VP, Club

Red Bull•Santa Monica, CA

21d•$218,000 - $265,000

About The Position

Reporting to the SVP of Large Format Sales, you will lead our sales efforts across the Club channel by implementing main objectives – both quantitative (revenue, volume, profit, and share) and qualitative (in store presence, top retail relationships, training and development, etc.). You will also manage a team of National Account professionals to implement Red Bull's Club Retail Sales strategies. Main responsibilities include coaching direct reports; overseeing account budgets and metrics, leading Club channel price architecture, developing Club channel short and long-term strategy, contributing to global price negotiations and partnering with Red Bull HQ to set the Global Club Channel strategy. You will also develop productive business relationships with important partners, build joint business plans, and manage profitable growth with senior leadership at National & Regional Club channel retailers. You will manage all chain account plans, activities, and results within the channel.

Requirements

10+ years of Sales & Key Account experience, experience in Club channel
In-depth knowledge of sales within FMCG or spirits industry; DSD expertise is ideal
Negotiation experience
Leadership experience
Bachelor's degree or equivalent work experience
Must be fluent in English, additional language skills an advantage

Responsibilities

LEAD CLUB CHANNEL STRATEGY Develop long-term strategies and initiatives for the US Club channel considering company direction, focus area, customers, market parameters, and resources
Promote the development of the Global Club channel strategy and important priorities in partnership with HQ
Build club-specific price architecture evaluating consumer price elasticity and value to market versus other channels
Create Club channel strategy including club-specific permanent packages and seasonal in/out variety packs
WIN CLUB KEY ACCOUNTS Lead the implementation of winning strategies across all US National & Regional Club customers.
Maintain business relationships with senior management across the Club channel, adding value through expertise and strategic partnerships.
Provide clear direction and guidelines regarding priorities– qualitative and quantitative- for the annual business planning process for Club key accounts teams, channel programs, and tactics.
Evaluate the return on investment for each account and create benchmark systems to rate investments and make adjustments.
Ensure visibility agreements for multi-location product placement and quality planogram maintenance; create the best expectations concerning merchandising and pricing to be implemented across the channel.
Challenge top accounts to outpace annual business growth; and call on major retailers to use Red Bull's assets.
Aggregate and analyze large amounts of complex data quickly, and distill that data into clear, viable action plans
GLOBAL IMPACT Work with Global Red Bull HQ to co-develop international 1 to 3-year strategies for the Club channel
Participate in Global Cost negotiation for Club channel customers that operate internationally.
Call on Global buying desks at Club channel customers that operate internationally.
Provide leadership to Red Bull Key Account Managers calling on Global Club channel customers
PARTNERSHIPS Contribute to several US & HQ team meetings to ensure sales representation and the Club channel 'voice'.
Communicate team objectives across RBNA and our Distribution Partners
LEADERSHIP Assist account managers in developing successful programs