National Account Manager, Specialty Retail

Company Description

This role can sit out of any major metro on the East Coast. 

The National Account Manager (NAM) is responsible for growing Red Bull's business across a portfolio of national retail partners. This role leads account strategy, oversees business performance, and serves as the primary point of contact for all customer-related initiatives at both the national and regional levels.

Working closely with teams across Sales, Marketing, Distribution, Finance, Operations, and Legal, the NAM helps align priorities, drive execution, and deliver results. Success in this role comes from building strong relationships with customer stakeholders, identifying growth opportunities, managing key business objectives such as distribution, pricing, promotions, and in-store presence, and developing solutions that create value for both the customer and Red Bull.

Job Description

STRATEGIC BUSINESS PLANNING & EXECUTION

Executes short and long term strategies and activities consistent with RBNA objectives and standards.

Allocates resources where the investment has the highest payback with strategically important customers.

Drives the business planning and budget process for the assigned businesses.

Monitors market trends and feeds relevant consumer and competitive information to the HQ Insights Department.

Penetrates the senior executive levels at each customer’s HQ & the various field based personnel via Business Review to align Red Bull strategic objectives with that of the customer.

Must align internal Red Bull resources from all functional areas to achieve objectives.

EXECUTE RED BULL STANDARDS

Shelf/Distribution - Executes distribution on priority packages consistent with RBNA recommendations and ACV goals for each retailer. Ensures all retailer account schematics reflect Red Bull standards relative to flow, package mix, Fair Space Index, and Strike Zone.

Price - Aggressively sells Red Bull’s optimum prices by utilizing best practices and available tools. Customizes presentations to appeal to customer’s needs and fulfill mutual objectives. Secures pricing and promotional programs that align with Red Bull internal guidance documents.

Promotion - Executes annual promotion schedule in accordance with RBNA objectives and customer volume/share 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.

Presence - 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 RBNA guidelines.

BUDGET PLANNING

Constructs annual Customer Marketing Agreements and manages associated funds for each retailer.

Consistently tracks and evaluates Trade Investments to ensure highest return on investment.

Drives post-promotion analysis following all programs to evaluate promotional effectiveness and display execution.

Thoroughly analyses customers’ sales to define priorities and focus for the team at both the national & BU levels.

MANAGEMENT OF BU & DP RELATIONSHIP THAT INFLUENCE EXECUTION ACROSS THE US

Effectively establishes ‘Wiring Model’ that ensures all BU management (DKA, DOD, RBDC) are wired with specific Red Bull personnel that manage the HQ & BU business.

Establishes necessary tools and business review templates to ensure data consistency with BUs and DPs

Gathers regularly/quarterly updates from marketing about the latest achievements/highlights and shares them with his/her team, the retailer HQ teams, and relevant BU personnel

Communicates regularly and works effectively with all internal and external stakeholders.

Leverages the input for marketing and finance experts to develop strong plans and conceptual sells to the retailer HQ teams.

Consistently coaches broader account team to ensure effective partnerships, programs, key retail relationships, and collaborative relationships with Red Bull & Distributor Partners (DP) field personnel in each BU.

Qualifications

• Minimum 8 years Sales and Key Account experience with a strong track record of success
• Past experience in managing national chain business in convenience and Specialty Retail channels
• Strong analytical skills and experience using internal and external data sources (i.e. Nielsen, Circana, CPM, Sales Data)
• Ability to demonstrate solid “peer leadership/influence”
• Strong leadership presence with excellent communication and active listening skills
• Advanced strategic thinking, planning, financial management, decision-making, sales presentation, & negotiation skills
• Innovative, solution-oriented mindset and ability to drive collaboration across diverse functional groups to achieve goals
• Passion to make significant contributions to the Red Bull organization through continuous process & ways of working improvement
• In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industry
• Self-motivated and able to work independently
• Must be extremely proficient in software packages (Microsoft Excel and PowerPoint) & internal systems (CPM, SAP/BI)

Additional Information

The base salary range for this position is $124,000 - 186,000 + 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. We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.

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. We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.