Senior Manager, Specialty

Red Bull•Atlanta, GA

4d•Hybrid

About The Position

The Senior Manager, Specialty Retail will lead Red Bull's sales and execution across the Specialty Retail channel through two key areas of responsibility. First, the role serves as the field sales leader for the Hardware/DIY channel, overseeing a team of Regional Sales Managers responsible for executing Red Bull's national field strategy across more than 3,600 locations. Second, the role leads a team of Key Account Managers responsible for the growth and development of a portfolio of 20+ Specialty Retail customers, including the integration and expansion of newly acquired accounts. Reporting to the Sr. Director, Specialty Retail, the Senior Manager is accountable for delivering business results across volume, revenue, profit, share, distribution, and execution metrics while building organizational capability through coaching and team development. The position leads annual business planning, manages budgets and performance KPIs, develops strategic customer relationships, and drives cross functional alignment to achieve Specialty Retail growth objectives.

Requirements

Minimum 7+ years Sales and Key Account experience with a strong track record of success
Experience managing a large high performing team
Strong analytical skills and experience using internal and external data sources
Leadership capabilities to recruit, train, develop and motivate the 7-Eleven team
In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industry
Strong analytical skills and experience using internal and external data sources (i.e. Nielsen, IRI, CPM, Sales Data)
Strong leadership presence with excellent communication and active listening skills
Advanced strategic thinking, planning, financial management, decision-making, sales presentation, & negotiation skills
Self-motivated and able to work independently
Must be extremely proficient in software packages (Microsoft Excel and PowerPoint) & internal systems (CPM, SAP/B

Responsibilities

Lead Red Bull's field sales strategy and execution across the Hardware/DIY channel through a team of Regional Sales Managers supporting more than 3,600 retail locations.
Develop field sales strategies and annual execution plans aligned with company objectives and retailer priorities.
Serve as the primary field sales leader for the Hardware/DIY channel, representing Red Bull in customer meetings, business reviews, and strategic planning sessions with national, regional, and field leadership.
Develop and execute strategies that improve in-store conditions, distribution, cooler execution, inventory management, pricing compliance, and promotional activation.
Analyze execution trends, field performance data, and retailer insights to identify opportunities and translate findings into actionable plans.
Build relationships with senior field leadership to identify opportunities, remove execution barriers, and drive business growth.
Establish clear priorities, execution standards, and accountability measures for Regional Sales Managers and Distributor Partners.
Lead customer-facing discussions related to field execution performance, service levels, merchandising standards, promotional compliance, and retail activation initiatives.
Develop reporting tools and scorecards that provide visibility into execution performance and identify improvement opportunities.
Partner with Distribution, Category Management, Shopper Marketing, Regional Leadership, and Distributor Partners to align strategies and maximize execution, distribution, and retailer satisfaction.
Communicate field priorities, performance updates, and strategic initiatives across retailer, distributor, and Red Bull stakeholder groups.
Lead and develop a team of Key Account Managers responsible for more than 20 Specialty Retail customers and newly acquired accounts.
Develop customer-specific growth strategies and annual business plans aligned with company objectives and customer priorities.
Oversee customer business plans, contract negotiations, promotional investments, pricing strategies, assortment initiatives, and growth programs.
Support the successful onboarding, development, and expansion of new customer partnerships.
Identify growth opportunities through customer analytics, category insights, market trends, and competitive intelligence.
Build and maintain productive relationships with headquarters decision-makers, merchants, buyers, and senior customer leadership through strategic insights, category expertise, and value-added solutions.
Drive volume, revenue, profit, and share growth across the Specialty Retail customer portfolio.
Ensure effective management of customer investments while delivering profitable growth and strong returns.
Partner with Category Management, Shopper Marketing, Trade Finance, and other cross-functional teams to develop and execute customer business plans.
Communicate customer performance, opportunities, and strategic priorities internally and externally.
Lead, coach, and develop a team of Regional Sales Managers and Key Account Managers.
Establish clear priorities, expectations, and accountability across field sales and key account functions.
Create development plans and succession opportunities that strengthen organizational capability and prepare future leaders.
Foster a culture of collaboration, ownership, innovation, and executional excellence.
Spend meaningful time in-market with customers, field teams, Distributor Partners, and direct reports to support development and execution.
Provide timely, specific, and actionable feedback to maximize team effectiveness and business results.
Establish and maintain strong relationships with senior field leadership across Hardware/DIY customers and headquarters-level decision-makers across Specialty Retail and Key Accounts.
Develop joint business plans that align retailer objectives with Red Bull growth strategies.
Position Red Bull as a strategic business partner through category expertise, consumer insights, and thought leadership.
Leverage Red Bull assets, programs, and cross-functional capabilities to create differentiated customer solutions.
Partner with Distribution, Regional Sales leadership, and Distributor Partners to maximize product availability and retail execution.
Develop processes and tools that improve visibility into distribution, inventory, service levels, and in-store conditions.
Drive initiatives that improve execution consistency, reduce out-of-stocks, and strengthen retailer satisfaction.
Establish best-in-class expectations for merchandising, pricing, promotional execution, and retail standards across the channel.
Own customer and channel investment budgets for Key Accounts.
Evaluate promotional effectiveness and return on investment across all customer programs and initiatives.
Allocate resources strategically to maximize business impact and profitable growth.
Ensure accurate forecasting, planning, and management of customer investments and business performance metrics.
Lead the implementation and adoption of CPM principles across Specialty Retail Key Accounts.
Utilize business systems and analytics tools to improve planning accuracy and decision-making.
Develop training, processes, and reporting tools that strengthen financial discipline and accountability.
Continually identify opportunities to improve efficiency, streamline processes, and enhance business performance.