Director, Field Sales

Company Description

The purpose of the Retailer Sales team is to drive Red Bull North America (RBNA) objectives – both quantitative (revenue, volume, profit, and share) and qualitative (in store presence, top retail relationships, training and development, etc.) in the Retailer account. The Director of Retailer Field plays a pivotal role in bringing this to life across multiple internal and external stakeholders and will deliver the right initiatives, resources, direction, and leadership to ensure the sales organization can achieve these goals. He/She/They will accomplish this through:

• Leading a Senior Key Account Team that drives results with Retailer at a regional level
• Lead achievement of sales targets/KPIs, including volume growth, trade fund management, share growth, and advancement of product placement (fair share of shelf and increased long term sales drivers)
• Developing the strategies, tactics, and initiatives used by all Retailer regions in the US
• Leading all efforts involving cross-functional initiatives (cross marketing, product, pricing, etc.)

Job Description

Strategic Business Planning

Develop long-term Retailer field strategies and specific initiatives considering company direction, focus area, key customers, market parameters and resources.

Aggregate and analyze large amounts of complex data quickly, and distill that data into clear, viable action plans

Allocate resources where the investment has the highest payback, and with regions with strategic importance/relevance.

Drive the annual business planning process for Retailer Regional team, channel programs, initiatives, and tactics.

Monitor market trends and maintain timely data on competition.

National Customer Management

Lead the execution of long-term sales drivers in Retailer with Regions

Develop and Implement strategies to win share across Business Unit and Region level

Improve relationships with top customer markets by adding value through thought leadership and strategic partnership

Consistently evaluate ROI and investment for each Region and make appropriate adjustments as needed

Issue clear direction and guidelines with regards to qualitative and quantitative priorities

Influence Retailer field leaders to execute incremental promotions/programming to increase volume and win share

Leverage Red Bull marketing assets and manage associated funds designated to accelerate business in top regions

Develops and improves all internal Retailer standard Operational Process

Lead the business priorities, objectives, and results across CPM (long-term business transformation process) as it relates to all Key Account field processes

Develop trainings and processes to ensure CPM becomes part of RBNA culture

Budget Ownership

Own and manage custom multi-million dollar POS budget across 50 states, and consistently evaluates ROI to inform future spend

Allocate resources where the investment has the highest payback in strategically important high-volume regions.

Drive post-promotion analysis process following all programs to evaluate promotional effectiveness and in-store execution

Accurate forecasting of CAPEX/OPEX spend with consideration of prior year performance.

Cross-Functional Partnerships

Actively contribute to various HQ Cross Functional Teams within RBNA to ensure sales representation.

Communicate, align, and execute associated Cross Functional Team objectives across RBNA.

Wire with critical Distributor Partners and their respective LT to improve execution performance at store level and communication efficiency

Leadership, Coaching, and Development

Build, develop, and lead a large geographically disparate management/account team to ensure effective partnerships, programs, key retail/field relationships, and collaborative relationships with Red Bull & Distributor Partners (DP) field personnel in each BU.

Grow, develop, and lead all direct reports.

Create a strong bench of future Red Bull leaders while ensuring career development for the entire team.

Drive senior managers and regional teams to develop effective processes and support to advance market conditions and leadership.

Coach and motivate direct reports for increased productivity through time in field, office, and meetings to implement Red Bull strategy.

National Field Communication

Drive key stakeholder alignment across the organization. Leverages distribution network to provide best in class partnerships with Retailer.

Develop trainings and team skills to build and maintain business relationships with senior management across Retailer nationally.  

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