Key Account Specialist | Vending Machines

As Key Account Specialist Vending (KAS) you will be responsible for opening, developing and managing a defined group of Vending operators servicing both the private and public sector. You are responsible for establishing and maintaining distribution, implementing the catering and vending channel strategy and coordinating sales and marketing efforts to maximize business opportunities in a profitable way whilst developing long-term, mutually beneficial relationships with our current top (and potential top) customers in this sector. The KAS will also work closely with the Field team to deliver first class communication and execution. As a result, you will deliver business plan targets for sales and availability in this sector.

Strategy and Planning 

• Identification of the most important customers (size and relevance) in the Vending channel and development of long term visions to drive vertical and horizontal distribution and sales
• Close alignment with local Trade Marketing, Brand Marketing and On Premise Marketing teams on market-relevant industry- and consumer insights and national focus areas
• Annual business planning for the sector, including budget- and volume forecast as well as a thought through activation plan for each Vending operator
• Alignment with HQ on International strategy, guidelines and customers

Understand Vending 

• Understand Vending operator structure (decision makers, influencers, staff), customer data, strategy, marketing plan, focus, target group, needs and expectations.
• Fully understands the route-to-market environment to maximize optimal and most profitable means to get the can into store / site.
• Continually research to understand customer needs better and respond with initiatives that are mutually beneficial
• Develop effective partnerships for Red Bull to be regarded as a key supplier and engine for profitable growth
• Define “common ground” while keeping “Bullish” win-win in mind.
• Explore and identify value of all possible variables for the customer.
• Maintains a strong in-field presence.

Define National Key Accounts Strategy and Tactics (Plan)

•  In cooperation with National Key Account Manager and On Premise Marketing team, develop and build the Vending Strategy and Tactics for Red Bull to win in these channels – annual business plan, quarterly and monthly plans.
• Monthly and quarterly analyze all variables that can affect the achievement of the plan and define new action plan to manage deviations

Managing Key Accounts

• Maximization of existing customer performance via effective joint business planning
• Acquisition of new customers from the relevant universe of vending operators
• 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 buyers, sales- & marketing managers, controllers, logistic managers and CEOs) to leverage business success
• Ensuring executional excellence on account level by utilizing (cross-departmental) resources, such as Musketeer Scout- and Consumer-Collecting teams.
• Managing agreed budget forecast and spend for each account. Monitoring customer performance and margin against investment and taking corrective action where necessary
• Be an active ambassador for the Red Bull brand in front of the team and the On Premise Network.
• Respect and promote the Red Bull brand and company values within the team.

Tracking, Analyzing and Reporting 

• Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity
• Ongoing data maintenance and optimization in the Vending Tracker and sharing status on Key Account volume, distribution, execution and agreements twice per year with HQ.

Leading By Example 

• Establishing and nurturing relationships with key stakeholders (such as distribution partners, industry players and influencers, as well as on site F&B managers and site managers as well as staff)
• 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

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 area.
• Recognize and initiate any changes in the strategy, tactics, implementation that are necessary.
• Share best practices within the regional and national teams.

• University – Bachelor’s degree preferred (business, marketing or similar).
• At least 5 years of outstanding performance and a proven track record in account management, Vending or FMCG is appreciated (beverage industry)
• Strong non liqour On Premise industry knowledge, contacts and experience in the On Premise environment.
• Good understanding of route-to-market into the @work channel
• Outstanding record of accomplishments in sales and trade marketing
• 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
• Strong communication skills are required to translate complex business topics into practical and relevant terms
• 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
• A problem-solving mindset with strong willingness to learn is a must.
•  Ability to work under pressure in a fast-paced team environment.

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.