Red Bull
The On Premise is a sales and marketing channel and Red Bull is the undisputed marked leader in this field. On one side over 1 bn cans are sold in the On-Premise annually and 2.5 bn of sales are driven by On Premise occasions. On the other side On Premise is the main trial generator, building the brand in a aspirational environment.
The On Premise Key Account Manager will be responsible for driving both the current as well as future distribution and sales of our product portfolio in Key Group Accounts across the channels of Bars, Pubs, Casinos and Lodging in South Africa.
The On Premise Key Account Manager will maximize business opportunities in a profitable way while developing long-term, mutually beneficial relationships with our top chained On-Premise customers.
The On Premise Key Account Manager will build powerful strategies based on industry- and consumer insights to derive impactful measures which ensure a continuous development of our brand at each of your customers.
As a result, On Premise Key Account Manager deliver business plan targets for sales and distribution for the On-Premise channel.
RESPONSIBILITIES
Areas that play to your strengths
All the responsibilities we’ll trust you with:
STRATEGY AND PLANNING
Maximization of existing customer performance via effective joint business planning
Acquisition of new customers from the relevant national universe
Negotiate commercial agreements, promotional campaigns and range.
Negotiating win/win partnership agreements which add value to both Red Bull’s and the customer’s business
Collaborating with internal (other departments) and external stakeholders (including, but not limited to F&B managers, sales- & marketing managers, GM’s, logistic managers and CEOs) to leverage business success
Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as Musketeer- On Premise Marketing and Consumer-Collecting teams
Managing agreed budget forecast and spend for each account.
Monitoring customer performance and margin against investment and taking corrective action where necessary
UNDERSTAND NATIONAL KEY ACCOUNTS
Strong routines and stakeholder management.
Fully understands the route-to-market environment to maximize optimal and most profitable means to get the can into store / site.
Continually research to understand customer needs better and respond with initiatives that are mutually beneficial.
Develop effective partnerships for Red Bull to be regarded as a key supplier and engine for profitable growth
Define “common ground” while keeping “Bullish” win-win in mind.
Explore and identify value of all possible variables for the customer.
Maintains a strong in-field presence.
DEFINE NATIONAL KEY ACCOUNTS STRATEGY AND TACTICS (PLAN)
In cooperation with On Premise Marketing and Leadership teams, develop and build the National Key Account Strategy and Tactics for Red Bull to win in these channels – annual business plan, quarterly and monthly plans.
Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations.
MANAGING KEY ACCOUNTS
Maximization of existing customer performance via effective joint business planning and good routines.
Acquisition of new customers from the relevant national universe
Negotiate commercial agreements and promotional campaigns.
Negotiating win/win partnership agreements which add value to both Red Bull’s and the customer’s business
Collaborating with internal (other departments) and external stakeholders (including, but not limited to F&B managers, sales- & marketing managers, controllers, logistic managers and CEOs) to leverage business success.
Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as Musketeer- and Consumer-Collecting teams.
Managing agreed budget forecast and spend for each account. Monitoring customer performance and margin against investment and taking corrective action where necessary.
Excellent communication and stakeholder management capabilities.
TRACKING, ANALYZING AND REPORTING
Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity.
Analyses promotions effectiveness, asses and then implement any changes to have a stronger ROI for Red Bull and the customer
Ongoing data maintenance and optimization in the Key Account Tracker and sharing status on Key Account volume, distribution, execution and agreements twice per year with HQ.
Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations
LEADING BY EXAMPLE
Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players , on site F&B or Ops managers, store and site managers as well as staff)
Being a “Canbassador” and building affinity and understanding of the Red Bull brand and product within network
Delivering excellence with Red Bull`s premium brand image in all activities and execution
Stay on top of industry trends.
Respect and promote the Red Bull brand and company values within the team.
SELF MANAGEMENT
Take responsibility for his/her own personal development in accordance with the annual performance objectives.
Continual communication and consultation with the Management in the related region / group.
Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.
Share best practices within the regional and national teams.
Ability to work in a fast paced, high performance environment.
Understanding and passion for the South African nightlife and hospitality industry.
EXPERIENCE
Your areas of knowledge and expertise that matter most for this role:
University – Bachelor’s degree preferred (business, marketing or similar).
Atleast 3-5 years of outstanding performance and a proven track record in account management (beverage industry preferred)
Strong On Premise industry knowledge, contacts and experience in the On Premise environment.
Good understanding of the route-to-market for these channels.
Entrepreneurial mindset with strong ownership mentality
Strong negotiation and commercial planning skills.
Ability to work in a fast paced environment
Willingness to travel nationally as required.
Outstanding record of accomplishments in sales and trade marketing
Successful track record in leading, managing and motivating Field Sales Forces
Fearless Tenacity to win new business and form new relationships
Excellent verbal and written communication skills
Ability and skills to effectively sell and negotiate
Excellent presentation skills
Entrepreneurial approach and mindset
Highly developed analytical skills
Strong planning, prioritization and organizational ability
Proficient in MS office especially Excel and Power Point
Self-motivated and ability to work independently
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