Accounts Director

2 months ago

Old Toronto, Canada Red Bull Full time

The Key Account Director, On Premise, is a leader on the Red Bull Key Account Team. This individual contributes to volume, share, and distribution goals by developing, selling and executing plans with all multi-unit Key Accounts within Foodservice. The Key Account Director, On Premise drives annual strategic business planning initiatives, and supports the development and sales process of the greater Key Account team.

This role requires a dynamic, results oriented leader with the ability to uncover, align and translate mutual customer and Red Bull priorities into compelling business plans that over-deliver on results. This individual has exceptional sales, business and financial acumen with proven success in complex negotiations, joint business plan development, complex business problem-solving, forecasting, program development, communication and presentation skills.

All the responsibilities we'll trust you with:

KEY ACCOUNT MANAGEMENT

Deep understanding of the Canadian Multi-Unit Key Account footprint in Food Services. Know the drivers, and approach to category and item management, customer relationship building and selling. Collect and analyze relevant category, customer, and consumer data to inform insights led business plans for customers and prospects. Unit Distribution - Support distribution initiatives across geography and ensure 100% in-stocks on all authorized SKUs. Communicates with Red Bull stakeholders across sales, marketing, and distribution to effectively close contractual voids. Joint Business Planning: Lead joint annual business planning between current and future multi-unit Key Account partners. Develop strategic regional lines of business and programs with integrated annual calendar plans to drive volume and distribution with positive ROI. Works with key account team and field sales to ensure 100% compliance to all Headquarter (HQ) promotional activity at the store level, working with musketeer, musketeer scouts and distribution partners. Evaluates ROI prior to forecasting and recommending specific POS or customized solutions. Lead the annual strategic business planning process for Canadian Key Accounts – including all channel marketing programing, distribution priorities, activation tactics and consumption driving initiatives. Participates in relevant key account Trade Shows and Conferences.

DEVELOPMENT OF LOCAL RELATIONSHIPS FOR INFLUENCE

Establish relationships with all local and regional stakeholders within our multi-unit Key Accounts business aligned with Red Bull, broker, and distributor partner sales teams. Initiate relationships with Lines of business Presidents and Regional Operators to elevate energy category within each Lines of business division. Develop and communicate tools/programming for the On Premise distribution network.

BUDGETS/ANNUAL PLANNING

Assist in developing, tracking, and controlling budgets, aligned with annual Business Plan objectives. Manage expense spending of direct assigned budget. Controls account volume forecasting and spend management thru accurate and regular Customer Program Management (CPM) updates.

BUSINESS ANALYSIS & REPORTING

Drive post-promotion analysis, following all programs to evaluate promotional effectiveness. Use all available Red Bull Canada and customer data, information and tools and Category Management support to develop and maintain a position of thought leadership within the Energy Drink Category with assigned accounts.

LEADERSHIP

Strong leadership capabilities with the ability to drive change in a matrix organization and positively influence key stakeholders without direct authority. Create accountability amongst internal stakeholders to drive growth within multi-unit Key Accounts. Recommend strategies to improve coverage and ways of working of total Key Account business. Leverage key multipliers to drive progression of the multi-unit Key Account pipeline. Identify and lead RFP opportunities within Canada to drive horizontal distribution.

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

  • 7+ years Sales and Key Account experience with multi-unit Key Accounts within Foodservice.
  • Thorough understanding of Canadian Foodservice Management companies with direct non commercial account management experience.
  • Beverage or CPG experience preferred.
  • Excellent communication, active listening, and collaboration skills.
  • Complex negotiation skills.
  • Innovative, solution-oriented mindset.
  • In-depth knowledge of multi-unit Key Accounts in Canada.
  • Understanding of key stakeholders in route to sale (Broadline/Broker/GPO).
  • Self-motivated with an entrepreneurial mindset and the ability to work independently.
  • Strong leader with ability to manage high performing teams.
  • Must be extremely proficient in Microsoft Excel and PowerPoint.
  • Valid Driver’s license.
  • Bachelor’s Degree.

Red Bull Canada is committed to treating all people in a way that allows them to maintain their dignity and independence. We believe in integration and equal opportunity. Accommodations are available throughout the recruitment process and applicants with a disability may request to be accommodated throughout the recruitment process. We will work with all applicants to accommodate their individual accessibility needs.

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