Key Account Specialist - Retail

Company Description

In 1987, Red Bull not only launched a completely new product, it also created and has led ever since a whole new category, Energy Drinks. Today Red Bull employs around 19,000 people in over 178 countries, selling over 12 billion cans last year. The World of Red Bull provides the forum for you to use your talent and passion, to develop & grow yourself and make an impact through our purpose of giving wings to people & ideas.

The Key Account Specialist is responsible for driving the development, implementation & tracking of Red Bull’s sales strategy across assigned Retail and eCommerce accounts. Through strategic business partnerships and effective account management, the role is expected to deliver key business plans and initiatives while maximizing Red Bull’s sales potential.

The role is accountable for delivering business results, including Trade Sales Volume and profitability by driving brand building activations, implementing Perfect Store/Perfect Online Store standards, maximizing the impact of execution and trade term optimization.

The person needs to feel comfortable communicating and influencing brand vision with internal and external costumers/counterparts, getting feedback, identifying & exploring opportunities & to achieve business advantages. Sharing best practices and market insights with colleagues & customers to strengthen Red Bull’s advantage is an essential part of the role.

A creative, analytical & challenging personality, oriented towards actions, who is able to build strong strategic customer relationships & to collaborate within the company cross-functional and international.

Job Description

Key Account Management

Developing productive long term relationships with customers to reach and exceed sales targets.

Act as a main contact for customers.

Deliver monthly trade sales volume based on LRE (last revised estimate).

Implementing account sales strategies.

Preparing volume forecasts and plans.

Driving customer engagement through alignment on the business plans, joint business planning leading to in- store/online execution excellence.

Regular store checks to acquire information on execution and market information.

Terms of trade negotiation, business development agreement.

Work cross functionally with Trade Marketing/ Marketing / Operations.

Distribution Partner/Field Sales Agency Management

­Depending on the assigned accounts: 1. Train field sales & merchandiser forces to sell targeted volume and ensure in-store execution excellence. 2. Work with and manage distribution partner to deliver on account KPIs.

­Ensure timely, correct and complete weekly and monthly reporting from field sales.

­Set up a positive business and personal relationship with customers, Distribution Partner and Field Sales Agency in order to ensure the long-term success.

Budget

Manage trade spend budget for assigned accounts.

Ensure utilisation of the budgets strictly in line with Red Bull guidelines.

Internal and External Planning/ Business Plan/ Coordination:

­Suggest, present and realize annual/quarterly/monthly action plans to ensure sales volume growth on assigned accounts.

­Provide line manager with any information requested for business plan preparation and strategic decisions.

Weekly coordination and report, on work in progress, sales strategy, and key customers activities with line manager.

POS and Coolers

Control the achievement of company targets on POS and coolers placement by month and by account.

­Instruct/coordinate Distributor/Field Sales Agency/Operations on POS and coolers standards in assigned accounts.

Ensure proper management, utilization and inventory storage of Red Bull assets/POSM.

Qualifications

At least 2-3 years Sales experience in managing either Hypermarket, Supermarket or key eCommerce platforms.

Proficient in MS Office (Word, Excel, Power Point).

Able and willing to work in a flat structured, low-bureaucratic company, applying all best practices obtained on previous jobs.

Bring disciplined, innovative and creative approach to the business.

Strategic ability: Can develop specific, valuable, innovative & commercially focused strategies but also grasp the ‘bigger picture’.

Analytical skills - Strong planning & negotiation skills with a sound understanding of financial bottom line implications of sales & marketing decisions. Able to analyses sales & customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer & Red Bull

Negotiation skills - Successful front line retail negotiation experience & problem-solving skills

Additional Information

Education Requirements: University Degree 

Language Requirements: Mandarin, English (Advanced Level)