Fresh Openings at Red Bull

• The On Premise is a sales and marketing channel and Red Bull is the undisputed marked leader in this field. On one side over 1 bn cans are sold in the On-Premise annually and 2.5 bn of sales are driven by On Premise occasions. On the other side On Premise is the main trial generator, building the brand in a aspirational environment.
• The Key Account Manager for LSR will be responsible for developing and executing the commercial strategy across strategic limited service restaurant customers.
• This role requires a strong commercial operator who understands how businesses work, from head-office negotiations and franchise structures through to menu integration, promotional planning, pricing, supply chain and store-level execution.
• The successful candidate will be expected to unlock new business, grow existing partnerships and convert national agreements into excellent execution at outlet level.
• You maximize business opportunities in a profitable way while developing long-term, mutually beneficial relationships with our top chained (Local and International) On-Premise QSR customers.
• You build powerful strategies based on industry- and consumer insights to derive impactful measures which ensure a continuous development of our brand at each of your customers.
• As a result, you deliver business plan targets for sales and distribution for the On-Premise channel.

RESPONSIBILITIES
Areas that play to your strengths
All the responsibilities we'll trust you with:

STRATEGY AND PLANNING

• Maximization of existing customer performance via effective joint business planning
• Own and develop the strategy for assigned national and regional QSR key accounts.
• Build strong, sustainable relationships with senior customer stakeholders across procurement, commercial, marketing, operations and franchise structures.
• Develop detailed annual Joint Business Plans for priority customers.
• Understand each customer's business model, growth strategy, restaurant footprint, consumer occasion and commercial priorities.
• Build account plans with clear objectives for volume, revenue, distribution, availability, visibility and execution.
• Conduct regular business reviews and identify opportunities to accelerate growth.
• Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as On Premise Marketing, Brand and Consumer-Collecting teams

UNDERSTAND NATIONAL KEY ACCOUNTS

• Strong routines and stakeholder management.
• Corporate versus franchise ownership structures.
• Central procurement and approved supplier structures.
• Distributor and supply-chain models.
• Menu architecture and meal/combo mechanics.
• Promotional calendars and limited-time offers.
• Delivery, takeaway, drive-through and dine-in occasions.
• Restaurant-level operational realities and execution challenges.
• Define “common ground” while keeping “Bullish” win-win in mind.

MANAGING KEY ACCOUNTS

• Maximization of existing customer performance via effective joint business planning and good routines.
• Acquisition of new customers from the relevant national universe
• Identify priority LSR groups and restaurant opportunities where we are currently underrepresented or not listed.
• Build commercially compelling proposals to secure new listings.
• 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 F&B managers, sales- & marketing managers, controllers, logistic managers and CEOs) to leverage business success.
• Managing agreed budget forecast and spend for each account.
• Excellent communication and stakeholder management capabilities.
• Develop the business case behind opportunities, including outlet potential, expected rate of sale, volume, investment and return.
• Understand the customer's current beverage solution and identify where we can add incremental value.
• Lead negotiations from initial engagement through to commercial agreement and implementation.

TRACKING, ANALYZING AND REPORTING

• Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity.
• Analyses promotions effectiveness, asses and then implement any changes to have a stronger ROI for Red Bull and the customer
• 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.
• Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations.
• Deliver agreed customer volume, revenue and profitability targets.
• Maintain accurate customer forecasts.
• Track performance versus target and proactively identify risks and opportunities.
• Analyze outlet productivity, rate of sale and customer performance.
• Use data to identify where additional distribution or increased throughput can drive growth.
• Maintain a clear view of promotional and new-business pipelines.

LEADING BY EXAMPLE

• Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players , on site, Ops managers, regional managers)
• 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
• Stay on top of industry trends.
• Respect and promote the Red Bull brand and company values within the team.

