Regional Account Manager (Unattended Retail/Vending)

Company Description

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

The Regional Account Manager (RAM) - Unattended Retail & Vending (aka Convenience Services) is a key member of Red Bull North America’s (RBNA) Non-Commercial national sales team. This role contributes to volume, share, and distribution goals by selling and implementing national account priorities at the region level in the Vending, Micro Markets, and OCS/Pantry sub-segments. The RAM – Unattended Retail & Vending is responsible for managing an evolving portfolio of Vistar Operator Companies, USG Members, and large Independent Vend Operators within a defined territory.

This role achieves its objectives through aligning, translating, and executing mutual customer and Red Bull priorities across national account sectors & lines of business to over-deliver on results. The roles responsibilities include but are not limited to – key customer relationship building and wiring at a region level to execute national account programs and priorities, management of extensive regional stakeholder relationships across a wide geography, effectively influencing and communicating to execute through field sales and marketing organization to drive brand programming with Vending/OCS Operators.

Job Description

MANAGE & DEVELOP REGIONAL MARKET TO DELIVER VOLUME OBJECTIVES

Distribution: Ensures all national/division/regional/unit schematics reflect Red Bull standards within the Non-Commercial directives relative to flow and package mix.

Promotion: Develops annual promotion schedule in accordance with non-commercial national goals. Creatively sells Red Bull standards and price points in a way that resonates with the customer’s needs. Ensures all promotions are accompanied by effective POS and incremental displays.

Quality Points of Distribution (QPOD): Customizes sales pitch to achieve Operator goals while driving effective, permanent displays. Evaluates ROI prior to recommending specific POS or customized solutions. Executes displays in-line with HQSG channel guidelines

Initiate and cultivate Red Bull Foodservice Team, Business Unit (BU) and Distributor Partner relationships, including increasing awareness of assigned accounts, working with BU Field Marketing and partnering in initiatives to align National Accounts and Red Bull initiatives.

MANAGE LOCAL RELATIONSHIPS THAT INFLUENCE REGIONS/DIVISIONS/BANNERS OF ASSIGNED CHAINS

Establishes ‘Wiring Model’ that ensures communication with all regional customer decision makers and execution to unit level

Routinely engages in activities to build relationships and ‘wire’ at the national/division/regional level at assigned customers

Establishes necessary tools and business review templates to ensure Red Bull personnel are reviewing similar data with local Distributor Partners (DPs) to ensure consistency across the Business Units

BUDGETS/ANNUAL PLANNING

Ensures national/division/regional compliance with annual Customer Marketing Agreements from non-commercial HQ companies for all designated areas of responsibility

Thoroughly tracks and controls the budgets to secure alignment with the annual BP budgets

Manages T&E spending to assigned budget

BUSINESS ANALYSIS & REVIEWS

Works with leadership to evaluate ROI regarding all national/division/regional level programming & promotions

Drives post-promotion analysis, in conjunction with Category Manager, following all programs to evaluate promotional effectiveness

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

Aggressively pursues business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that drives future strategy and better understanding of consumer purchase patterns

Analyzes business/customers sales to define priorities and focus for the team

Conducts quarterly business reviews to update leadership on business, channel competition, opportunities, etc.

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

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

COMMUNICATION & TEAMWORK

Uses appropriate communication processes to keep Foodservice sales, marketing and distribution teams informed of all programs and initiatives. Distributor Partners and Distributor Partner Managers informed of national/division/regional level programs and initiatives for their assigned chains

Maintains open communication