Key Account Manager, Grocery

Red Bull•New York, NY

1d•$92,000 - $138,000

About The Position

The primary responsibilities of the Key Account Manager, Grocery (KAM), are to sell and implement Red Bull’s strategies and initiatives to local key account chains, and to influence the execution of these programs through local decision-makers. Key duties include: managing local key account budgets and performance (including distribution, pricing, promotion, and Quality Points of Distribution (QPOD) within the chain); building productive business relationships with assigned key accounts; and developing solutions that address customer needs while meeting Red Bull’s objectives. All programs and promotional activities must be aligned with the chain’s strategy and the Joint Business Plan.

Requirements

4+ years of sales experience with a strong record of success, preferably in the beverage, CPG (Consumer Packaged Goods), or FMCG (Fast-Moving Consumer Goods) industries, or in a Direct Store Delivery (DSD) operation
Strong analytical skills, with experience using internal and external data sources (e.g., Circana, business intelligence tools)
Excellent communication and active listening skills
Strong negotiation skills
An innovative, solutions-oriented mindset
Self-motivated and able to work independently
Proficiency in Microsoft Excel and PowerPoint
A valid U.S. driver’s license is required

Nice To Haves

Bachelor’s degree preferred, or equivalent relevant work experience
Fluency in English; additional language skills are an advantage

Responsibilities

MANAGEMENT & DEVELOPMENT OF LOCAL KEY ACCOUNTS Distributes priority packages in accordance with channel strategies and recommendations.
Ensures that schematics for all assigned key accounts reflect Red Bull standards for product flow and package mix.
Sells Red Bull’s pricing and program strategies by using best practices and available tools.
Tailors presentations to better address each customer’s specific needs.
Develops an annual promotion schedule aligned with channel strategy objectives.
Persuasively presents Red Bull merchandising standards, distribution recommendations, and price points in ways that align with customer needs.
Ensures that all promotions are supported by effective point-of-sale materials and incremental displays.
Customizes sales pitches to achieve account objectives while driving effective, permanent merchandising solutions.
Evaluates return on investment before recommending specific programs and customized solutions.
Executes merchandising in alignment with channel strategy guidelines.
MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS Actively develops relationships with key decision-makers through business reviews, ongoing communication, and related activities.
Drives the execution of account programs by working closely with local decision-makers.
Consistently seeks additional opportunities that go beyond existing programs.
Provides local decision-makers with feedback on relevant developments, information, and successes.
Serves as a key source of local knowledge regarding assigned accounts.
Regularly seeks opportunities to build relationships and establish connections within key accounts beyond the primary buyer level.
BUDGETS/ANNUAL PLANNING Drafts annual Customer Marketing Agreements or Joint Business Plans and manages the associated funds for all designated key accounts on both a monthly and annual basis.
BUSINESS ANALYSIS Works with the Category Analyst to evaluate the return on investment (ROI) of paid agreements and communicates key findings to the Channel Leads.
Leads post-promotion analysis, in collaboration with the Category Analyst, after all promotions to assess promotional effectiveness.
BUSINESS REVIEWS Conducts regular business reviews to update key accounts on performance, channel competition, opportunities, and related topics.
Proactively shares examples of Red Bull marketing activities to highlight key points of difference from competitors.
Provides energy insights that lead to changes in promotion, pricing, or merchandising practices.
COMMUNICATION WITH DISTRIBUTOR PARTNERS Uses appropriate communication methods to keep DPs informed about KA programs and initiatives.
Regularly visits DPs to maintain personal contact, ensure open lines of communication, and increase share of mind.