The Regional Sales Manager's (RSM's) main priority is to sell and execute Red Bull's strategy and initiatives within an assigned group of regions, zones, or banners for a specific national chain.
Key responsibilities include owning regional key account volume, market share, spending budgets, and results, including distribution, price, promotion, and Quality Points of Distribution (QPOD) within the chain. The RSM is also responsible for developing productive business relationships with assigned accounts, creating solutions that meet customer needs while achieving Red Bull's goals, and driving best practices by delivering excellent results and developing innovative solutions.
RSMs must also ensure that all regional programming and promotional activities align with the overall chain strategy and Joint Business Plan established by the account lead.
This role is also eligible to sit in the following locations: Detroit, MI
RESPONSIBILITIES
Areas that play to your strengths
All the responsibilities we'll trust you with:
- MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT
Shelf/Distribution: Executes distribution for priority packages in line with Channel Strategy recommendations. Ensures all regional, zone, and banner schematics reflect Red Bull standards and chain HQ directives related to product flow and package mix.
Price: Sells Red Bull's recommended pricing program by using best practices and available tools. Customizes presentations to better address customer needs. Recommends key account pricing that aligns with national RBNA standards and target price ranges.
Promotion: Develops an annual promotion schedule in accordance with chain HQ goals. Creatively sells Red Bull standards and price points in a way that resonates with customer needs. Ensures all promotions are supported by effective POS materials and incremental displays.
Quality Points of Distribution (QPOD): Customizes the sales pitch to achieve account goals while driving effective, permanent merchandising. Evaluates ROI before recommending specific POS materials or customized solutions. Executes merchandising in line with Channel Strategy guidelines.
- MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS
Establishes a "wiring model" that ensures communication with all regional chain decision-makers.
Routinely engages in activities to build partnerships and "wire" relationships at the regional, zone, and banner levels within assigned chains.
Establishes the necessary tools and business review templates to ensure Red Bull personnel review consistent data with local Distributor Partners (DPs) across the country.
- BUDGETS/ANNUAL PLANNING
Ensures regional, zone, and banner compliance with annual Customer Marketing Agreements established by chain headquarters for all designated areas of responsibility.
Manages travel and entertainment expenses within the assigned budget.
Manages the annual budget for FOAs and distributor spending.
- BUSINESS ANALYSIS
Works with the Head of Account to evaluate ROI for all regional, divisional, and banner-level programs and promotions.
Works with the Category Management Team to evaluate ROI for "pay-for-space" agreements and communicates key learnings to the Channel Lead.
Drives post-promotion analysis, in collaboration with the Category team, after all programs to evaluate 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 purchase patterns.
Thoroughly analyzes business and customer sales to define priorities and areas of focus.
- BUSINESS REVIEWS & RELATIONSHIPS
Conducts quarterly business reviews to update internal and external stakeholders on business performance, channel competition, opportunities, and related topics.
Proactively shares examples of Red Bull marketing activities to demonstrate key points of differentiation from competitors.
Provides energy category insights that drive changes in promotion, pricing, distribution, and merchandising practices.
Routinely engages in activities to build relationships and develop connections within key accounts beyond the buyer level.
- COMMUNICATION & TEAM WORK
Uses appropriate communication processes to keep DPs and DPMs informed of regional/zonel/banner level programs and initiatives for their assigned chains
Routinely visits DPs to ensure personal contact and open lines of communication
Maintains open communication with relevant Region & DP personnel to ensure effective program implementation
EXPERIENCE
Your areas of knowledge and expertise
that matter most for this role:
- Minimum of 4 years of experience in Sales and Key Account Management, with a strong track record of success, preferably in the beverage, CPG (Consumer Packaged Goods), or FMCG (Fast-Moving Consumer Goods) industries, or within a Direct Store Delivery (DSD) operation.
- Experience working with chain accounts across multiple channels, preferably grocery and/or convenience.
- Strong analytical skills, with experience using internal and external data sources.
- Excellent communication and active listening skills.
- Strong negotiation skills.
- Innovative, solution-oriented mindset.
- Self-motivated and able to work independently.
- Must be highly proficient in Microsoft Excel and PowerPoint.
- Travel 30-40%
- Permanent
- Benefits eligible
WHERE YOU'LL BE BASED
ColumbusOhio, United States
United StatesRed Bull North America
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