Regional Sales Manager

Red Bull•Santa Monica, CA

45d

About The Position

The primary responsibility of the Regional Sales Manager (RSM) is to drive sales and execute Red Bull's strategies and initiatives within specific regions, zones, and through broker relationships in the Military channel. Key duties include managing regional key account volume, market share, budget allocation, and overall results, encompassing Distribution, Pricing, Promotion, and Quality Points of Distribution (QPOD) within chain accounts. The RSM is tasked with building strong business relationships with assigned accounts, developing tailored solutions that address customer needs while achieving Red Bull's objectives, and promoting best practices by delivering exceptional results and fostering innovation. Additionally, RSMs must ensure that all regional programs or promotional activities align with the overarching chain strategy and the Joint Business Plan established by the Head of the account. This role is also eligible to sit in the following locations: San Diego, CA

Requirements

Minimum 5 years Sales and Key Account experience with a strong track record of success, preferably in beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation
Should have experience in chains across multiple channels
Military Channel experience strongly preferred
Strong analytical skills and experience using internal and external data sources (i.e. Circana)
Excellent communication and active listening skills
Strong negotiation skills
Innovative, solution-oriented mindset
Self-motivated and able to work independently
Must be extremely proficient in Microsoft Excel and PowerPoint
University - Bachelor's Degree preferred
Travel 50-60%
Permanent
Benefits eligible

Responsibilities

MANAGEMENT & DEVELOPMENT OF REGIONS & ZONES
Shelf/Distribution: Implements distribution strategies for priority packages in alignment with RBNA recommendations and ACV objectives for each retailer. Ensures that all base schematics adhere to Red Bull standards regarding product flow, package assortment, Fair Space Index, and Strike Zone placement.
Price: Proactively promotes optimal Red Bull pricing by leveraging best practices and available tools. Tailors presentations to address customer needs and achieve mutual objectives. Secures pricing and promotional programs that align with internal Red Bull guidelines.
Promotion: Develops an annual promotion schedule based on chain headquarters objectives. Persuasively presents Red Bull standards and pricing in a manner that meets customers' needs. Ensures all promotions are supported with effective point-of-sale materials and incremental displays.
Quality Points of Distribution (QPOD): Personalizes sales pitches to meet specific account objectives while ensuring effective, permanent merchandising. Evaluates return on investment (ROI) before recommending specific point-of-sale materials or customized solutions. Executes merchandising strategies that are consistent with Channel Strategy guidelines.
MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS
Develops a "Wiring Model" to facilitate effective communication with all decision-makers within regional chains.
Regularly participates in activities aimed at fostering partnerships and establishing connections at the regional or zone level within the assigned chains.
Conducts monthly reviews focusing on key areas to strengthen connections and collaborate on execution plans.
Creates essential tools and business review templates to ensure that Red Bull personnel and local Distributor Partners (DPs) analyze consistent data nationwide.
Frequently engages in initiatives to build relationships with Base Commanders and establish connections at bases within the assigned region.
BUDGETS/ANNUAL PLANNING
Ensures regional compliance with annual Customer Marketing Agreements from chain headquarters for all assigned areas of responsibility.
Manages travel and entertainment (T&E) expenses as well as tactical spending within the assigned budget.
BUSINESS ANALYSIS
Collaborates with the Senior Manager to assess the return on investment (ROI) for all regional, divisional, and banner-level programming and promotions.
Works closely with the Category Management Team to evaluate ROI in relation to "pay-for-space" agreements and communicates key insights to the Channel Lead.
Leads post-promotion analyses in partnership with the Category team to assess the effectiveness of all promotional programs.
Cultivates business relationships aimed at securing relevant retailer scan data, basket analysis data, and other insights that inform future strategies and enhance understanding of consumer purchasing behaviors.
Conducts a thorough analysis of business and customer sales data to identify priorities and areas of focus.
BUSINESS REVIEWS & RELATIONSHIPS
Conducts quarterly business reviews to provide updates to internal and external stakeholders regarding business performance, channel competition, opportunities, and other relevant topics.
Proactively shares examples of Red Bull marketing initiatives to highlight key differentiators compared to competitors.
Delivers energy-related insights that facilitate improvements in promotional strategies, pricing, distribution, or merchandising practices.
Regularly participates in activities aimed at strengthening relationships and establishing deeper connections with key accounts beyond the basic level.
COMMUNICATION & TEAMWORK
Utilizes appropriate communication methods to keep Distribution Partners (DPs), Brokers, and District Program Managers (DPMs) informed about regional, divisional, or banner-level programs and initiatives related to their assigned chains.
Regularly visits Distribution Partners and Brokers to establish personal connections and ensure open lines of communication.
Ensures consistent and transparent communication with relevant regional and distribution partner personnel to facilitate the effective implementation of programs.