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 region / group.
• Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.
• Share best practices within the regional and national teams.
• Ability to work in a fast paced, high performance environment.
• Understanding and passion for the South African Quick Service Industry

EXPERIENCE
Your areas of knowledge and expertise that matter most for this role:

• University – Bachelor’s degree preferred (business, marketing or similar).
• At least 3-5 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.
• Entrepreneurial mindset with strong ownership mentality
• Strong negotiation and commercial planning skills.
• Ability to work in a fast paced environment
• Willingness to travel nationally as required.
• Outstanding record of accomplishments in sales and trade marketing
• Successful track record in leading, managing and motivating Field Sales Forces
• Fearless Tenacity to win new business and form new relationships
• Excellent verbal and written communication skills
• Ability and skills to effectively sell and negotiate
• Excellent presentation skills
• Entrepreneurial approach and mindset
• Highly developed analytical skills
• Strong planning, prioritization and organizational ability
• Proficient in MS office especially Excel and Power Point
• Self-motivated and ability to work independently

go to method of application »

• The Distribution Partner Manager’s main priority is representing and managing the Red Bull business with our assigned RTM Partner. Secondary to that is managing the redistributors in the network by developing and agreeing annual business plans, achieving growth, driving Red Bull initiatives, and tracking Key Performance Indicators (KPIs) in line with the company strategy and priorities which lead to an increase in Distribution, Execution and Volume. 

RESPONSIBILITIES
Areas that play to your strengths
All the responsibilities we'll trust you with:

Customer Management

• Assign sales, distribution, execution etc. targets to RTM Partner & redistributors based on business targets and set up regular meetings to review
• Regular Trade Visits with 3rd party sales & merchandising agency to coach teams and unlock distribution and execution opportunities
• Analyse the opportunities in the region, take proper action and implement as needed
• Create strong knowledge of and personal relationships with the top wholesalers & redistributors
• Build winning initiatives to drive reach, sales targets, and our execution in all channels, including Indirect via WHS
• Ensures customers fully understand and execute Red Bull execution / merchandising standards
• Implement systems to track and benchmark wholesalers & redistributors against key initiatives/goals
• Plan and Execute incentive programs in line with company targets to keep sales representatives focused and motivated
• Be a credible beverage business consultant to customers and act as a category captain by presenting category and Red Bull Potential.

Business Planning

• Develop business plans by customer to deliver on all relevant RBZA strategic initiatives including volume, horizontal & vertical distribution, execution and information exchange (depletion data). Ensure the plan is aligned to overall RBZA plan.

Budget Management

• Manage assigned budgets where applicable (Examples: incentive budgets, free goods budget, POS budget and in some cases regional account budgets).

Business Intelligence

• Maintains strong working knowledge of all relevant Red Bull systems.
• Proactively uses available reports to maximize on all opportunities including competitor intelligence.

Other

• Share and enforce guidelines with regards to Red Bull’s inventory policy
• Develops working knowledge of geographic and demographic areas in assigned geography
• Ensure a sustainable Go to Market (GTM) strategy and structure in assigned geography
• Develops expertise with regards to product competition and distributor competition in respective area
• Communicates regularly and works effectively with all internal sales team and marketing teams to secure full alignment of the sales goals with the DP
• Close and frequent collaboration with OnP KAM, Finance and Ops teams
• Manage risk by taking alternative precautions with a proactive approach by determining the risks that would hamper Red Bull business
• Close alignment of pricing and promotions with all necessary key stakeholders (MD, Off Premise, On Premise and Finance) to minimise the threat of cross channel cannibalisation and to maintain profitability

EXPERIENCE
Your areas of knowledge and expertise that matter most for this role:

• Outstanding sales experience and track record in FMCG +5 years (Distributor and Customer Management experience preferred) 
• Tertiary qualification preferred 
• Successful track record in team management and leadership 
• Experience with basic administrative programs, Windows, Word, PowerPoint, Excel 
• Local market / geographical knowledge beneficial 
• Key Account experience (an Advantage) 
• Proactive, with a flair for continuous improvement 
• Able to be flexible & to embrace change 
• Strong communications skills (verbal and written) 
• Excellent problem-solving skills 
• Self-starter with initiative & attention to detail 
• Well organised & able to handle multiple priorities in a relaxed manner 
• Able to see tasks through from inception to completion 
• Professional, focused, responsible & passionate approach to work