All the responsibilities we'll trust you with:
Strategy
Manage the implementation of Red Bull's commercial strategy at the key customers. Develop short and mid-term customer strategies in line with the overall national sales policy, with a strong focus on innovation and long term sales drivers. Implement price strategies in-line with company mandate and establish the customer pricing accordingly. Deliver a promotional plan that drives share and category growth and protects channel profitability and is aligned with the National grid.
Analysis and Planning
Analyse available data sources (e.g. Nielsen, scanner and customer data) and derive customers growth opportunities. Continuously plan sales forecast and prepare trade spend budget to hit profitability targets. Develop plans for annual business and effective promotion. Produce excellent conceptual selling decks and establish Red Bull as the category leader.
Execution
Conduct and lead yearly negotiation process at key customers within your portfolio, spend time in understanding what is required to win in categor. Agree with customers on Red Bull's Perfect Store concept/ VIP programs/ Profit Zone concept / Permanent Category Solutions. Manage in trade partners for Merchandising and Execution within assigned portfolio.
Collaboration
Continually 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 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 Field Sales, Distribution team as well as Trade Marketing. Jointly develop winning customer category strategies and conceptual sells.
Forecasting
Forecasting base volume based on base/promo/execution using PET to better understand off-take and what drives effective promotional uplift. Volume forecast critical for planning demand via DP driving overall business efficiencies This is critical in planning pack mix and ultimately profitability mix.
Your areas of knowledge and expertise that matter most for this role:
- University Degree, preferably Economics/Business Administration
- Managing and controlling budgets, including investment and optimizing investment buckets.
- A proven track record of 2-5 years professional experience in Key Account Management and/or Field
- Force Management, ideally with FMCG/beverage background within the gas or impulse channels.
- Cross-functional experience in Trade Marketing/Consumer Marketing is a plus (not mandatory).
- Excellent network of existing contacts and trade relationships.
- Tactical planning / 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, 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.
