The Key Account Manager is an entrepreneurial role in charge of the development, implementation and tracking of Red Bull's sales strategy. Delivering sales, volume and profitability targets for major national Off Premise Customers are crucial responsibilities. This role requires a 'hands-on' team player who is able to set clear expectations and objectives, who sets aggressive goals and delivers on key initiatives. The Key Account Manager needs to be able to devise a medium-term vision, based on a thorough understanding of customers, trends & opportunities with attention to detail. The person needs to feel comfortable taking calculated risks, identifying & exploiting opportunities to achieve business advantages. Sharing best practices with colleagues & customers to enable Red Bull to gain a competitive advantage is a matter of course. A creative, analytical & challenging personality, oriented towards actions, who is able to build strong strategic customer relationships & collaborate within the company cross-functionally & internationally.Todas as responsabilidades que te iremos confiar:StrategyLead and manage the implementation of Red Bull's commercial strategy at all key customers. Develop short and mid-term customer strategies in line with the overall national sales policy. Implement national price strategies and establish the customer pricing accordingly.Analysis and PlanningAnalyse available data sources (e.g. Nielsen, scanner and customer data) and derive customer's growth opportunities. Continuously plan sales forecasts and prepare trade spend budgets to hit profitability targets. Develop plans for annual business and effective promotion. Prepare yearly negotiations (including different scenarios) with a focus on Red Bull's sales drivers and Red Bull's customer spend strategy. Produce excellent conceptual selling decks and establish Red Bull as the category leader.ExecutionConduct and lead the yearly negotiation process at key customers. Agree with customers on Red Bull's Perfect Store concept.TrackingContinuously track and adjust volume and profitability targets by using existing sales reports. Prepare and discuss the success of executed plans (e.g. promotions) with customers and show Red Bull's contribution to the customer's business. Use the Perfect Store Audit to manage the execution in-store effectively.CollaborationContinually research to understand customer needs better and respond with programmes (in line with the brand equity) that are mutually beneficial. Develop effective partnerships for Red Bull to be regarded as a key supplier and engine for profitable growth. Strive for Category Captaincy with key strategic retailers within the energy category. Build strong intercompany networks and establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies and conceptual sells.As tuas áreas de conhecimento e experiência o mais importante para esta função:A proven track record of 3-5 years professional experience in Key Account Management and/or Field.Experience in Category Management preferred.Cross-functional experience in Trade Marketing/Consumer Marketing is a plus (not mandatory).Excellent network of existing contacts and trade relationships.Strategic ability -- develop specific, valuable, innovative and commercially focused strategies but also grasp the 'bigger picture'.Commercial acumen -- strong understanding of sales processes and financial systems. Strategic and innovative commercial awareness. Ideally can work with SAP/BI to plan and track sales results.Analytical skills -- strong planning and negotiation skills with a sound understanding of financial bottom line implications of sales and marketing decisions. Able to analyse sales and customer data, take the best conclusion, and develop initiatives with the highest value for the shopper, customer and Red Bull.Negotiation experience -- successful front line retail negotiation experience and problem-solving skills.Presentation skills -- demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise and empowering way.
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