National Account Manager, Unattended Retail & Vending

Red Bull•Raleigh, NC

58d

About The Position

The National Account Manager (NAM) will spearhead the Vending Sector as a key member of Red Bull North America's Non-Commercial national accounts team. This individual will contribute to achieving volume, market share, and distribution objectives by developing, selling, and implementing strategic plans on a national level for Red Bull North America. This position requires a dynamic and results-driven leader capable of identifying, aligning, and translating shared priorities between customers and Red Bull into impactful business plans that exceed expectations. The ideal candidate will possess exceptional sales expertise, sound business judgment, and strong financial acumen, alongside a documented history of success in managing complex negotiations, developing joint business plans, solving intricate business challenges, creating national sales and marketing strategies, forecasting, designing trade programs, and executing goals by collaborating effectively across both headquarters and field sales teams.

Requirements

7+ years of experience in Sales and Key Account Management within the Unattended Retail and Vending industries, with a proven record of success.
Comprehensive knowledge of the Fast-Moving Consumer Goods (FMCG) and Broadline industries; direct store delivery (DSD) experience is advantageous.
Strong analytical abilities and familiarity with utilizing internal and external data sources such as Nielsen, IRI, CPM, and sales data.
Demonstrated capability to efficiently collaborate with internal and external partners to exceed performance goals.
Advanced negotiation skills for handling complex agreements.
Possesses an innovative, solution-driven approach to challenges.
Self-starter who works independently to achieve results.
Proficient in Microsoft Excel and PowerPoint at an advanced level.
Bachelor's degree is required.
Fluency in English is mandatory; proficiency in additional languages is considered an asset.
Travel 70-80%
Permanent
Benefits eligible

Nice To Haves

Preferred experience in the beverage or consumer packaged goods (CPG) sectors.
Experience managing Vistar Members, USG Members, and Vending Operators is highly desirable.

Responsibilities

STRATEGIC ACCOUNT MANAGEMENT & DEVELOPMENT
Unit Distribution: Provide support for distribution initiatives across regions to ensure 100% stock availability of all authorized SKUs. Collaborate with Red Bull stakeholders across sales, marketing, and distribution teams to effectively resolve distribution gaps.
Joint Business Planning: Take charge of leading joint annual business planning efforts. Design strategic programs and an integrated annual calendar to drive volume growth and distribution while maintaining a positive return on investment (ROI). Work collaboratively with the national account team and field sales representatives to guarantee full compliance with all HQ promotional activities at the store level, partnering with Foodservice sales teams and distribution partners.
Displays & Cold Equipment: Partner with Category Development Managers (CDM) to develop effective selling tools tailored to meet account objectives, focusing on the creation and implementation of impactful and permanent display solutions.
Assess ROI before recommending specific point-of-sale (POS) or customized solutions.
Execute product and brand displays in alignment with HQ channel guidelines.
MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS FOR INFLUENCE
Establish coordination within the field of play to ensure alignment among all local and regional decision-makers with Red Bull Foodservice and distributor partner sales teams.
Develop and share tools and programs designed to enhance sales calls at the regional and district levels.
Initiate and nurture relationships between the Red Bull Non-Commercial Team, Business Unit, and Distributor Partners, including increasing awareness of assigned accounts, collaborating with Business Unit Field Marketing, and partnering on initiatives to align National Accounts with Red Bull objectives.
BUDGETS/ANNUAL PLANNING
Assists in the development, monitoring, and management of budgets to ensure alignment with the annual Business Plan.
Oversees expense spending to remain within the designated budget.
Manages account volume forecasting and expenditure through accurate and regular updates to the Customer Program Management (CPM).
BUSINESS ANALYSIS & REPORTING
Collaborate with the Category Management team and manager to assess the ROI of all key initiatives and share important insights with Headquarters (HQ).
Conduct post-promotion analysis, reviewing all programs to measure promotional effectiveness.
Utilize available RBNA and customer data, tools, and support from Category Management to establish and sustain a position of thought leadership within the Energy Drink category for assigned accounts.
Perform in-depth analysis of sales data to determine priorities, identify opportunities, and direct focus for the team effectively.
BUSINESS REVIEWS
Conducts regularly scheduled business reviews
Proactively shares examples of Red Bull marketing activities to demonstrate key points of differentiation to competition
Provide Energy Insights that drive change in promotion, price, or display practices
Routinely engages in activities to build relationships and 'wire' key accounts to its deepest level
COMMUNICATION
Utilize appropriate communication methods (e.g., Chain Alerts and others) to ensure the Non-Commercial Sales, Marketing, and Distribution teams are well-informed about all programs and initiatives.
Frequently visit and support field teams through coaching and development efforts to maintain personal engagement and foster open lines of communication.
Communicate consistently and collaborate effectively with all HQ, Foodservice, and Business Unit teams. Harness insights from marketing, finance, and category management experts to create robust plans and compelling conceptual sales presentations for retailers.