Regional Account Manager (Non-Commercial)

Company Description

This role can sit out of Detroit, MI or Indianapolis, IN

The Regional Account Manager Non Commercial (RAM) is a key member of Red Bull North America’s (RBNAs) Non-Commercial national sales team. This role contributes to volume, share, and distribution goals by selling and implementing national account priorities at the region level for Red Bull North America across the top Non-Commercial Foodservice companies in the country.  The role will focus on Fitness, Healthcare, College & University, Vending, Regional Contract Foodservice wiring and Travel opportunities.

This role achieves it’s objectives through aligning, translating, and executing mutual customer and Red Bull priorities across national account sectors/ lines of business to over-deliver on results. The roles responsibilities include, but are not limited to – key customer relationship building and wiring at a region level to execute national account programs and priorities, management of extensive regional stakeholder relationships across a wide geography, effectively influencing and communicating to execute through field sales and marketing organization to drive brand programming into all outlets.

Job Description

MANAGE & DEVELOP REGIONAL MARKET TO DELIVER VOLUME OBJECTIVES

Distribution: Ensures all national/division/regional/unit schematics reflect Red Bull standards within the Non-Commercial directives relative to flow and package mix.

Promotion: Develops annual promotion schedule in accordance with non-commercial HQ goals. Creatively sells Red Bull standards and price points in a way that resonates with the customer’s needs. Ensures all promotions are accompanied by effective POS and incremental displays

Quality Points of Distribution (QPOD): Customizes sales pitch to achieve account goals while driving effective, permanent displays. Evaluates ROI prior to recommending specific POS or customized solutions. Executes displays in-line with HQSG channel guidelines

Initiate and cultivate Red Bull Foodservice Team, BU and DP relationships, including increasing awareness of assigned accounts, working with BU Field Marketing and partnering in initiatives to align National Accounts and Red Bull initiatives.

MANAGE LOCAL RELATIONSHIPS THAT INFLUENCE REGIONS/DIVISIONS/BANNERS OF ASSIGNED CHAINS

Establishes ‘Wiring Model’ that ensures communication with all regional customer decision makers and execution to unit level.

Routinely engages in activities to build relationships and ‘wire’ at the national/division/regional level at assigned customers

Establishes necessary tools and business review templates to ensure Red Bull personnel are reviewing similar data with local Distributor Partners (DPs) to ensure consistency across the Business Units

BUDGETS/ANNUAL PLANNING

Ensures national/division/regional compliance with annual Customer Marketing Agreements from non-commercial HQ companies for all designated areas of responsibility

Thoroughly tracks and controls the budgets to secure alignment with the annual BP budgets

Manages T&E spending to assigned budget

BUSINESS ANALYSIS & REVIEWS

Works with leadership to evaluate ROI with regards to all national/division/regional level programming & promotions

Drives post-promotion analysis, in conjunction with Category Manager, following all programs to evaluate promotional effectiveness

Uses all available RBNA data, information and tools and Category Management support to develop and maintain a position of thought leadership within the Energy Drink Category with assigned territories

Aggressively pursues business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that drives future strategy and better understanding of consumer purchase patterns

Analyzes business/customers sales to define priorities and focus for the team

Conducts quarterly business reviews to update leadership on business, channel competition, opportunities, etc.

Proactively shares examples of Red Bull marketing activities to demonstrate key points of difference to competition.

Provides Energy Insights that drive change in promotion, price, or display practices.

COMMUNICATION & TEAMWORK

Uses appropriate communication processes to keep Foodservice sales, marketing and distribution teams informed of all programs and initiatives. DPs and DPMs informed of national/division/regional level programs and initiatives for their assigned chains

Maintains open communication with relevant BU & DP personnel to ensure effective program implementation

Communicates regularly and works effectively with the BU/HQ teams.

Leverages insights and input from marketing, finance and category management experts to develop strong plans and conceptual selling story. 

Communicates regularly and works effectively with all the HQ, Foodservice, and BU teams. Leverages the input from marketing, finance, and category management experts to develop strong plans and conceptual sells to the retailers.

Qualifications

• Minimum 5 years Sales and Key Account experience with a strong track record of success.
• Experience managing Food Management Companies preferred
• Demonstrated success implementing regional programs across multiple non-commercial segments
• In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Broadline industry, DSD experience a plus
• Strong analytical skills and experience using internal and external data sources (i.e. IRI, Nielsen)
• Excellent communication, active listening, & collaboration skills
• Strong negotiation skills
• Innovative, solution-oriented mindset, ability to digest feedback and quickly into action.
• Self-motivated and able to work independently
• Must be extremely proficient in Microsoft Excel and PowerPoint
• Bachelor’s Degree required
• Must be fluent in English, additional language skills an advantage

Additional Information

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.
The base salary range for this position is $92,000 - 138,000 + cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.
Our current Benefits include:
Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO & Paid Holiday Schedule, Pet, Legal, and Life Insurance, Tuition Reimbursement (Benefits listed may vary depending on the nature of your employment and/or work location)

Red Bull North America, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.