Regional Sales Manager - Walmart

Red Bull•Atlanta, GA

83d

About The Position

The Regional Sales Manager's (RSM) main priority is selling and executing Red Bull strategy and initiatives with a set group of Regions, Divisions, or Banners of a specific national chain. Key responsibilities include owning regional key account volume, share, spending budgets and results (Distribution, Price, Promotion, and Quality Points of Distribution (QPOD) within chain); developing productive business relationships with assigned accounts; developing solutions that resonate with customer needs while achieving Red Bull goals; and helping drive best practices by producing excellent results and creating innovative solutions. RSMs must also align all regional programming or promotional activity with the overarching chain strategy & Joint Business Plan outlined by the Head of the account.

Requirements

A minimum of 4 years of sales and key account experience with a proven record of success, ideally in the beverage, Consumer Packaged Goods (CPG), or Fast Moving Consumer Goods (FMCG) sectors, or in a Direct Store Delivery (DSD) operation.
Experience working with chains across various channels (grocery and/or convenience preferred).
Strong analytical capabilities and expertise in utilizing both internal and external data sources.
Excellent communication and active listening skills.
Strong negotiation abilities.
An innovative and solution-oriented mindset.
Self-motivated with the ability to work independently.
High proficiency in Microsoft Excel and PowerPoint is essential.
Travel 70-80%
Permanent
Benefits eligible

Responsibilities

MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT
Shelf/Distribution: Implements distribution for priority packages in alignment with Channel Strategy recommendations. Ensures all regional, divisional, and banner schematics comply with Red Bull standards and chain headquarters directives regarding product flow and package assortment.
Price: Promotes Red Bull's recommended pricing program by applying best practices and leveraging available tools. Tailors presentations to meet the specific needs of customers. Proposes key account prices that align with national RBNA standards and target pricing ranges.
Promotion: Develops an annual promotion schedule in line with chain headquarters objectives. Effectively communicates Red Bull's standards and price points in ways that cater to the customer's needs. Ensures all promotions include impactful point-of-sale materials (POS) and incremental displays.
Quality Points of Distribution (QPOD): Customizes sales approaches to achieve account objectives while ensuring effective and permanent merchandising solutions. Analyzes return on investment (ROI) before suggesting specific POS materials or tailored solutions. Executes merchandising strategies in accordance with Channel Strategy guidelines.
MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS
Develops a "Wiring Model" to facilitate effective communication with all regional decision-makers within the chain.
Regularly participates in activities aimed at fostering partnerships and building strong connections ("wiring") at the regional, division, or banner level within assigned chains.
Creates essential tools and business review templates to ensure Red Bull personnel analyze consistent data with local Distributor Partners (DPs), promoting uniformity across the nation.
BUDGETS/ANNUAL PLANNING
Ensures that the Region/Division/Banner adheres to annual Customer Marketing Agreements established by the chain headquarters for all assigned areas of responsibility.
Manages Travel and Entertainment (T&E) expenses within the allocated budget.
BUSINESS ANALYSIS
Collaborates with the Head of Accounts to assess the ROI of regional, divisional, and banner-level programs and promotions.
Partners with the Category Management Team to evaluate the ROI of "pay-for-space" agreements and communicates key insights to the Channel Lead.
Leads post-promotion analysis in coordination with the Category team to evaluate the effectiveness of promotional activities.
Establishes business relationships aimed at acquiring relevant retailer scan data, basket analysis data, and other information that informs future strategies and enhances understanding of consumer purchase behaviors.
Conducts an in-depth analysis of customer and business sales performance to identify priorities and areas of focus.
BUSINESS REVIEWS & RELATIONSHIPS
Conducts quarterly business reviews to inform internal and external stakeholders about the state of the business, channel competition, opportunities, and other relevant updates.
Actively shares examples of Red Bull marketing initiatives to highlight key differentiators from competitors.
Delivers Energy Insights that lead to improvements in promotion, pricing, distribution, or merchandising strategies.
Regularly participates in relationship-building activities to establish connections with key accounts beyond the buyer level.
COMMUNICATION & TEAMWORK
Utilizes appropriate communication methods to keep DPs (Development Partners) and DPMs (Development Partner Managers) informed about regional, divisional, or banner-level programs and initiatives related to their assigned chains.
Regularly visits Development Partners (DPs) to establish personal connections and maintain open lines of communication.
Ensures clear and ongoing communication with relevant Region and DP personnel to facilitate the successful implementation of programs.