National Account Manager

Red Bull•Des Moines, IA

5h•$124,000 - $186,000

About The Position

The National Account Manager’s (NAM) main priority is driving Red Bull strategy and initiatives with a set group of National Accounts. The NAM will be the key owner of all business related activities and targets at national and market levels. This role is tasked with driving coordination and collaboration across multiple functional groups (sales, distribution, marketing, finance, operations, and legal) at Headquarters (HQ) and Business Unit (BU) levels to ensure that objectives and goals of these customers are achieved. Responsibilities include: owning budgets and results (Distribution, Price, Promotion, and Presence) at both the national & regional levels; developing productive business relationships with senior management in all assigned banners/divisions and at the customer’s HQ offices; and driving best practices through producing excellent results and creating innovative solutions.

Requirements

Minimum of 8 years of sales and key account management experience, with a strong record of success.
Previous experience managing national chain accounts in grocery and convenience channels.
Strong analytical skills, with experience using internal and external data sources (e.g., Nielsen, Circana, CPM, sales data).
Proven ability to demonstrate 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.
An innovative, solution-oriented mindset, with the ability to drive collaboration across diverse functional groups to achieve goals.
A strong desire to make meaningful 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 packages (Microsoft Excel and PowerPoint) and internal systems (CPM, SAP/BI).

Responsibilities

STRATEGIC BUSINESS PLANNING & EXECUTION
Implements short- and long-term strategies and initiatives that are aligned with RBNA objectives and standards.
Allocates resources to opportunities that offer the highest return on investment with strategically important customers.
Leads the business planning and budgeting process for the assigned business areas.
Monitors market trends and provides relevant consumer and competitive insights to the Headquarters Insights Department.
Builds relationships at the senior executive level 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 established objectives.
EXECUTE RED BULL STANDARDS
Shelf / Distribution – Implements distribution of priority packages in line with RBNA recommendations and each retailer’s ACV goals. Ensures all retailer schematics follow Red Bull standards for product flow, package mix, Fair Space Index, and Strike Zone placement.
Price – Proactively sells Red Bull’s optimal pricing by applying best practices and using available tools. Tailors presentations to address customer needs and achieve shared objectives. Secures pricing and promotional programs that align with Red Bull’s internal guidance.
Promotion – Carries out the annual promotional calendar in accordance with RBNA objectives and the customer’s volume and share targets. Persuasively presents Red Bull standards and price points in ways that are relevant to the customer. Ensures all promotions are supported with effective point-of-sale materials and incremental displays.
Presence – Adapts the sales pitch to meet account-specific goals while driving impactful, permanent displays. Evaluates return on investment before recommending any point-of-sale materials or customized solutions. Executes displays in accordance with RBNA guidelines.
BUDGET PLANNING
Develops annual customer marketing agreements and manages the associated funds for each retailer.
Consistently tracks and evaluates trade investments to ensure the highest return on investment.
Conducts post-promotion analysis after all programs to assess promotional effectiveness and display execution.
Thoroughly analyzes customers’ sales data to define priorities and areas of focus for the team at both the national and business unit levels.
MANAGEMENT OF BU & DP RELATIONSHIPS THAT INFLUENCE EXECUTION ACROSS THE US
Effectively establishes a “wiring model” that ensures all BU management teams (DKA, DOD, RBDC) are connected with specific Red Bull personnel responsible for managing HQ and BU business.
Develops the necessary tools and business review templates to ensure data consistency with Business Units (BUs) and Distributor Partners (DPs).
Regularly (at least quarterly) gathers updates from Marketing on the latest achievements and highlights, and shares them with his/her team, retailer HQ 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 sell-in stories for retailer HQ teams.
Consistently coaches the broader account team to ensure effective partnerships, programs, key retail relationships, and collaborative relationships with Red Bull and Distributor Partner (DP) field personnel in each BU.