Sr. Key Account Manager

Company Description

The Senior Key Account Manager (SKAM) is responsible for leading Red Bull's business strategy and growth initiatives across a portfolio of key customers. This role serves as the primary business partner for assigned accounts, driving performance and delivering results at both the national and local market levels.

Working closely with cross-functional teams, including Sales, Distribution, Marketing, Finance, Operations, and Legal, the SKAM helps align priorities, strengthen partnerships, and execute strategies that support shared business objectives.

Key responsibilities

include managing account performance across Distribution, Price, Promotion, and Presence; overseeing budgets and business results; building strong relationships with customer leadership teams; and identifying opportunities to drive sustainable growth.

The Senior Key Account Manager also contributes innovative ideas, shares best practices, and collaborates across the organization to create value for both Red Bull and its customers.

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 - 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/Merchandising - Customizes sales pitch to achieve account goals while driving effective, permanent merchandising in-store (cold and warm placements). Evaluates ROI prior to recommending specific POS or customized solutions. Executes merchandising 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 & Regional levels.
• MANAGEMENT OF REGIONAL & DP RELATIONSHIPS THAT INFLUENCE EXECUTION ACROSS THE US
• Effectively establishes 'Wiring Model' that ensures all Regional management are wired with specific Red Bull personnel that manage the HQ & Regional business.
• Establishes necessary tools and business review templates to ensure data consistency with Regions and DPs
• Gathers regularly/quarterly updates from marketing about the latest achievements/highlights and shares them with their team, the retailer HQ teams, and relevant Region 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 Region.

Qualifications

• Minimum 6 years of sales and key account experience with a strong track record of success
• Experience in managing chain business in grocery and/or convenience 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

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.

The base salary range for this position is $115,000 - 173,000 + 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.