National Account Manager, Drug Channel

Job Description

The National Account Manager (NAM) primary objective is to drive Red Bull’s sales strategy through a specific group of national customers. The NAM is directly responsible for the relationship, sales results and trade spend budgets for their customer base.

The NAM will drive growth directly through long term sales drivers which include; maximize distribution, increased shelf space, equipment placement, off shelf displays (permanent & promotional) and promotional efficiency and effectiveness. This position requires strong analytical skills and strategic thinking to drive sales results, manage trade spend and ongoing business planning. There is also a great deal of communication and presenting required in the NAM role to the customer base, internally and our distributor partners (field team), as such solid skills in these areas are crucial for success in the role. The strength of a DSD business is the ability to execute at the store level very quickly, hence attention to detail and follow-up is also a critical factor to succeed.

The NAM will be responsible for driving Drug Reach with the support of their Direct Report (KAM Reach‑Drug Regionals).

All the responsibilities we’ll trust you with:

EXECUTES NATIONAL ACCOUNT PLANS:

• Develops and executes short and long term strategies and activities taking into account company direction, focus areas, key customers, market parameters and resources


• Promotes Red Bull’s long term sales drivers to achieve annual plans


• Creates ‘best‑in‑class’ examples within account base


• Monitors market trends and maintains data on competition in key accounts


• Regular meetings/trade visits/contact with account base


• Builds & develops solid relationships with all levels of account base

BUSINESS DEVELOPMENT:

• Utilizes a strong understanding of relevant channels and sub‑channels, to source viable “new business” opportunities to expand reach and distribution of Red Bull.


• Ongoing identification of new customer opportunities, lead generation, sales call preparation, meetings to pitch & close new business.


• Strong negotiation and sales skills, capable of selling to both field level and regional head offices.


• Provides ongoing account maintenance and regional channel direction.


• Builds clear, concise, and actionable recaps for Red Bull Canada’s HQ.

BUDGETS/ANNUAL PLANNING:

• Contributes to the building of the annual account plans for both volume and spend


• Effectively manages and delivers the volume and spend plans annuals


• Constructs annual Customer Marketing Agreements with account base

BUSINESS ANALYSIS:

• Evaluates ROI with regards distribution/visibility agreements and communicates key learning’s to team


• Drives post‑promotion, distribution gaps and equipment audits/results with DPM’s


• Regular analysis of Nielsen data and internal sales data of account base

MARKET EXECUTION:

• Attends cell meetings to listen to local market needs


• Organizes account meetings that focus on sales strategies, best practices and category management


• Conducts in‑store audits with key business personnel


• Attends national NAM business and training meetings

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

• Minimum 3-6 years of Sales Management and Key Account experience with a proven track record of success (preferably in CPG industry)


• University – Bachelor’s Degree (Preferred)


• Thorough understanding of the retail landscape in Convenience, Gas, Grocery, Mass & Drug channels in Canada. Drug Channel experience is a benefit. Category management experience is a benefit.


• People management experience an asset


• Excellent communication and active listening skills


• Strong negotiation and presentation skills


• Innovative and solution‑oriented mindset. Strong analytical skills


• Attention to detail in execution and follow‑up


• DSD experience is an asset


• Self‑motivated and able to work independently in an entrepreneurial organization


• Must be extremely proficient in Microsoft Excel and PowerPoint

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.