National On Premise Key Account Manager | LSR

Company Description

The On Premise is a sales and marketing channel and Red Bull is the undisputed marked leader in this field. On one side over 1 bn cans are sold in the On-Premise annually and 2.5 bn of sales are driven by On Premise occasions. On the other side On Premise is the main trial generator, building the brand in a aspirational environment.

The Key Account Manager for LSR will be responsible for developing and executing the commercial strategy across strategic limited service restaurant customers.

This role requires a strong commercial operator who understands how businesses work, from head-office negotiations and franchise structures through to menu integration, promotional planning, pricing, supply chain and store-level execution.

The successful candidate will be expected to unlock new business, grow existing partnerships and convert national agreements into excellent execution at outlet level.

You maximize business opportunities in a profitable way while developing long-term, mutually beneficial relationships with our top chained (Local and International) On-Premise QSR customers.

You build powerful strategies based on industry- and consumer insights to derive impactful measures which ensure a continuous development of our brand at each of your customers.

As a result, you deliver business plan targets for sales and distribution for the On-Premise channel.

Job Description

STRATEGY AND PLANNING

- Maximization of existing customer performance via effective joint business planning
- Own and develop the strategy for assigned national and regional QSR key accounts.
- Build strong, sustainable relationships with senior customer stakeholders across procurement, commercial, marketing, operations and franchise structures.
- Develop detailed annual Joint Business Plans for priority customers.
- Understand each customer's business model, growth strategy, restaurant footprint, consumer occasion and commercial priorities.
- Build account plans with clear objectives for volume, revenue, distribution, availability, visibility and execution.
- Conduct regular business reviews and identify opportunities to accelerate growth.
- Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as On Premise Marketing, Brand and Consumer-Collecting teams

UNDERSTAND NATIONAL KEY ACCOUNTS

- Strong routines and stakeholder management.
- Corporate versus franchise ownership structures.
- Central procurement and approved supplier structures.
- Distributor and supply-chain models.
- Menu architecture and meal/combo mechanics.
- Promotional calendars and limited-time offers.
- Delivery, takeaway, drive-through and dine-in occasions.
- Restaurant-level operational realities and execution challenges.
- Define “common ground” while keeping “Bullish” win-win in mind.

MANAGING KEY ACCOUNTS

- Maximization of existing customer performance via effective joint business planning and good routines.
- Acquisition of new customers from the relevant national universe
- Identify priority LSR groups and restaurant opportunities where we are currently underrepresented or not listed.
- Build commercially compelling proposals to secure new listings.
- Negotiating win/win partnership agreements which add value to both Red Bull’s and the customer’s business
- Collaborating with internal (other departments) and external stakeholders (including, but not limited to F&B managers, sales- & marketing managers, controllers, logistic managers and CEOs) to leverage business success.
- Managing agreed budget forecast and spend for each account.
- Excellent communication and stakeholder management capabilities.
- Develop the business case behind opportunities, including outlet potential, expected rate of sale, volume, investment and return.
- Understand the customer's current beverage solution and identify where we can add incremental value.
- Lead negotiations from initial engagement through to commercial agreement and implementation.

TRACKING, ANALYZING AND REPORTING

- Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity.
- Analyses promotions effectiveness, asses and then implement any changes to have a stronger ROI for Red Bull and the customer
- Ongoing data maintenance and optimization in the Key Account Tracker and sharing status on Key Account volume, distribution, execution and agreements twice per year with HQ.
- Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations.
- Deliver agreed customer volume, revenue and profitability targets.
- Maintain accurate customer forecasts.
- Track performance versus target and proactively identify risks and opportunities.
- Analyze outlet productivity, rate of sale and customer performance.
- Use data to identify where additional distribution or increased throughput can drive growth.
- Maintain a clear view of promotional and new-business pipelines.

LEADING BY EXAMPLE

- Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players , on site, Ops managers, regional managers)
- Being a “Canbassador” and building affinity and understanding of the Red Bull brand and product within network
- Delivering excellence with Red Bull`s premium brand image in all activities and execution
- Stay on top of industry trends.
- Respect and promote the Red Bull brand and company values within the team.

SELF MANAGEMENT

- Take responsibility for his/her own personal development in accordance with the annual performance objectives.
- Continual communication and consultation with the Management in the related region / group.
- Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.
- Share best practices within the regional and national teams.
- Ability to work in a fast paced, high performance environment.
- Understanding and passion for the South African Quick Service Industry

Qualifications

University – Bachelor’s degree preferred (business, marketing or similar).

At least 3-5 years of outstanding performance and a proven track record in account management (beverage industry preferred)

Strong On Premise industry knowledge, contacts and experience in the On Premise environment.

Good understanding of the route-to-market for these channels.

Entrepreneurial mindset with strong ownership mentality

Strong negotiation and commercial planning skills.

Ability to work in a fast paced environment

Willingness to travel nationally as required.

Outstanding record of accomplishments in sales and trade marketing

Successful track record in leading, managing and motivating Field Sales Forces

Fearless Tenacity to win new business and form new relationships

Excellent verbal and written communication skills

Ability and skills to effectively sell and negotiate

Excellent presentation skills

Entrepreneurial approach and mindset

Highly developed analytical skills

Strong planning, prioritization and organizational ability

Proficient in MS office especially Excel and Power Point

Self-motivated and ability to work independently

Additional Information

This job description is not exhaustive of the potential duties that the successful applicant will be required to perform, and is provided solely to assist potential job applicants in determining their suitability for the role and to apply for the job. It is not an offer of employment and Red Bull is under no obligation to hire an applicant who submits an application.