Sr. Manager (Unattended Retail/Vending)

Company Description

This role is also eligible to sit out of any major city in the Central or East coast region.

The Sr. Manager, USG & Independent leads a team that calls on USG & Independent Vend Operator business as part of Bull North America’s Non-Commercial National Account team. This individual contributes to volume, share, and distribution goals by developing, selling and executing plans nationally for Red Bull North America with a team of Regional Account Managers reporting directly to them.

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, managing a team, joint business plan development, ability to solve complex business problems, establishing national sales and marketing programs, forecasting, trade program development, and executing priorities by working collaboratively across headquarter and field sales organizations. 

Job Description

STRATEGIC ACCOUNT MANAGEMENT & DEVELOPMENT

Deep understanding of Vending Sector strategies, drivers, and approach to category and item management, customer relationship building and selling. Collect and analyze relevant category, customer, and consumer data to inform insights led business plans.

Unit Distribution - Support distribution initiatives across geography and ensure 100% in-stocks on all authorized SKUs. Communicates with Red Bull stakeholders across sales, marketing and distribution (Distribution) to effectively close distribution voids.

Manages brokers & third-party tele sales teams to drive sales, volume, and share growth nationally.

Joint Business Planning: Lead joint annual business planning. Develop strategic programs and integrated annual calendar to drive volume and distribution with positive ROI. Work with national account team and field sales to ensure 100% compliance to all Headquarter (HQ) promotional activity at the store level working with Foodservice sales teams and distribution partners (DPs).

Displays & Cold Equipment - Work closely with Category Development Managers (CDM) to develop conceptual selling tools to achieve account goals while driving effective, permanent displays.

Conducts regularly scheduled business reviews with USG and Key Independent operators, BUs, and Foodservice field sales to update on business, competition, opportunities, etc.

BUDGETS/ANNUAL PLANNING

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

Manage expense spending to assigned budget

Control account volume forecasting and spend management through accurate and regular Customer Program Management (CPM) updates

WIRE TO WIN

Develop and maintain business relationships with senior management across key retail partners

Establish field of play alignment that ensures all decision makers of USG are aligned with Red Bull Foodservice and distributor partner sales teams.

Ensure all accounts’ key decision makers carry a long-term focus on the energy segment with supporting strategies and tactics.

Analyze USG & Independent partnerships consistently to uplevel business performance – internally and externally

Maximize the impact of Red Bull’s cross-functional support within USG customers by establishing deep ties between marketing and analytics departments

Communicates regularly and works effectively with all the Business Unit/HQ teams

Leverage the inputs of marketing and finance experts to develop strong plans and conceptual sells to the trade

BUSINESS ANALYSIS & REPORTING

Work with Category Management Team and manager to evaluate ROI on all key initiatives and communicates key learnings to HQ

Drive post-promotion analysis, following all programs to evaluate promotional effectiveness

Use all available RBNA and customer data, information and tools, and Category Management support to develop and maintain a position of thought leadership within the Energy Drink Category with assigned accounts

Analyze sales data thoroughly to define priorities, identify opportunities, and apply focus for the team

BUSINESS REVIEWS

Conducts regularly scheduled business reviews

Proactively shares examples of Red Bull marketing activities to demonstrate key points of differentiation to competition

Provide Energy Insights that drive change in promotion, price, or display practices

Routinely engages in activities to build relationships and ‘wire’ key accounts to its deepest level

LEADERSHIP, COACHING, AND DEVELOPMENT