Head of On Premise Key Accounts

Overview

As the Head of On Premise Key Accounts you are responsible for driving both the current and future distribution and sales of our product portfolio through the respective On Premise Key Accounts & Distribution Partners across New Zealand.

You maximize business opportunities, in a profitable way, while developing long-term, mutually beneficial relationships with our top chained On Premise customers. You develop strategic business plans based on industry and consumer insights that ensure sustainable growth and continuous development of our brand at each of your customers.You are also responsible to lead the On Premise Distribution Partner strategy by developing and agreeing annual business plans, achieving growth, driving RedBull initiatives, and tracking Key Performance Indicators (KPIs) in line with the company strategy and priorities which lead to an increase in Distribution, Execution and Volume, and collaborating with the Off Premise Distribution management team.

Overview

As the Head of On Premise Key Accounts you are responsible for driving both the current and future distribution and sales of our product portfolio through the respective On Premise Key Accounts & Distribution Partners across New Zealand.

You maximize business opportunities, in a profitable way, while developing long-term, mutually beneficial relationships with our top chained On Premise customers. You develop strategic business plans based on industry and consumer insights that ensure sustainable growth and continuous development of our brand at each of your customers.You are also responsible to lead the On Premise Distribution Partner strategy by developing and agreeing annual business plans, achieving growth, driving RedBull initiatives, and tracking Key Performance Indicators (KPIs) in line with the company strategy and priorities which lead to an increase in Distribution, Execution and Volume, and collaborating with the Off Premise Distribution management team.

Areas that play to your strengths

All the responsibilities we\'ll trust you with :

Alignment with HQ on international strategy, guidelines and customers to enable prioritisation, potential evaluation and developing growth strategies

Identification of the most relevant channels and customers (size and relevance) in the respective market and development of long term visions to drive vertical and horizontal distribution and sales

Close alignment with local Marketing on market-relevant industry- and consumer insights and national focus areas

Annual business planning for On Premise Key Accounts & Distribution Partners, including budget- and volume forecast as well as a thought through activation plan for each customer and DP.

Working with the rest of the On Premise Leadership Team and On Premise Director, you are responsible for the overall strategy, reporting, growth & impact of the total OnP distribution. Not limited to; DP’s, Key Accounts & The wider On Premise Field Team.

Maximization of existing customer performance via effective joint business planning

Acquisition of new customers from the relevant national universe

Customer contract performance deliverables and re-sign management

Negotiating win / win partnership agreements which add value to both RedBull’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- 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

Coach, train and enable the National Key Account Specialist to deliver Key Account priorities in line with global strategy.

Understand the route to market options in the NZ On Premise environment, including pricing and capabilities

Enable your team and coordinate regular meetings with distribution partner’s teams in order to communicate company strategy and priorities, review business KPI’s, discuss opportunities and threats in the region, run trainings and update sales teams.

Support in assigning sales, distribution, execution etc. targets to DPs based on business targets (and relevant teams) and follow up these targets regularly.

Enable execution trainings through your team, on-the-job trainings and coaching to DP and their teams

Implements systems to track and benchmark DPs against key initiatives / goals.

Enabling your team and wider DP manager to plan and execute incentive programs in line with company targets in order to keep sales representatives focused and motivated.

Measuring success by diligently tracking, analyzing and reporting on performance and areas of growth and opportunity.

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.

Ongoing data maintenance and accurately planning CPM.

Responsible for the total On Premise Reach input reporting.

Responsible for monthly 3M & 12M reach reporting to local and global stakeholders.

Enable your team and maintain strong working knowledge of all relevant RedBull systems.

Proactively uses available reports to maximize on all opportunities including competitor intelligence.

Holds DPs accountable for data submission into RB systems to ensure accurate and timely information.

Delivers regular customer and DP insights to local and global stakeholders.

Maintain a constant exchange of information and best practice sharing (case studies) within the national and international team.

Build a strong network with external agencies, key influencers, national decision makers, event organisers and the local scene searching for new collaboration opportunities.

Efficient allocation of the On Premise marketing budget according to the national business plan.

Responsible for allocation of POS tools and monitoring their correct placement. Track, record and evaluate all results of marketing

Develop marketing and consumer thinking within the On Premise team.

Strength based team development and leadership.

Be an active member of the On Premise Leadership Team

Provide leadership, give clear direction & guidance to direct reports.

Use the RedBull tools and resources to hire and develop the On Premise Key Account & DP team.

Build a highly engaged and high performing team.

Foster a Bullish team culture through role modeling the RedBull values.

Maintain accurate reporting tools to evaluate the success of each direct report.

Enable and encourage strong relationships between your team and the wider On Premise team.

Take a personal interest in Health and Safety matters and maintain an understanding of the requirements for an effective, modern H&SMS.

Create a culture that allows all employees and other workers to use their skills and knowledge to take personal ownership for Health and Safety in the workplace

Take a personal interest in incidents within area of influence, ensuring proper and accurate reporting, recording, investigation and follow up, and the welfare of people involved

Ensure a high priority is given to Health and Safety through its prominence in projects, and performance reviews

Ensure adequate resources and training are available to ensure the success of Health and Safety initiatives

Actively and regularly participate in Health and Safety activities such as training, workshops, audits, and reviews

Include Health and Safety as an agenda item at individual employee discussion sessions, and management meetings.

• 5+ years sales experience (within beverage industry is preferred) and experience in Key Account Management is preferred.
• Previous people management experience is preferred.
• Impactful track record in sales and trade marketing, can provide examples of working with a Field Sales Force to successfully execute in-field strategies.
• Highly effective sales and negotiation skills, excellent presentation skills, entrepreneurial approach and mindset
• Commercially astute with highly developed analytical skills, ability to develop and implement successful sales- and trade-marketing strategies
• Strong planning, prioritization and organizational ability
• University Degree preferred (business, marketing or similar)

In your application we want to see your personal style - what makes you tick and why you think your next opportunity is here with us.

Giving wings to people and ideas since 1987

In the 1980’s Dietrich Mateschitz developed a formula known as the RedBull Energy Drink. This was not only the launch of a completely new product, in fact it was the birth of a totally new product category.

Since the early days of RedBull, an entrepreneurial mindset has always guided our approach to work and the environment we create :

Get notified as soon as the applications open.

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