National Account Manager

The National Account Managers (NAM) primary objective is to drive Red Bull’s sales strategy through a specific group of national C&G customers. You will directly be responsible for the relationship, sales results and trade spend budgets for their customer base. You will drive growth directly through long term sales drivers which include; maximize distribution, increased shelf space, equipment placement, off shelf displays (permanent & promotional) and promotional efficiency and effectiveness. This position requires strong analytical skills and strategic thinking to drive sales results, manage trade spend and ongoing business planning. There is also a great deal of communication and presenting required in this role to the customer base, internally and to our distributor partners (field team), as such solid skills in these areas are crucial for success in the role. The strength of a DSD business is the ability to execute at the store level very quickly, hence attention to detail and follow-up is also a critical factor to succeed.

Key responsibilities include: owning national account budgets and sales results; developing a productive business relationship with senior management of these chain accounts, support wired selling with customer field sales and with our distributor partners. Provide input in developing strategies, standards, and best practices with regards to key distribution and visibility activities. Lead the annual business and volume planning for the set of accounts & KAM’s portfolio. Manage and coach a local Key Account Manager (KAM), and their portfolio of retail customers.

RESPONSIBILITIES

Areas that play to your strengths

All the responsibilities we'll trust you with:

• EXECUTES NATIONAL ACCOUNT PLANS

  Develops and executes short and long term strategies and activities supporting the overall company strategic direction & focus areas.

  Promotes Red Bull’s long term sales drivers to achieve annual plans.

  Creates ‘best-in-class’ examples within account base for continuous process improvement.

  Monitors market trends and maintains data on competition in key accounts.

  Regular meetings/trade visits/contact/presentations with account base.

  Builds & develop solid relationships with all levels of account base.

• MANAGEMENT AND DEVELOPMENT OF NATIONAL KEY ACCOUNTS

  Leads the developments of all national off premise key accounts within given portfolio.

  Improves relationship with off premise chain accounts by adding value through innovative activities.

  Ensures visibility agreements for multi-location product placement; drives best in class merchandising in store & promotional activities.

  Evaluates % ROI for each account and creates benchmark system to rate investments.

  Supports KAM’s key account relationships & account development.

• BUDGETS/ANNUAL PLANNING

  Contributes to the building of the annual account plans for both volume and spend.

  Effectively manages and delivers the annual volume and spend plans.

  Constructs annual Customer Marketing Agreements with account base; evaluates budget effectiveness & agreement optimization.

  Accountability for KAM budgets & annual plans.

• BUSINESS ANALYSIS

  Evaluates ROI with regards distribution/visibility agreements and communicates key learning’s to team.

  Drives post-promotion, distribution gaps and equipment audits/results with distribution teams.

  Regular analysis of Nielsen data and internal sales data of account base to drive market share.

• MARKET EXECUTION

  Participates/leads cross functional projects on an ad hoc basis.

  Organizes account meetings that focus on sales strategies, best practices and category management.

  Conducts in-store audits with key business personnel.

• BUILD, DEVELOP, AND LEAD A KEY ACCOUNT MANAGER

  Be a resource and coach for a Key Account Manager, responsible for regional accounts.

  Manage, train and build capabilities and drive a high-performance culture.

  Identify opportunities for performance improvement and provide direction to course correct as necessary.

  Review and analyze performance and make recommendations for improvement.

  Attends KAM business reviews, customer and training meetings.

EXPERIENCE

Your areas of knowledge and expertise

that matter most for this role:

• 4+ years' of Sales Management and Key Account experience with a proven track record of success (preferably in CPG industry).
• Thorough understanding of the Convenience & Gas landscape in Canada. Category management experience is a strong benefit.
• Excellent communication, negotiation, presentation and active listening skills.
• Innovative and solution-oriented mindset. Strong analytical skills (Nielsen/Circana is an asset).
• Attention to detail in execution and follow-up.
• DSD experience is an asset.
• Leadership capabilities to recruit, train, develop and motivate national teams.
• Self-motivated and able to work independently in an entrepreneurial organization.
• Must be extremely proficient in Microsoft Excel and PowerPoint providers.
• University – Bachelor’s Degree (Preferred).

• Travel 20-30%
• Permanent
• Benefits eligible