Key Account Specialist (in HoReCa)

Описание

The Key Account Specialist is assisting to KAM in entrepreneurial leadership role for development, implementation & tracking of Red Bull’s sales strategy. Thereby delivering sales, volume & profitability targets for major national On Premise Customers are crucial responsibilities.
This role requires a ‘hands-on’ leadership over regionalk key acccounts performance, to set clear expectations & objectives with aggressive goals & delivers on key initiatives.
The Key Account Specialist needs to be able to devise a medium-term vision, based on thorough understanding of customers, trends & opportunities with attention to detail.

Strategy

• Implement of Red Bull’s commercial strategy at all key customers at the regional level with supervision of manager
• Designing & implementation of National KA strategies
• Assist in development of short & mid-term customer strategies in line with the overall national sales policy
• Implement regional price strategies & establish the customer pricing accordingly

Analysis and Planning

• Analyse available data sources (e.g. Nielsen, scanner and customer data) and derive customer’s growth opportunities.
• Assist in planning for sales forecast & preparation of trade spend budget to hit profitability targets
• Develop annual business & effective promotion plans for regional customers
• Prepare yearly negotiations (including different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy.
• Take active part in preparation of excellent conceptual selling decks & establish Red Bull as the category leader

Tracking

• Continuously track and adjust volume and profitability targets by using existing sales reports.
• Prepare and discuss success of executed plans (e.g. promotions) with customers and show Red Bull’s contribution to customer’s business.
• Use the Perfect Store Audit to manage the execution in store effectively.

Your experience:

• A proven track record of min 3 years professional experience in Key Account Management &/or Field Force Management, ideally with FMCG/beverage background
• Cross-functional experience in Trade Marketing/Consumer Marketing is a plus (not mandatory).
• Excellent network of existing contacts and trade relationships.
• Strategic ability - develop specific, valuable, innovative and commercially focused strategies but also grasp the ‘bigger picture’.
• Analytical skills - strong planning and negotiation skills with a sound understanding of financial bottom line implications of sales and marketing decisions. Able to analyse sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer and Red Bull.
• Negotiation experience - successful front line retail negotiation experience and problem-solving skills.
• Presentation skills - demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise and empowering way.