National Key Account Manager - Johannesburg at Red Bull

Job Description

STRATEGY AND PLANNING

• Identification of the most important customers (size and relevance) in the Catering, Recreation and Fitness channels and development of long term visions to drive vertical and horizontal distribution and sales
• Close alignment with local Trade Marketing, Brand Marketing and On Premise Marketing teams on market-relevant industry- and consumer insights and national focus areas
• Annual business planning for the sector, including budget- and volume forecast as well as a thought through activation plan for each Key Account.
• Alignment with HQ on International strategy, guidelines and customers

UNDERSTAND NATIONAL KEY ACCOUNTS            

• Understand Corporate Catering, Recreation & Fitness customer structure (decision makers, influencers, staff), customer data, strategy, marketing plan, focus, target group, needs and expectations.
• Fully understands the route-to-market environment to maximize optimal and most profitable means to get the can into store / site.
• Continually research to understand customer needs better and respond with initiatives that are mutually beneficial
• Develop effective partnerships for Red Bull to be regarded as a key supplier and engine for profitable growth
• Define “common ground” while keeping “Bullish” win-win in mind.
• Explore and identify value of all possible variables for the customer.
• Maintains a strong in-field presence.

DEFINE NATIONAL KEY ACCOUNTS strategy and tactics (plan)

• In cooperation with On Premise Marketing and Leadership teams, develop and build the National Key Account Strategy and Tactics for Red Bull to win in these channels – annual business plan, quarterly and monthly plans.
• Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations.

MANAGING KEY ACCOUNTS

• Maximization of existing customer performance via effective joint business planning
• Acquisition of new customers from the relevant national universe in these channels.
• Negotiating win/win partnership agreements which add value to both Red Bull’s and the customer’s business
• Collaborating with internal (other departments) and external stakeholders (including, but not limited to buyers, sales- & marketing managers, controllers, logistic managers and CEOs) to leverage business success
• Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as Musketeer- and Consumer-Collecting teams.
• Managing agreed budget forecast and spend for each account. Monitoring customer performance and margin against investment and taking corrective action where necessary
• Be an active ambassador for the Red Bull brand in front of the team and the On Premise Network.
• Respect and promote the Red Bull brand and company values within the team.

TRACKING, ANALYZING AND REPORTING

• Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity
• Ongoing data maintenance and optimization in the Key Account Tracker and sharing status on Key Account volume, distribution, execution and agreements twice per year with HQ.

LEADING BY EXAMPLE

• Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players and influencers, as well as on site F&B or Ops managers, store and site managers as well as staff)
• Being a “Canbassador” and building affinity and understanding of the Red Bull brand and product within network
• Delivering excellence with Red Bull`s premium brand image in all activities and execution

SELF MANAGEMENT:

• Take responsibility for his/her own personal development in accordance with the annual performance objectives.
• Continual communication and consultation with the Management in the related area.
• Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.
• Share best practices within the regional and national teams.

Qualifications

• University – Bachelor’s degree preferred (business, marketing or similar).
• At least 5 years of outstanding performance and a proven track record in account management (beverage industry preferred)
• Strong On Premise industry knowledge, contacts and experience in the On Premise environment.
• Good understanding of the route-to-market for these channels