Key Account Manager

Company Description

The Key Account Manager – Independent Wholesale (KAM) is responsible for driving Red Bull North America’s (RBNA) volume, share, and distribution objectives within the Independent Wholesale channel. This role leads the development and execution of wholesale-specific strategies by managing key Independent Wholesalers and influencing downstream execution across their customer base.

This role achieves its objectives through aligning, translating, and executing mutual customer and Red Bull priorities through effective account management including, but not limited to – key customer relationship building, operating within RBNA Pricing Architecture, wiring at a region level to execute programs and priorities, management of extensive regional stakeholder relationships across regions, effectively influencing and communicating to execute field sales, and marketing organization to drive brand programming with Independent Wholesale Owners.

This role serves as the primary liaison between wholesalers, Distributor Partners (DPs), and internal RBNA teams to unlock scalable reach, improve execution standards, and drive profitable growth.

Job Description

MANAGEMENT & DEVELOPMENT OF INDEPENDENT WHOLESALE ACCOUNTS

Owns Independent Wholesale account performance across Distribution, Price, Promotion, and QPOD

Develops and executes annual business plans aligned with RBNA priorities and Pricing Architecture

Drives SKU distribution expansion across wholesale networks and downstream outlets

Ensures wholesalers are fully stocked on priority SKUs and packages in line with Wholesale Strategy

Sells and implements RBNA Optimum Price strategy, ensuring consistency across the wholesale program

Ensures all programs are supported by effective POS, displays, and merchandising standards

Customizes selling stories to align wholesaler economics with RBNA growth objectives

WHOLESALE CHANNEL DEVELOPMENT & EXECUTION AT SCALE

Develop Independent Wholesalers to deliver volume, share, and distribution growth

Establishes clear operating routines, KPIs, and performance tracking cadence

Drives execution consistency across wholesale networks and sub-segments

Influences wholesaler sales teams and downstream decision-makers to execute RBNA priorities

Identifies and unlocks white space opportunities across independent retail, vending, foodservice, and multi channel outlets

Ensures compliance with national pricing architecture and program standards

MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS

Builds and maintains relationships with wholesale owners, operators, and key decision-makers

Establishes a “wiring model” across HQ, regional, and field levels to ensure execution to outlet

Acts as the central point of contact for Independent Wholesale within the region

Partners cross-functionally with Distribution, Sales, Marketing, Finance, and Category teams

Routinely engages in business reviews, market visits, and strategic planning sessions

Influences execution through Distributor Partners (DPs) and DPMs

BUDGETS / ANNUAL PLANNING

Owns wholesale volume plan, trade budgets, and performance targets

Develops and manages Customer Marketing Agreements (CMAs) and promotional funding

Leads CPM planning and forecasting for Independent Wholesale accounts

Tracks and manages all investments to ensure delivery against ROI and financial targets

Manages T&E and trade spend within assigned budgets

BUSINESS ANALYSIS

Leverages internal and external data (IRI/Nielsen/RBNA tools) to drive insight-led selling

Identifies trends in wholesale pricing, assortment, and competitive activity

Translates insights into actionable business plans and execution priorities

Develops thought leadership in the Energy Drink category within wholesale

BUSINESS REVIEWS & COMMUNICATION

Leads quarterly business reviews (QBRs) with wholesalers and internal stakeholders

Provides Energy Insights that influence pricing, promotion, and distribution strategies

Communicates programs and priorities through established processes (e.g., Chain Alerts)

Ensures alignment and communication across DPs, DPMs, Regions, and HQ teams

Shares best practices and success stories to scale execution across markets

Qualifications

Required:

4–6+ years of sales experience with a proven track record of delivering results

Experience in CPG, beverage, FMCG, or DSD environments

Strong understanding of wholesale, indirect RTM models, or multi-tier distribution

Demonstrated ability to influence indirect customers and complex stakeholder networks