The National Account Manager (NAM), Foodservice will lead the Canteen Vending Sector as a key member of Red Bull North America’s Foodservice national account team. This individual contributes to volume, share, and distribution goals by developing, selling and executing plans with all Canteen Vending Franchisees for Red Bull North America.
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, ability to solve complex business problems, establishing national sales and marketing programs, forecasting, trade program development, and executing priorities by working collaboratively across headquarter and field sales organizations.
Areas that play to your strengths
(all the responsibilities we'll trust you with)
Strategic Account Management & Development
Deep understanding of (Compass) Canteen Vending strategies, 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 the respective Compass Canteen Franchisees.
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 (Distribution) to effectively close distribution voids.
Joint Business Planning: Lead joint annual business planning between Compass Canteen Vending and Red Bull Executive and management teams. Develop strategic programs and integrated annual calendar to drive volume and distribution with positive ROI. Works with national account team and field sales to ensure 100% compliance to all Headquarter (HQ) promotional activity at the store level working with Foodservice sales teams and distribution partners.
Displays & Cold Equipment - Work closely with Category Development Managers (CDM) to develop conceptual selling tools to achieve account goals while driving effective, permanent displays.
Evaluates ROI prior to recommending specific POS or customized solutions
Execute displays in-line with HQ channel guidelines.
Management & Development of Local Relationships for Influence
Establish field of play alignment that ensures all local and regional Decision Makers of Compass are aligned with Red Bull Foodservice and distributor partner sales teams.
Initiate relationships with Sector Presidents and Regional Operators to elevate energy category within each Sector division.
Develop and communicate tools/programming to elevate sales call at regional and district level.
Initiate and cultivate Red Bull Foodservice Team, BU and DP relationships, including increasing awareness of assigned accounts, working with BU Field Marketing and partnering in initiatives to align National Accounts and Red Bull initiatives.
Assists in developing, tracking and controlling budgets to secure alignment with the annual Business Plan budgets
Manage expense spending to assigned budget
Controls account volume forecasting and spend management thru accurate and regular Customer Program Management (CPM) updates
Business Analysis & Reporting
Work with Category Management Team and manager to evaluate ROI on all key initiatives and communicates key learnings to HQ.
Drive post-promotion analysis, following all programs to evaluate promotional effectiveness.
Use all available RBNA 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 account.
Analyze sales data thoroughly to define priorities, identify opportunities, and apply focus for the team.
Conducts regularly scheduled business reviews with Corporate, Sector Presidents, and Key regional operators, BUs, and Foodservice field sales to update on business, competition, opportunities, etc.
Proactively shares examples of Red Bull marketing activities to demonstrate key points of differentiation to competition.
Provide Energy Insights that drive change in promotion, price, or display practices by Sector.
Routinely engages in activities to build relationships and ‘wire’ key accounts to its deepest level.
Use appropriate communication processes (i.e. Chain Alerts and/or others) to keep Foodservice Sales, Marketing & Distribution Teams, informed of all programs and initiatives.
Routinely visits and supports FDM coaching & development to ensure personal contact and open lines of communication.
Communicates regularly and works effectively with all the HQ, Foodservice, and BU teams. Leverages the input from marketing, finance, and category management experts to develop strong plans and conceptual sells to the retailers.