National Account Manager

Red Bull•Atlanta, GA

About The Position

The National Account Manager’s (NAM) primary responsibility is to implement and drive Red Bull’s strategy and key initiatives across a defined group of national accounts. The NAM will be the main owner of all business activities and targets at both the national and market levels. This role is responsible for coordinating and fostering collaboration across multiple functional teams—sales, distribution, marketing, finance, operations, and legal—at both Headquarters (HQ) and Business Unit (BU) levels to ensure that customer objectives and goals are achieved. Key responsibilities include: managing budgets and performance (distribution, pricing, promotion, and presence) at national and regional levels; building strong business relationships with senior management within all assigned banners/divisions and at the customer’s HQ; and promoting best practices by delivering outstanding results and developing innovative solutions.

Requirements

Minimum of eight years of sales and key account management experience, with a strong record of success
Previous experience managing national chain business in convenience and specialty retail channels
Strong analytical skills, with experience using internal and external data sources (e.g., Nielsen, Circana, CPM, sales data)
Demonstrated ability to provide effective peer leadership and influence
Strong leadership presence with excellent communication and active listening skills
Advanced skills in strategic thinking, planning, financial management, decision-making, sales presentations, and negotiation
Innovative and solution-oriented mindset, with the ability to drive collaboration across diverse functional groups to achieve goals
Passion for making significant contributions to the Red Bull organization through continuous improvement of processes and ways of working
In-depth knowledge of the Fast-Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industries
Self-motivated and able to work independently
Highly proficient in software applications (Microsoft Excel and PowerPoint) and internal systems (CPM, SAP/BI)

Responsibilities

Implements short- and long-term strategies and activities that are consistent with RBNA objectives and standards.
Allocates resources to opportunities with the highest return on investment among strategically important customers.
Leads the business planning and budgeting process for assigned business areas.
Monitors market trends and provides relevant consumer and competitive insights to the Headquarters Insights Department.
Builds relationships with senior executives at each customer’s headquarters and with field-based personnel through business reviews, aligning Red Bull’s strategic objectives with those of the customer.
Coordinates and aligns internal Red Bull resources across all functional areas to achieve business objectives.
Implements distribution of priority packages in line with RBNA recommendations and each retailer’s ACV targets. Ensures that all retailer planograms comply with Red Bull standards for product flow, package assortment, Fair Space Index, and placement in the Strike Zone.
Proactively sells Red Bull’s optimal pricing by leveraging best practices and available tools. Tailors sales presentations to address customer needs while achieving shared business objectives. Secures pricing and promotional programs that are consistent with Red Bull’s internal guidelines.
Carries out the annual promotional calendar in alignment with RBNA objectives and customer volume and share targets. Persuasively presents Red Bull standards and price points in a way that aligns with customer priorities. Ensures all promotions are supported with effective point-of-sale materials and incremental displays.
Adapts the sales approach to meet account-specific goals while establishing effective, permanent displays. Assesses return on investment before recommending particular point-of-sale materials or customized solutions. Executes displays according to RBNA standards.
Develops annual customer marketing agreements and manages associated funds for each retailer.
Consistently tracks and evaluates trade investments to ensure the highest return on investment.
Leads post-promotion analysis for all programs to evaluate promotional effectiveness and display execution.
Thoroughly analyzes customers’ sales to define priorities and focus areas for the team at both the national and business unit levels.
Effectively establishes a “wiring model” that ensures all BU management (DKA, DOD, RBDC) are connected with the specific Red Bull personnel who manage headquarters and BU business.
Develops the necessary tools and business review templates to ensure consistent data and reporting across BUs and distributor partners (DPs).
Regularly (quarterly) gathers updates from Marketing on the latest achievements and highlights, and shares them with his/her team, retailer headquarters teams, and relevant BU personnel.
Communicates regularly and works effectively with all internal and external stakeholders.
Leverages input from Marketing and Finance experts to develop strong plans and compelling conceptual selling stories for retailer headquarters teams.
Consistently coaches the broader account team to build effective partnerships, programs, key retail relationships, and collaborative relationships with Red Bull and distributor partner (DP) field personnel in each BU.