National Account Manager (Unattended Retail/Vending)

Company Description

This role is also eligible to sit in any major city in the Midwest. 

he National Account Manager (NAM) will lead the Vending Sector as a key member of Red 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. 

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, 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. Communicate with Red Bull stakeholders across sales, marketing and distribution (Distribution) to effectively close distribution voids.

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.

Evaluates ROI prior to recommending specific POS or customized solutions

Execute displays in-line with HQ channel guidelines

MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS FOR INFLUENCE

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

Develop and communicate tools/programming to elevate sales call at regional and district level

Initiate and cultivate Red Bull Non-Commercial Team, Business Unit and DP relationships, including increasing awareness of assigned accounts, working with Business Unit Field Marketing and partnering in initiatives to align National Accounts and Red Bull initiatives.

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

BUSINESS ANALYSIS & REPORTING

Work with Category Management team and manager to evaluate ROI on all key initiatives and communicates key learnings to Headquarters (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

COMMUNICATION

Use appropriate communication processes (i.e. Chain Alerts and/or others) to keep Non-Commercial Sales, Marketing & Distribution Teams, informed of all programs and initiatives

Routinely visits and supports field team coaching & development to ensure personal contact and open lines of communication

Communicates regularly and works effectively with all the HQ, Foodservice, and BU teams. Leverages the input from marketing, finance, and category management experts to develop strong plans and conceptual sells to the retailers.

Qualifications