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 National Account Manager - Toronto
Job Posting Category: Experienced Professionals (1+ years)
Career Level: Manager
Industry: Packaged Goods
Job Category: Sales
Years Experience: 6-8 Years
Job Type: Full-time
Number of Positions: 1
Posting Date: December 05, 2017
Job Location:
381 Queen Street West
Toronto, ON
M5V2A5

 
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Job Description

NON-TRADITIONAL NATIONAL ACCOUNT MANAGER - Toronto

IMMEDIATE MANAGER: Director of Non-Traditional Sales

DIRECT REPORTS: none

PURPOSE:

The Non-Traditional National Account Manager’s (NT-NAM) primary objective is to grow Red Bull distribution, visibility, and sales through a specific group of the nation’s leading Non-Traditional chain accounts (Specialty Retail, Foodservice, Broadline, Vending, Quick Serve Restaurants, eCommerce etc…). The NT-NAM will act as the first point of contact to account Head Quarters as well as indirectly through Red Bull’s Non Traditional sales field force and distributors that call on the individual locations.

Key responsibilities include: owning national account budgets and results; developing a productive business relationship with senior management of key chain accounts, developing strategies, standards, and best practices with regards to key distribution and visibility activities, reporting and providing actionable data to RBCA and other parties of interest.

MAJOR ACTIVITIES TO ENSURE ACHIEVEMENT OF KEY RESULTS AND DELIVERABLES

Sales and Distribution Strategy Development & Execution:

  • Develops and executes short/long term strategies and activities for national accounts while understanding company direction, focus areas, key customers, market parameters and resources
  • Conceptualizes and implements activation guidelines for “Specialty Retail” execution across the Canadian universe
  • Creates “best-in-class’ expectations with regards to distribution, visibility and pricing
  • Monitors market trends and maintains data on competition in key accounts
  • Identify and prioritize actionable consumption occasions within the National Account and broadline universe
  • Conducts in-store audits with key business personnel
  • Participates in key Trade Shows and Conferences and ensures Red Bull is viewed as innovative and market leader

Development and Management of National Account Agreements & Budget:

  • Leads the development/tracking of all national key accounts budgets
  • Constructs annual Customer Marketing Agreements and manages associated funds for all national accounts
  • Improves relationship with weighted Non-Traditional chain accounts by adding value through innovative activities
  • Ensures visibility agreements for multi-location product placement
  • Evaluates % ROI for each account and creates benchmark system to rate investments

Business Planning:

  • Drives the annual business planning process for national accounts
  • Allocates resources where the investment has the highest ROI
  • Work with Operations to accurately forecast annual POS (coolers, visibility pieces etc…) allocations for National Accounts
  • Collaborates with relevant departments (Insights, Field Marketing, Communications, Digital Marketing, Sport Markeing, Regulatory, eCommerce etc…) to ensure full 360 degree activation between all Red Bull Canada (RBCA) departments

Business Analysis:

  • Evaluates ROI with regards distribution/visibility agreements and communicates key learning’s to regions
  • Drives post-promotion or LTO analysis following all programs to evaluate promotional effectiveness
  • Proactively gathers scan data and/or basket data from national customers to better allow Red Bull to understand consumer preferences and purchase patterns
  • Regular consultations with our route-to-market (DP), broadline distributors, and distribution department, utilizing actionable data, to improve everyday execution and service levels

Ways of Working:

  • Regular business updates and analysis with Director of Non Traditional Sales
  • Participates and drives national data for distributor meetings in regards to Non Traditional sales insights
  • Ensures all relevant RBCA departments are informed/aligned on national account business plan throughout the year
  • Ensures all Red Bull North America and Red Bull Global departments are informed/aligned on national account business plan throughout the year
  • Regularly coordinates with Non-Traditional Business Development Managers to source new national opportunities and evaluate any implemented national programming

KNOWLEDGE, SKILLS AND EXPERIENCE

  • 5-10 years of Sales Management and Key Account experience with a proven track record of success
  • Thorough understanding of, and experience servicing, Non Traditional sub channels: Specialty Retail, Foodservice, Broadline, Vending, Quick Serve Restaurants, eCommerce
  • Excellent communication and active listening skills
  • Strong negotiation skills
  • Innovative, solution-oriented mindset
  • In-depth knowledge of Broadline and DSD routes to market
  • Self-motivated and able to work independently
  • Must be extremely proficient in Microsoft Excel and PowerPoint
  • University – Bachelor’s Degree (Preferred)
  • Bi-lingual (French and English) (Preferred)
  • Travel: 35%
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