Director of Key Accounts, Small Format Sales

6 days ago

Philadelphia, Pennsylvania, United States Red Bull Full time
Job Title: Director of Key Accounts, Small Format Sales

Company Description

The purpose of the Small Format Sales team is to drive Red Bull North America (RBNA) objectives - both quantitative (revenue, volume, profit, and share) and qualitative (in-store presence, top retail relationships, training and development) in Convenience. Reporting to the VP, Key Accounts, the Director of Key Accounts, Small Format Sales plays a crucial role in bringing this to life across multiple internal and external stakeholders and will deliver the right initiatives, resources, direction, and leadership to ensure the sales organization can achieve these goals.

Key Responsibilities
  • Lead a Key Accounts Team that drives results with the top regional small format customers
  • Develop strategies, tactics, and initiatives used by all regional accounts within specific geographic spans
  • Lead all efforts involving cross-functional initiatives (cross-marketing, product, pricing, etc.)
Strategic Business Planning

Develop long-term small format channel strategies and specific initiatives considering company direction, focus area, key customers, market parameters, and resources.

Aggregate and analyze large amounts of complex data quickly, and distill that data into clear, viable action plans.

Allocate resources where the investment has the highest payback and with regions or customers with strategic importance/relevance.

Drive the annual business planning process for small format key accounts team, channel programs, initiatives, and tactics.

Monitor market trends and maintain timely data on competition.

Oversight of Small Format Key Accounts

Lead the development of all small format regional key accounts.

Improve relationships with top chain accounts by adding value through thought leadership and strategic partnerships.

Consistently evaluate ROI and investment for each chain and channel and make appropriate adjustments as needed.

Issue clear direction and guidelines with regards to priorities - both qualitative and quantitative.

Cross-Functional Partnerships

Actively contribute to a wide variety of HQ Cross-Functional Teams within RBNA to ensure sales representation and the Key Account's 'voice.'

Communicate, align, and execute associated Cross-Functional Team objectives across RBNA.

Leadership, Coaching, and Development

Build, develop, and lead a large, geographically disparate team.

Ensure career development for Small Format organization.

Assist account managers to develop effective programs.

Coach, educate, and motivate direct reports for increased productivity.

Spend adequate time with team in office and field to implement and execute Red Bull standards.

Lead team to develop thought-leading initiatives and insights that impact national strategy.

Customer Profitability Management (CPM)

Lead the business priorities, objectives, and results across CPM (a long-term business transformation process) as it relates to ALL Key Account processes.

Develop trainings and processes to ensure CPM becomes part of RBNA culture.

Continually seek ways to improve and streamline.

Qualifications

Minimum 10 years experience in CPG sales; food or beverage experience preferred.

Experience in Key, Regional, or National account management required; small format experience preferred.

Background working with a DSD network preferred.

Exceptional negotiator and influencer, leveraging business analytics to achieve desired outcomes.

Demonstrated skills as a change agent, leader, and performance coach to develop talent.

Self-motivated, self-directed, flexible, and able to work under pressure in a fast-paced environment.

Strategic thinker passionate about achieving long-term success via a hands-on, solutions-oriented approach.

Analytical background and ability to analyze complex trends and data.

Strong knowledge of consumer marketing principles. Experience in supporting and facilitating cross-departmental interdependencies across sales and marketing.

Bachelor's degree preferred, advanced degree a plus.

Must be fluent in English, additional language skills an advantage.

Additional Information

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.

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