The primary responsibility of the Regional Sales Manager (RSM) is to drive sales and implement Red Bull's strategies and initiatives within a designated group of regions, divisions, or banners of a specific national chain. Key duties include managing regional key account performance in terms of volume, market share, expenditure budgets, and outcomes across distribution, pricing, promotion, and Quality Points of Distribution (QPOD) within the chain. The RSM is also responsible for fostering effective business relationships with assigned accounts, devising solutions that meet customer needs while aligning with Red Bull's objectives, and promoting best practices by delivering exceptional results and creating innovative approaches. Additionally, RSMs must ensure all regional programming and promotional activities are aligned with the overarching chain strategy and Joint Business Plan established by the Head of the account.
MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT
Shelf/Distribution: Manages the distribution of priority packages in accordance with Channel Strategy recommendations. Ensures that all regional, divisional, and banner schematics align with Red Bull standards and chain headquarters directives regarding product flow and package mix.
Price: Promotes Red Bull's recommended pricing program by leveraging best practices and available tools. Tailors presentations to better address customer needs. Recommends key account pricing in alignment with national RBNA standards and target price ranges.
Promotion: Develops an annual promotional schedule based on chain headquarters objectives. Effectively communicates Red Bull standards and price points in a way that resonates with customer needs. Ensures all promotions include impactful point-of-sale (POS) materials and supplementary displays.
Quality Points of Distribution (QPOD): Adapts sales presentations to meet account-specific goals while striving for effective, permanent merchandising solutions. Reviews return on investment (ROI) prior to proposing specific POS or customized options. Implements merchandising strategies in line with Channel Strategy guidelines.
MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS
Develops a "Wiring Model" to facilitate communication with all regional chain decision-makers.
Regularly participates in activities aimed at building partnerships and establishing connections ("wiring") at the regional, division, and banner levels within assigned chains.
Creates essential tools and business review templates to ensure Red Bull personnel analyze consistent data with local Distributor Partners (DPs), promoting uniformity across the country.
BUDGETS/ANNUAL PLANNING
Ensures Regional/Divisional/Banner compliance with annual Customer Marketing Agreements established by chain headquarters for all designated areas of responsibility.
Manages Travel and Entertainment (T&E) expenses within the assigned budget.
BUSINESS ANALYSIS
Works with Head of account to evaluate ROI with regards to all regional/divisional/banner level programming & promotions
Works with Category Management Team to evaluate ROI with regards to ‘pay-for-space’ agreements and communicates key learnings to Channel Lead
Drives post-promotion analysis, in conjunction with Category, following all programs to evaluate promotional effectiveness
Pursues business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that drives future strategy and better understanding of consumer purchase patterns
Analyses thoroughly their business/customers sales to define priorities and focus
BUSINESS REVIEWS & RELATIONSHIPS
Conducts quarterly business reviews to update internal and external stakeholders on business, channel competition, opportunities, etc.
Proactively shares examples of Red Bull marketing activities to demonstrate key points of difference to competition
Provides Energy Insights that drive change in promotion, price, distribution or merchandising practices
Routinely engages in activities to build relationships and ‘wire’ key accounts beyond buyer level
COMMUNICATION & TEAM WORK
Utilizes appropriate communication methods to keep Distribution Partners (DPs) and Distribution Partner Managers (DPMs) informed about regional, divisional, and banner-level programs and initiatives for their assigned chains.
Regularly visits Distribution Partners to ensure personal engagement and maintain open lines of communication.
Sustains open communication with relevant regional and DP personnel to ensure the successful implementation of programs.
A minimum of 4 years of experience in Sales and Key Account Management, accompanied by a proven record of success, ideally within the beverage, Consumer Packaged Goods (CPG), Fast Moving Consumer Goods (FMCG) sectors, or Direct Store Delivery (DSD) operations.
Experience managing accounts across multiple channels, with grocery and/or convenience store chains preferred.
Demonstrated strong analytical skills and familiarity with utilizing both internal and external data sources effectively.
Excellent communication skills, including active listening abilities.
Proficient in negotiation techniques.
Possesses an innovative and solution-focused mindset.
Self-driven and capable of working independently with minimal supervision.
Highly proficient in Microsoft Excel and PowerPoint.
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 $92,000 - $138,000 + 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.
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