Regional Sales Manager

Company Description

The Regional Sales Manager (RSM) main priority is selling and executing Red Bull strategy and initiatives with a set group of Regions, Divisions, or Banners of a specific national chain. Key responsibilities include owning regional key account volume, share, spending budgets and results (Distribution, Price, Promotion, and Quality Points of Distribution (QPOD) within chain); developing productive business relationships with assigned accounts; developing solutions that resonate with customer needs while achieving Red Bull goals; and helping drive best practices by producing excellent results and creating innovative solutions. RSMs must also align all regional programming or promotional activity with the overarching chain strategy & Joint Business Plan outlined by the Head of the account.

Boston, MA, is the preferred location for this role, but we are open to other locations in the US.  

Job Description

MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT  

Shelf/Distribution: Executes distribution on priority packages in-line with Channel Strategy recommendations. Ensures all regional/divisional/banner schematics reflect Red Bull standards & chain HQ directives relative to flow and package mix 

Price: Sells Red Bull’s recommended price program using best practices and available tools. Customizes presentations to better appeal to customer’s needs. Recommends key account prices aligned with national RBNA standards and target price ranges  

Promotion: Develop annual promotion schedule in accordance with chain HQ 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 account goals while driving effective, permanent merchandising. Evaluate ROI prior to recommending specific POS or customized solutions. Executes merchandising in-line with Channel Strategy guidelines 

MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS  

Establishes ‘Wiring Model’ that ensures communication with all regional chain decision-makers 

Routinely engages in activities to build partnerships and ‘wire’ at the regional/division/banner level at assigned chains 

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 country 

BUDGETS/ANNUAL PLANNING 

Ensures Region/Division/Banner compliance with annual Customer Marketing Agreements from chain HQ for all designated areas of responsibility 

Manages T&E spending to assigned budget 

BUSINESS ANALYSIS 

Works with the Head of the account to evaluate ROI with regard to all regional/divisional/banner level programming & promotions 

Works with Category Management Team to evaluate ROI with regards to ‘pay-for-space’ agreements and communicates key learnings to Channel Lead 

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

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

Analyses thoroughly their business/customers' sales to define priorities and focus  

BUSINESS REVIEWS & RELATIONSHIPS  

Conducts quarterly business reviews to update internal and external stakeholders on business, channel competition, opportunities, etc. 

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

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

Routinely engages in activities to build relationships and ‘wire’ key accounts beyond buyer level 

COMMUNICATION & TEAMWORK 

Uses appropriate communication processes  to keep DPs and DPMs informed of regional/divisional/banner level programs and initiatives for their assigned chains 

Routinely visits DPs to ensure personal contact and open lines of communication 

Maintains open communication with relevant Region & DP personnel to ensure effective program implementation 

Qualifications

4+ years Sales and Key Account experience with a strong track record of success, preferably in beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation 

Should have experience in chains across multiple channels (grocery and/or convenience preferred)