Regional Sales Manager

Company Description

The Regional Sales Manager’s (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.

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 by utilizing best practices and available tools. Customizes presentations to better appeal to customer’s needs. Recommends key accounts prices aligned with national RBNA standards and target price ranges

Promotion: Develops 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. Evaluates 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 Head of account to evaluate ROI with regards 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 drives 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 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 & TEAM WORK

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

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)

Strong analytical skills and experience using internal and external data sources Excellent communication and active listening skills

Strong negotiation skills

Innovative, s