National On Premise Key Account Manager | LSR Job at Red Bull

• 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.

RESPONSIBILITIES
Areas that play to your strengths
All the responsibilities we'll trust you with:

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

EXPERIENCE
Your areas of knowledge and expertise that matter most for this role:

• 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