On Premise, Regional Account Manager (Non-Commercial)

Red Bull•Santa Monica, CA

2d•$92,000 - $138,000

About The Position

The Regional Account Manager, Non-Commercial (RAM), is a key member of Red Bull North America’s (RBNA’s) Non-Commercial national sales team. This role supports volume, share, and distribution goals by selling and implementing national account priorities at the regional level for RBNA across the leading Non-Commercial foodservice companies in the United States. The position will focus on opportunities in Fitness, Healthcare, Colleges and Universities, Vending, regional contract foodservice, and Travel. This role achieves its objectives by aligning, translating, and executing shared customer and Red Bull priorities across national account sectors and lines of business in order to exceed performance targets. Responsibilities include, but are not limited to: building and strengthening key customer relationships and connections at the regional level to execute national account programs and priorities; managing extensive regional stakeholder relationships across a broad geography; and effectively influencing and communicating with the field sales and marketing organization to drive brand programming across all outlets.

Requirements

Minimum of five years of sales and key account management experience with a strong record of success
Proven success in implementing regional programs across multiple non-commercial segments
In-depth knowledge of the Fast-Moving Consumer Goods (FMCG) and broadline industries; Direct Store Delivery (DSD) experience is a plus
Strong analytical skills and experience using internal and external data sources (e.g., IRI, Nielsen)
Excellent communication, active listening, and collaboration skills
Strong negotiation skills
Innovative, solutions-oriented mindset, with the ability to absorb feedback and quickly translate it into action
Self-motivated and able to work independently
Highly proficient in Microsoft Excel and PowerPoint
Bachelor’s degree required
Fluency in English required; additional language skills are an advantage

Nice To Haves

Experience managing food management companies preferred
Direct Store Delivery (DSD) experience is a plus
additional language skills are an advantage

Responsibilities

MANAGE & DEVELOP REGIONAL MARKET TO DELIVER VOLUME OBJECTIVES
Distribution: Ensures that all national, divisional, regional, and unit schematics comply with Red Bull standards within the non-commercial guidelines related to product flow and package mix.
Promotion: Develops an annual promotion schedule in line with non-commercial headquarters objectives. Communicates Red Bull standards and price points in a compelling way that aligns with customer needs. Ensures all promotions are supported by effective point-of-sale (POS) materials and incremental displays.
Quality Points of Distribution (QPOD): Tailors sales presentations to achieve account objectives while driving effective, permanent displays. Assesses return on investment (ROI) before recommending specific POS materials or customized solutions. Executes displays in accordance with HQSG channel guidelines.
Relationship Management: Initiates and develops relationships with the Red Bull Foodservice Team, business units (BUs), and distribution partners (DPs). This includes increasing internal awareness of assigned accounts, collaborating with BU Field Marketing, and partnering on initiatives that align National Accounts with broader Red Bull strategies.
MANAGE LOCAL RELATIONSHIPS THAT INFLUENCE REGIONS/DIVISIONS/BANNERS OF ASSIGNED CHAINS
Establishes a “wiring model” that ensures effective communication with all regional customer decision-makers and execution down to the unit level. Regularly engages in activities to build relationships and establish strong communication channels (“wiring”) at the national, divisional, and regional levels with assigned customers.
Develops the necessary tools and business review templates to ensure Red Bull personnel review consistent data with local Distributor Partners (DPs), promoting alignment across all Business Units.
BUDGETS/ANNUAL PLANNING
Ensures national, divisional, and regional compliance with annual Customer Marketing Agreements from non-commercial headquarters companies for all designated areas of responsibility. Carefully monitors and controls budgets to ensure alignment with the annual business plan (BP) budgets. Manages travel and entertainment (T&E) expenses within the assigned budget.
BUSINESS ANALYSIS & REVIEWS
Collaborates with leadership to evaluate the return on investment (ROI) of all national, divisional, and regional programs and promotions. Leads post-promotion analysis, in partnership with the Category Manager, to assess the effectiveness of all programs. Utilizes all available RBNA data, tools, and Category Management resources to build and maintain thought leadership within the Energy Drink category across assigned territories.
Proactively develops business relationships that enable Red Bull to obtain relevant retailer scan data, basket analysis data, and other insights that inform future strategy and improve understanding of consumer purchase patterns. Analyzes business and customer sales performance to define priorities and areas of focus for the team. Conducts quarterly business reviews to update leadership on business performance, channel competition, and new opportunities. Proactively shares examples of Red Bull marketing activities to highlight key points of differentiation from competitors. Delivers energy category insights that drive improvements in promotion, pricing, and display strategies.
COMMUNICATION & TEAMWORK
Uses appropriate communication channels to keep Foodservice sales, marketing, and distribution teams informed of all programs and initiatives, and ensures DPs and DPMs are informed of national, divisional, and regional programs and initiatives for their assigned chains. Maintains open communication with relevant Business Unit (BU) and DP personnel to ensure effective program implementation. Communicates regularly and works effectively with BU and headquarters (HQ) teams. Leverages insights and input from marketing, finance, and category management experts to develop strong plans and compelling conceptual selling stories. Communicates regularly and works effectively with all HQ, Foodservice, and BU teams, leveraging input from marketing, finance, and category management experts to develop strong plans and compelling conceptual selling stories for retailers.