Job Specifications
The Regional Sales Manager’s (RSM) primary responsibility is to sell and implement Red Bull’s strategies and initiatives across a defined group of regions, divisions, or banners within a specific national chain. Key responsibilities include ownership of regional key account volume, market share, spending budgets, and results (including distribution, pricing, promotion, and Quality Points of Distribution (QPOD) within the chain); building and maintaining productive business relationships with assigned accounts; developing solutions that meet customer needs while achieving Red Bull’s objectives; and driving best practices by delivering strong results and creating innovative solutions. RSMs must also ensure that all regional programming and promotional activities are aligned with the overall chain strategy and the Joint Business Plan established by the head of the account.
All the responsibilities we'll trust you with:
MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT
Shelf/Distribution: Executes product distribution on priority packages in accordance with Channel Strategy recommendations. Ensures that all regional, divisional, and banner schematics reflect Red Bull standards and chain headquarters directives regarding product flow and package mix. Price: Promotes and sells Red Bull’s recommended pricing program by applying best practices and using available tools. Tailors presentations to address the specific needs of each customer. Recommends key account pricing that is aligned with national RBNA standards and target price ranges. Promotion: Develops an annual promotion calendar that supports chain headquarters objectives. Presents Red Bull standards and price points in a way that effectively addresses customer needs. Ensures that all promotions are supported with effective point-of-sale (POS) materials and incremental displays. Quality Points of Distribution (QPOD): Adapts the sales approach to meet account objectives while driving effective, permanent merchandising. Evaluates return on investment (ROI) before recommending specific POS materials or customized solutions. Executes merchandising in accordance with Channel Strategy guidelines.
MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS
Establishes a “wiring model” that ensures effective communication with all regional chain decision-makers. Regularly participates in activities to build partnerships and establish strong connections at the regional, division, and banner levels within assigned chains. Develops the necessary tools and business review templates to ensure Red Bull personnel review consistent data with local Distributor Partners (DPs), promoting uniformity across the country.
BUDGETS/ANNUAL PLANNING
Ensure that the region/division/banner complies with annual Customer Marketing Agreements from chain headquarters for all assigned areas of responsibility. Manage travel and entertainment (T&E) spending within the assigned budget.
BUSINESS ANALYSIS
Works with the Head of Accounts to evaluate ROI for all regional, divisional, and banner-level programs and promotions. Collaborates with the Category Management Team to evaluate ROI for “pay-for-space” agreements and communicates key learnings to the Channel Lead. Leads post-promotion analysis, together with the Category team, after all programs to assess promotional effectiveness. Develops business relationships that enable Red Bull to obtain relevant retailer scan data, basket analysis data, and other insights that inform future strategy and improve understanding of consumer purchasing patterns. Thoroughly analyzes their business and customer sales to define priorities and areas of focus.
BUSINESS REVIEWS & RELATIONSHIPS
Conducts quarterly business reviews to update both internal and external stakeholders on the business, channel competition, opportunities, and related topics. Proactively shares examples of Red Bull marketing activities to highlight key points of differentiation from competitors. Provides Energy Insights that drive changes in promotion, pricing, distribution, or merchandising practices. Regularly engages in activities to build relationships and establish strong connections within key accounts beyond the buyer level.
COMMUNICATION & TEAM WORK
Uses appropriate communication processes to keep DPs and DPMs informed about regional, divisional, and banner-level programs and initiatives for their assigned chains. Routinely visits DPs to ensure personal contact and maintain open lines of communication. Maintains open communication with relevant regional and DP personnel to ensure effective program implementation.
Your areas of knowledge and expertise that matter most for this role:
4+ years of sales and key account management experience with a strong record of success, preferably in the beverage, consumer packaged goods (CPG), or fast-moving consumer goods (FMCG) industries, or within a Direct Store Delivery (DSD) operation.
Experience managing chain accounts across
About the Company
Red Bull Gives Wiiings to People and Ideas. This has driven us - and all we do - since 1987. Today, Red Bull operates in over 170 countries, selling more than 12 billion cans annually and growing! Above all, our people remain the essential ingredient in bringing the Red Bull brand to life. Check out our open roles to become part of the world of Red Bull. Most jobs take energy, ours give it. Check out our open roles to become part of the world of Red Bull - jobs.redbull.com
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