Regional Sales Manager, Military

Regional Sales Manager, Military

The Regional Sales Manager's (RSM) main priority is selling and executing Red Bull strategy and initiatives within the regions, zones and through broker relationships in the Military channel. Key responsibilities include owning regional key account volume, share, spending budgets and results (Distribution, Price, Promotion, and Quality Points of Distribution (QPOD) within chain); developing productive business relationships with assigned accounts; developing solutions that resonate with customer needs while achieving Red Bull goals; and helping drive best practices by producing excellent results and creating innovative solutions. RSMs must also align all regional programming or promotional activity with the overarching chain strategy & Joint Business Plan outlined by the Head of the account.

Management & Development of Regions & Zones:

Shelf/Distribution: Executes distribution on priority packages consistent with RBNA recommendations and ACV goals for each retailer. Ensures all Base schematics reflect Red Bull standards relative to flow, package mix, Fair Space Index, and Strike Zone

Price: Aggressively sells Red Bull's optimum prices by utilizing best practices and available tools. Customizes presentations to appeal to customer's needs and fulfill mutual objectives. Secures pricing and promotional programs that align with Red Bull internal guidance documents

Promotion: Develops annual promotion schedule in accordance with chain HQ goals. Creatively sells Red Bull standards and price points in a way that resonates with the customer's needs. Ensures all promotions are accompanied by effective POS and incremental displays

Quality Points of Distribution (QPOD): Customizes sales pitch to achieve account goals while driving effective, permanent merchandising. Evaluates ROI prior to recommending specific POS or customized solutions. Executes merchandising in-line with Channel Strategy guidelines

Management & Development of Local Relationships:

Establishes 'Wiring Model' that ensures communication with all regional chain decision makers

Routinely engages in activities to build partnerships and 'wire' at the regional/zone level at assigned chains

Establish monthly review with top areas to wire and connect on execution plans

Establishes necessary tools and business review templates to ensure Red Bull personnel are reviewing similar data with local Distributor Partners (DPs) to ensure consistency across the country

Routinely engages in activities to build relationships with Base Commanders and 'wire' at Bases within assigned region

Budgets/Annual Planning:

Ensures Region compliance with annual Customer Marketing Agreements from chain HQ for all designated areas of responsibility

Manages T&E / tactical spending to assigned budget

Business Analysis:

Works with Sr. Manager to evaluate ROI with regards to all regional/divisional/banner level programming & promotions

Works with Category Management Team to evaluate ROI with regards to 'pay-for-space' agreements and communicates key learnings to Channel Lead

Drives post-promotion analysis, in conjunction with Category, following all programs to evaluate promotional effectiveness

Pursues business relationships that result in Red Bull obtaining relevant retailer scan data, basket analysis data, etc. that drives future strategy and better understanding of consumer purchase patterns

Analyses thoroughly their business/customers sales to define priorities and focus

Business Reviews & Relationships:

Conducts quarterly business reviews to update internal and external stakeholders on business, channel competition, opportunities, etc.

Proactively shares examples of Red Bull marketing activities to demonstrate key points of difference to competition

Provides Energy Insights that drive change in promotion, price, distribution or merchandising practices

Routinely engages in activities to build relationships and 'wire' key accounts beyond base level

Communication & Teamwork:

Uses appropriate communication processes to keep DPs, Brokers and DPMs informed of regional/divisional/banner level programs and initiatives for their assigned chains

Routinely visits DPs & Brokers to ensure personal contact and open lines of communication

Maintains open communication with relevant Region & DP personnel to ensure effective program implementation

Qualifications:

Minimum 5 years Sales and Key Account experience with a strong track record of success, preferably in beverage, CPG (Consumer Packaged Goods), or FMCG (Fast Moving Consumer Goods) industries or within a Direct Store Delivery DSD) operation

Should have experience in chains across multiple channels

Military Channel experience strongly preferred

Strong analytical skills and experience using internal and external data sources (i.e. Circana)

Excellent communication and active listening skills

Strong negotiation skills

Innovative, solution-oriented mindset

Self-motivated and able to work independently

Must be extremely proficient in Microsoft Excel and PowerPoint

Bachelor's Degree preferred

Additional Information:

This position is open to U.S. citizens, U.S. permanent residents, or individuals currently authorized to work in the United States on a valid visa.

The base salary range for this position is $85,000 - $132,000 + cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.

Our current Benefits include: Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO & Paid Holiday Schedule, Pet, Legal, and Life Insurance, Tuition Reimbursement (Benefits listed may vary depending on the nature of your employment and/or work location)

Red Bull North America, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.