National Key Account Manager | Spar Group at Red Bull

The National Key Account Manager is a senior account manager responsible for managing a portfolio of customers within the RBZA business. The individual must have entrepreneurial traits and be a self starter to enable them to deliver on sales, volume and profitability targets. The National Key Account Manager needs to be able to devise a medium to long term vision, based on thorough understanding of customers, trends and opportunities with attention to detail. The person needs to feel comfortable to take calculated risks, identifying and exploiting opportunities and to achieve business advantages. Sharing best practices with colleagues and customers which enable Red Bull to gain competitor advantage is a matter of course. A creative, analytical and challenging personality, oriented towards actions, who is able to build strong strategic customer relationships and to collaborate within the company. cross-functionally and internationally.

RESPONSIBILITIES

Strategy

• Manage the implementation of Red Bull's commercial strategy at the key customers.
• Develop mid to long term customer strategies in line with the overall national sales policy, with a strong focus on innovation and long term sales drivers.
• Implement price strategies in line with company mandate and establish the customer pricing accordingly.
• Deliver a promotional plan that drives share and category growth and protects channel profitability and is aligned with the National grid.

Analysis and Planning

• Analyse available data sources (e.g. Nielsen, scanner and customer data) and derive customer's growth opportunities.
• Continuously plan sales forecast and prepare trade spend budget to hit profitability targets.
• Develop plans for annual business and effective promotion.
• Produce excellent conceptual selling decks and establish Red Bull as the category leader.

Execution

• Conduct and lead yearly negotiation process at key customers within your portfolio, spend time in understanding what is required to win in category.
• Agree with customers on Red Bull's Perfect Store concept/ VIP programs/ Profit Zone concept / Permanent Category Solutions.
• Manage in trade partners for Merchandising and Execution within assigned portfolio.

Tracking

• Continuously track and adjust volume and profitability targets by using existing sales reports. (CPM2) BI
• Prepare and discuss success of executed plans (e.g. promotions) with customers and show Red Bull’s contribution to customer’s business.
• Use Insights and data to manage the execution ranging and distribution in store effectively.

Collaboration

• Continually research to understand customer needs better and respond with programmes (in line with the brand equity) that are mutually beneficial.
• Develop effective partnerships for Red Bull to be regarded as key supplier and engine for profitable growth.
• Strive for Category Captaincy with key strategic retailers within the energy category.
• Build strong inter-company networks and establish a close cross-functional relationship with Field Sales, Distribution team as well as Trade Marketing. Jointly develop winning customer category strategies and conceptual sells.

Forecasting

• Forecasting base volume based on base/promo/execution using PET to better understand off-take and what drives effective promotional uplift.
• Volume forecast critical for planning demand via DP driving overall business efficiencies
• This is critical in planning pack mix and ultimately profitability mix.

EXPERIENCE

• Managing and controlling budgets, including investment and optimizing investment buckets.
• A proven track record of 2-5 years professional experience in Key Account Management and/or FieldForce Management, ideally with FMCG/beverage background within the retail or impulse channels. 
• Cross-functional experience in Trade Marketing/Consumer Marketing/Field Sales is a plus (not mandatory).
• Excellent network of existing contacts and trade relationships.
• Tactical planning / 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.
• Proven track record of successfully implementing a national price increase. 
• Presentation skills -- demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise and empowering way.
• Role to be based in either Johannesburg or Cape Town