Key Account Manager - Specialty Retail

Company Description

The Key Account Manager - Specialty Retail is responsible for building and developing Red Bull's Specialty Retail business in South Africa, creating a scalable growth channel across Value, DIY and other relevant non-traditional retail environments. The role will identify and acquire strategic customers, develop long-term customer partnerships, establish sustainable routes to market and translate national agreements into strong store-level execution. Working closely with Distribution, Field Sales, Trade Marketing, Category Management, Finance, Operations and Marketing, the Key Account Manager will turn fragmented opportunities into a clearly defined channel strategy that delivers profitable volume, incremental distribution, greater availability and increased visibility for Red Bull.

Job Description

Specialty Retail Strategy

Develop and own Red Bull South Africa's strategy for Specialty Retail, establishing a clear vision and growth roadmap across Value, DIY and other relevant non-traditional retail environments.

Map and segment the total Specialty Retail universe, identifying customer groups, banners, store formats and geographic opportunities with the greatest commercial potential.

Prioritise customers and opportunities according to potential volume, revenue, distribution, scalability and strategic fit.

Translate the channel strategy into annual plans with clear objectives for customer acquisition, distribution, portfolio, route to market and store-level execution.

Identify emerging retail formats, changing shopper behaviour and new consumption occasions that could create incremental growth for Red Bull.

New Business Development

Build and manage a structured new-business pipeline focused on acquiring high-potential national and regional Specialty Retail customers.

Research and understand prospective customers' business models, store footprints, shopper profiles, operating structures and commercial priorities.

Develop compelling customer propositions and commercial business cases that demonstrate how Red Bull can create incremental value for the retailer and its shoppers.

Establish relationships with senior customer stakeholders across buying, commercial, procurement, operations, marketing and supply chain.

Lead negotiations covering commercial conditions, range, pricing, distribution, promotional activity, visibility and execution.

Convert identified opportunities into sustainable customer partnerships with the operational foundations required to scale successfully.

Key account management & Joint business planning

Build credible, long-term and mutually beneficial relationships with strategic national and regional Specialty Retail customers.

Develop and execute annual customer strategies and Joint Business Plans for priority accounts.

Create clear account plans covering volume, revenue, distribution, availability, assortment, pricing, visibility and execution.

Understand each customer's strategy, shopper, commercial model and key business priorities, using this knowledge to identify opportunities for shared growth.

Conduct regular customer business reviews, using relevant performance information and market insights to assess progress and agree corrective actions.

Expand existing customer partnerships by securing additional distribution, relevant assortment, improved availability and increased visibility for Red Bull.

Route to market & distribution development

Partner with the Distribution team to establish the most effective and scalable route-to-market solution for each customer, retail format and geographic opportunity.

Identify and resolve commercial, operational, ordering, delivery and replenishment barriers that could prevent sustainable customer growth.

Ensure new customers have clear ordering processes, reliable product availability and the appropriate service model before wider rollout.

Develop practical distribution models for fragmented, regional or decentralised Specialty Retail customers.

Work with distribution partners and internal stakeholders to improve service levels and unlock retail environments not effectively served by existing models.

Continuously review route-to-market performance and recommend improvements that increase reach, availability, efficiency and commercial return.

Executional excellence

Translate national and regional customer agreements into excellent and consistent execution at store level.

Partner with Field Sales, Trade Marketing and customer operations teams to establish relevant execution standards for each customer and retail format.

Drive the key execution fundamentals of availability, distribution, assortment, pricing, cold availability, visibility and secondary placement.

Ensure the appropriate pack and SKU assortment is available based on each customer's shopper profile, store format and consumption occasions.

Conduct regular market visits to evaluate execution, identify opportunities and gather insights that strengthen customer plans.

Track execution gaps and agree clear corrective actions with Field Sales, customer stakeholders and distribution partners.

Commercial performance & cross-functional leadership

Deliver agreed annual volume, revenue, distribution and profitability objectives across the Specialty Retail portfolio.

Develop accurate customer forecasts, monitor performance against business plans and identify risks or growth opportunities requiring action.

Manage customer investments responsibly, ensuring commercial agreements and expenditure are linked to clearly defined and measurable outcomes.

Act as the internal owner and champion for Specialty Retail, aligning Sales, Distribution, Field Sales, Trade Marketing, Category Management, Finance, Operations and Marketing behind channel priorities.

Partner with Category Management and Trade Marketing to develop relevant assortment, placement, shopper and execution solutions for priority customers.

Provide clear and regular reporting on account performance, the new-business pipeline, customer acquisition, distribution growth, execution and progress against the Specialty Retail roadmap.

Qualifications

Minimum 2-3 years' relevant commercial experience in Key Account Management, National Accounts, Business Development, Customer Development or Channel Development within FMCG, beverages, retail or a closely related industry.

Proven ability to identify new business opportunities, open new accounts and convert commercial opportunities into sustainable customer partnerships.

Strong knowledge of the South African FMCG and retail environment, with an understanding of national, regional and independent customer structures.

Experience developing customer strategies, annual account plans and Joint Business Plans with measurable commercial and executional objectives.

Strong commercial and financial acumen, including experience in customer forecasting, investment management, pricing, profitability and commercial negotiation.

Demonstrated ability to build relationships and influence senior stakeholders across buying, procurement, commercial, operations, marketing and supply chain.

Strong analytical capability with the ability to interpret customer, sales and market information and translate it into clear commercial action.

Experience working cross-functionally with Sales, Distribution, Field Sales, Trade Marketing, Category Management, Finance, Operations and Marketing.

Highly organised, entrepreneurial and self-motivated, with the ability to create structure, solve problems and build new commercial models in an evolving channel.

Highly proficient in Microsoft Office, particularly Excel and PowerPoint, with strong presentation, communication, project management and stakeholder-management skills.

Bachelor's degree in Business, Commerce, Marketing, Sales or a related field

Fluent in English

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.