Regional Sales Manager

Company Description

The Regional Sales Manager’s (RSM) main priority is to sell and implement Red Bull’s strategies and initiatives within a defined group of regions, divisions, or banners of a specific national chain. Key responsibilities include ownership of regional key account performance in terms of volume, market share, spending budgets, and results, including distribution, pricing, promotion, and Quality Points of Distribution (QPOD) within the chain. The RSM is responsible for building and maintaining productive business relationships with assigned accounts; developing solutions that meet customer needs while achieving Red Bull’s objectives; and helping to drive best practices by delivering strong results and creating innovative solutions. In addition, RSMs must ensure that all regional programs and promotional activities align with the overarching chain strategy and the Joint Business Plan defined by the head of the account.

This option has the option to sit in the following locations: Houston, TX & Austin, TX

Job Description

MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT

Shelf/Distribution: Executes distribution on priority packages in accordance with Channel Strategy recommendations. Ensures that all regional, divisional, and banner schematics reflect Red Bull standards and chain headquarters directives regarding product flow and package mix.

Price: Sells Red Bull’s recommended pricing program by using best practices and available tools. Tailors presentations to better address customer needs. Recommends key account pricing that aligns with national RBNA standards and target price ranges.

Promotion: Develops an annual promotion schedule that supports chain headquarters objectives. Persuasively presents Red Bull standards and price points in a way that resonates with customer needs. Ensures that all promotions are supported with effective point-of-sale (POS) materials and incremental displays.

Quality Points of Distribution (QPOD): Tailors sales presentations to meet account objectives while driving effective, permanent merchandising. Assesses return on investment (ROI) before recommending specific POS materials or customized solutions. Executes merchandising in accordance with Channel Strategy guidelines.

MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS

Establishes a wiring model that ensures effective communication with all regional chain decision-makers.

Regularly engages in activities to build partnerships and strengthen connections at the regional, divisional, and banner levels within assigned chains.

Develops the necessary tools and business review templates so that Red Bull personnel and local Distributor Partners (DPs) review consistent data nationwide.

BUDGETS/ANNUAL PLANNING

Ensures that the region, division, and banner comply with annual Customer Marketing Agreements from chain headquarters for all assigned areas of responsibility.

Manages travel and entertainment (T&E) expenses in accordance with the assigned budget.

BUSINESS ANALYSIS

Works with the Head of Account to evaluate the ROI of all regional, divisional, and banner-level programming and promotions.

Collaborates with the Category Management Team to evaluate the ROI of “pay-for-space” agreements and communicates key learnings to the Channel Lead.

Leads post-promotion analysis, in conjunction with the Category Team, after all programs to assess promotional effectiveness.

Develops business relationships that enable Red Bull to obtain relevant retailer scan data, basket analysis data, and other insights that inform future strategy and deepen understanding of consumer purchase patterns.

Conducts thorough analysis of their business and customers’ sales to define priorities and areas of 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 about regional, divisional, and banner-level programs and initiatives for their assigned chains.

Routinely visits DPs to maintain personal contact and open lines of communication.

Maintains open communication with relevant regional and DP personnel to ensure effective program implementation.

Qualifications

Minimum of 4 years of sales and