Sr. Manager, Military

Company Description

The Sr. Manager, Military (SM) is responsible for driving Red Bull’s commercial strategy and execution within three key military accounts: NAVSUP, Coast Guard, and MCCS Vending. This leadership role manages a team of four Regional Sales Managers (RSMs) and owns the delivery of sales volume, spending targets, and key performance indicators (KPIs) related to Distribution, Pricing, Promotion, and Quality Points of Distribution (QPOD). The SM will coach, develop and manage the RSM’s to deliver results within their geographic regions.

Job Description

MANAGEMENT & DEVELOPMENT OF HQ MILITARY ACCOUNTS

Executes distribution on priority packages in-line with Channel Strategies recommendations

Ensures all assigned key accounts’ schematics reflect Red Bull standards relative to flow and package mix

Develops annual promotion schedule in accordance with BU and Channel Strategy goals

Creatively sells Red Bull merchandising standards, distribution recommendations, and price points in a way that resonates with the customer’s needs.

Ensures all promotions are accompanied by effective POS and incremental displays

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

LEADERSHIP, COACHING & DEVELOPMENT 

Lead, coach, and develop a team of 4 RSMs to ensure field excellence and stakeholder engagement.

Provide tools, training, and support to elevate team performance at the point of sale.

Continuously assess performance to identify opportunities for improvement and growth.

Coach, educate, and motivate direct reports for increased productivity

Spend adequate time with team in office and field to implement and execute Red Bull standards

Lead team to develop thought-leading initiatives and insights that impact national strategy

Regional Military Specific Activation Programs

Effectively establishes “Wiring Model” that ensures all broker personnel, region marketing teams and distributors are collaborating to win share and look like #1 on base.

Leads key field level programs such as 100 Days of Summer, Be Bold Go Cold, Incentives, Permanent Warm POS Placement drives

Assists and Supports Military RSM's on the maximization of tactical budgets through streamlined programming and sharing of Ideas

POS, TOOLS, AND MEASURES

Leads all POS planning for the Military team Including monthly orders for OPEX and CAPEX

Captures needs for annual CAPEX/OPEX planning

Creates custom POS orders through collaboration with regional RSM's

Create monthly MPR announcement and One Stop Shop shell for RSM's

Develop QBR template and updates for RSM team

BUDGETS/ANNUAL PLANNING

Constructs annual customer-specific plans and manages associated funds for all designated key accounts on a monthly and annual basis

BUSINESS ANALYSIS

Works with Category Analyst to evaluate ROI with regards to ‘pay-for-space’ agreements and communicates key learnings to BU and Channel Leads

Drives post-promotion analysis, in conjunction with CA, following all promotions to evaluate promotional effectiveness

COMMUNICATION WITH DISTRIBUTOR PARTNERS

Uses appropriate communication processes to keep DPs informed of KA programs and initiatives

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

Qualifications

6+ years Sales and Management 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

Strong analytical skills and experience using internal and external data sources (i.e., IRI, Nielsen)

Strong negotiation skills

Innovative, solution-oriented mindset

Self-motivated and able to work independently

Must be extremely proficient in Microsoft Excel and PowerPoint

Bachelor’s degree preferred

Must be fluent in English, additional language skills an advantage

Additional Information

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.

The base salary range for this position is $115,000 to $173,000 + cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.

Our current Benefits include:

Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO &a