Red Bull

The Key Account Manager is responsible to deliver sales, volume, market share growth and channel profitability targets for the assigned Key Account channel in Off Premise. They need to maximize business opportunities in a profitable way to ensure adequate visibility of Red Bull Hellas portfolio in compliance with the company's standards while developing long-term, mutually beneficial and sustainable relationships with the Key Accounts. They build powerful strategies based on industry- and consumer insights to derive impactful measures which ensure a continuous development of our brand at each account.

RESPONSIBILITIES

Areas that play to your strengths

All the responsibilities we'll trust you with:

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• STRATEGY & BUSINESS PLANNING
  • Manage assigned key customers from agreement to smooth operation overview, and from plans to execution, monitoring performance, implementing corrective actions and delivering business results.
  • Contributes to the execution of Red Bull's commercial strategy at the assigned key customers.
  • Proposes short and mid-term customer strategies for annual business ( (incl. Red Bull's Perfect Store concept) and effective promotion plan in line with the overall national sales policy.
  • Implements the price strategies and establish the customer pricing accordingly.
• KEY ACCOUNT MANAGEMENT
  • Develops partnerships with the Key Accounts (senior operations management level) and negotiate win/win annual partnership agreements via effective business planning which add value to both Red Bull's and the customer's business.
  • Agrees with customers on Red Bull's Perfect Store concept and ensure executional excellence on account level by utilizing (cross-departmental) resources, such as Field and Consumer Collecting teams.
  • Manages agreed sales budget forecast and trade spend (promotional plan) for each account to hit profitability targets. Monitor customer performance and margin vs agreement and take corrective action where necessary.
• BUDGET MANAGEMENT & REPORTING
  • Measuring success by diligently tracking, analyzing and reporting available data sources (e.g. Nielsen, scanner and customer data) on performance and customer's growth opportunities with adjustments (if needed) in volume and profitability targets.
  • Prepares and discuss via quarterly business reviews the success of executed plans (e.g. promotions) with customers and show Red Bull's contribution to customer's business.
  • Ongoing data maintenance and optimization in the Key Account tools and sharing status on Key Account volume, distribution, execution and agreements when requested.
  • Makes sure that all fixed assets (e.g. Coolers) are registered in the system and the data base is accurate by the periodical check-up of the registrations.
  • Ensures that the fixed assets assigned to customer are profitable and the logistical budgets for fixed assets are efficiently managed.
• COLLABORATION
  • Develops effective partnerships for Red Bull to be regarded as key supplier and engine for profitable growth.
  • Fosters strong relationships and effective collaboration with Regional Field Managers/Strikers, so as to ensure efficient and successful plan implementation in the region.
  • Builds strong intercompany networks and establish a close cross-functional relationship with Trade Marketing and internationally. Jointly develop winning customer category strategies and conceptual sells.

EXPERIENCE

Your areas of knowledge and expertise

that matter most for this role:

• A proven track record of more than 5 years professional experience in Key Account Management and/or Field Force Management, ideally with FMCG/beverage background.
• Experience in Category Management preferred. Cross-functional experience in Trade Marketing/Consumer Marketing is a plus (not mandatory).
• Excellent network of existing contacts and trade relationships.
• Strategic ability -- develop specific, valuable, innovative and commercially focused strategies but also grasp the ‘bigger picture’.
• Commercial acumen -- strong understanding of sales processes and financial systems. Strategic and innovative commercial awareness.
• Ideally can work with SAP/BI to plan and track sales results.
• Analytical skills -- strong planning and negotiation skills with a sound understanding of financial bottom line implications of sales and marketing decisions.
• Able to analyse sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer and Red Bull.
• Negotiation experience -- successful front line retail negotiation experience and problem-solving skills.
• Presentation skills -- demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise and empowering way.
• Travel 10-20%