globe. They do this via our two channel-oriented sales teams: Off Premise and On Premise.

Descripción del empleo

PURPOSE OF THE JOB

The Key Account Mgr is a senior entrepreneurial leadership role in charge of the development, implementation and tracking of Red Bull’s sales strategy. Thereby delivering sales, volume and profitability targets for the regionals key accounts are crucial responsibilities. This senior role requires a ‘hands-on’ leader and team player who can set clear expectations and objectives, who sets aggressive goals and delivers on key initiatives.

The KAM needs to be able to devise a medium-term vision, based on thorough understanding of customers (Walmart, Sam’s Club, Mercado Libre), trends and opportunities with attention to detail. The person needs to feel comfortable to take calculated risks, identifying and exploiting opportunities and to achieve business advantages.

Responsibilities

NATIONAL OBJECTIVES

• Build and maintain strong relationships with key clients and our DP, serving as their primary point of contact for all business-related matters.
• Knowledge of Walmart, Sam’s club and Ecommerce KPI’s, portals, etc
• Fully responsible for achieving the objectives of volume and distribution for the Customers assigned.
• Ensures the correct implementation of the planned actions in the annual Joint Business Planning.
• Maintains the correct stock levels with the customers within his/her responsibility.
• Aligns all pricing and promotions with all necessary key stakeholders (GM, Off Premise & Finance) to minimise the threat of cross channel cannibalisation and to maintain profitability.

ANALYSIS & PLANNING

• Analyse available data sources (e.g., Nielsen, scanner and customer data) and drive customer’s growth opportunities for instore and pure players customers.
• Continuously plan sales forecast and prepare trade spend budget to hit profitability targets.
• Identify upselling and cross-selling opportunities within existing accounts to maximize revenue generation.
• Develop plans for annual business and effective promotion.
• Prepare yearly negotiations (including different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy.

EXECUTION

• Develop and execute a best-in-class execution tracking of the investments and visibility negotiations with the customers.
• Conduct and lead yearly negotiation process at key customers. Agree with customers on Red Bull’s Perfect Store concept.

INVESTMENTS

Responsible for planning, managing, executing, monitoring and measuring direct and indirect investments, through monthly meetings with the finance department.

COLLABORATION

• Continually research to understand customer needs better and 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 and engine for profitable growth.
• Strive for Category Captaincy with key strategic retailers within the energy category.
• Build strong intercompany networks and establish a close cross-functional relationship with Trade Marketing, field, marketing and customer support.
• Jointly develop winning customer category strategies and conceptual sells to proactively identify potential threats and opportunities.
• Working closely with CPFR Team, demand planning, merchandising and warehouse customer teams to ensure the fulfilment of orders on time.

Requirements

• University Degree, preferably Economics/Business Administration/ Financial / Engineering / Marketing.
• Advanced English.

A proven track record of minimum 3 years professional experience in Key Account Management, ideally with Walmart, Sam’s Club and E-commerce (Mercado Libre, Amazon, Rappi); FMCG/beverage background. Cross-functional experience in Trade Marketing/Field Sales/Consumer Marketing is a plus (not mandatory)..

• Strategic ability - Can develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’, Strategic thinking and problem-solving abilities to identify client challenges, propose innovative solutions, and drive business growth.
• Excellent communication and interpersonal skills to effectively engage with clients, understand their needs, and build long-term relationships.
• Commercial acumen - Strong understanding of sales processes & financial systems. Strategic & innovative commercial awareness. Ideally can work with SAP/BI to plan & track sales results.
• 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.
• Presentation skills - Demonstrate great presentation skills that provide highly relevant & commercially viable strategies or processes in a clear, concise & empowering way
• Strong organizational and time management skills, with the ability to prioritize tasks, manage multiple projects simultaneously, and consistently meet deadlines.
• Proficiency in CRM software and Microsoft Office Suite to manage client information, track activities, and produce reports.
• Preferably knowledge of e-commerce platforms & Search engine optimisation (SEO)
• Proactive and self-motivated with a passion for delivering exceptional customer service.
• Ability to work independently, as well as collaboratively in a team environment.

Información adicional

• At Red Bull, we believe in the power of human potential to drive people and ideas forward. We foster an inclusive environment where every voice is valued, regardless of gender, race, sexual orientation, background, age, or disability.
• In the world of Red Bull, everyone is welcome!
• Creemos en el potencial de todos para dar aaalas a las personas y a las ideas sin distinción de género, raza, orientación afectivo-sexual, origen, edad y discapacidad. En el mundo de Red Bull, todos son bienvenidos.

About the Company

We believe in the potential of everyone to give wiiings to people and ideas, regardless of gender expression, race, religion, affective-sexual orientation, origin, age and disability. In the world of Red Bull, everyone is welcome.

The Latam Key Account Manager is a senior entrepreneurial leadership role responsible to develop, share, guide, support and follow up of Red Bull’s commercial and execution strategies within Latin American countries, through local Key Account Heads and Managers. This portion of the business represents 30% of total sales in Latam.

This senior role requires a ‘hands-on’ team player who is able to analyse and quantify the current status, understand and prioritize medium- and long-term company goals and set clear expectations and objectives within each business unit. The Latin America Key Account Manager must be able to drive the corporate agenda and strategy in account management, identify opportunities in the value chain management, propose and create trackable KPI’s within each business for measuring top customers performance, its contract, on top agreements’ quality vs. Red Bull’s long-term drivers and tactical negotiations alignment to overall strategy. It’s also essential to proposing, guiding and tracking major company goals such as volume, sales, share and local business P&L.