Regional Sales Manager

Red Bull•Santa Monica, CA

9h•$92,000 - $138,000

About The Position

The Regional Sales Manager’s (RSM) primary responsibility is to sell and implement Red Bull’s strategies and initiatives within a defined group of regions, divisions, or banners of a specific national chain. Key duties include managing regional key account performance in terms of volume, market share, spending budgets, and outcomes (including distribution, pricing, promotions, and Quality Points of Distribution (QPOD) within the chain); building and maintaining productive business relationships with assigned accounts; developing solutions that align with customer needs while meeting Red Bull’s objectives; and driving best practices by delivering strong results and creating innovative solutions. RSMs must also ensure that all regional programs and promotional activities are aligned with the overall chain strategy and the Joint Business Plan established by the head of the account. This role has the option to sit in the following locations: Lakeland, Orlando, Miami, and Tampa, FL

Requirements

Minimum of four years of sales and key account experience with a strong record of success, preferably in the beverage, CPG (Consumer Packaged Goods), or FMCG (Fast-Moving Consumer Goods) industries, or within a Direct Store Delivery (DSD) operation.
Experience managing chain accounts across multiple channels (grocery and/or convenience preferred).
Strong analytical skills, with experience using both internal and external data sources.
Excellent communication and active listening skills.
Strong negotiation skills.
An innovative, solution-oriented mindset.
Self-motivated and able to work independently.
Highly proficient in Microsoft Excel and PowerPoint.

Responsibilities

MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT
Shelf/Distribution: Executes distribution of priority packages in accordance with Channel Strategy recommendations. Ensures that all regional, divisional, and banner schematics align with Red Bull standards and chain headquarters directives regarding product flow and package mix.
Price: Implements Red Bull’s recommended pricing program by using best practices and available tools. Tailors presentations to better address customer needs. Recommends key account pricing that is aligned with national RBNA standards and target price ranges.
Promotion: Develops an annual promotion schedule that supports chain headquarters objectives. Persuasively presents Red Bull standards and price points in ways that resonate with customer needs. Ensures that all promotions are supported by effective point-of-sale materials and incremental displays.
Quality Points of Distribution (QPOD): Tailors sales pitches to meet account objectives while driving effective, permanent merchandising. Assesses return on investment before recommending specific point-of-sale materials or customized solutions. Executes merchandising in accordance with Channel Strategy guidelines.
MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS
Establishes a “wiring model” that ensures effective communication with all regional chain decision-makers.
Routinely engages in activities to build partnerships and establish strong connections (“wiring”) at the regional, division, and banner levels within assigned chains.
Develops and implements the necessary tools and business review templates so that Red Bull personnel and local Distributor Partners (DPs) review comparable data, ensuring consistency across the country.
BUDGETS/ANNUAL PLANNING
Ensures that all regions, divisions, and banners comply with annual Customer Marketing Agreements established by chain headquarters for all assigned areas of responsibility.
Manages travel and entertainment (T&E) expenditures in accordance with the assigned budget.
BUSINESS ANALYSIS
Works with the Head of Accounts to evaluate the return on investment (ROI) for all regional, divisional, and banner-level programs and promotions.
Collaborates with the Category Management Team to evaluate the ROI of “pay-for-space” agreements and communicates key learnings to the Channel Lead.
Leads post-promotion analysis, in conjunction with the Category Team, after all programs to evaluate promotional effectiveness.
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.
Conducts thorough analysis of their business and customers’ sales in order to define priorities and areas of focus.
BUSINESS REVIEWS & RELATIONSHIPS
Conducts quarterly business reviews to update internal and external stakeholders on business performance, channel competition, opportunities, and related developments.
Proactively shares examples of Red Bull marketing activities to highlight key points of differentiation from competitors.
Provides energy category insights that drive changes in promotion, pricing, distribution, and merchandising practices.
Regularly engages in activities to build relationships and establish strong connections within key accounts beyond the buyer level.
COMMUNICATION & TEAMWORK
Uses appropriate communication processes to keep DPs and DPMs informed about regional, divisional, and banner-level programs and initiatives for their assigned chains.
Routinely visits DPs to maintain personal contact and open lines of communication.
Maintains open communication with relevant regional and DP personnel to ensure effective program implementation.