The Head of Key Accounts has the overall responsibility for defining and implementing the On Premise strategy in the key account trade as well as to lead, train, coach, and manage the National Key Accounts team to ensure a high-performance level and that the available resources are maximised in order to achieve business plan objectives. This role has direct responsibility for top key account customers including the management, selling, negotiating, execution, and evaluation of national business plans and consumer plans. The Head of Key Accounts should constantly identify business opportunities & trends in their area and build up a strong network of decision makers, which will lead to long-term mutually beneficial partnerships.
All the responsibilities we'll trust you with: DEFINE NATIONAL KEY ACCOUNTS STRATEGY & TACTICS
In cooperation with the On Premise team, develop and build the National Key Account strategy and tactics for Red Bull – annual business plan, quarterly, and monthly customer plans. Analyse all variables, on a monthly and quarterly basis, that can affect the achievement of the plan and define new action plans to manage deviations. Actively collaborate with the Head of Musketeers and On Premise Marketing Manager to agree on the deployment of resources for execution in key accounts. LEAD AN IMPACTFUL TEAM
Build, develop, and lead all direct reports as well as coach and motivate them for increased productivity. Lead, train, coach, and manage the National Key Accounts team for increased productivity and to develop future leaders (currently 5 direct reports and 2 indirect). Strength-based team development and leadership. MANAGE AND ENGAGE WITH KEY ACCOUNTS
Negotiate agreements and manage key on-premise customers to deliver continuous volume growth. Create and develop strong commercial relationships with the key accounts, based on a "Bullish" win-win approach. Ensure an annual Business Plan is achieved within all defined National Key Accounts. Deliver against availability targets, 'perfect outlet' targets, and annual consumer plans within defined accounts. MEASURE & EVALUATE RESULTS
Report on and forecast selling-out volumes, distribution & long-term sales driver execution figures within key accounts and analyze any gaps against the plan. Define and execute new action plans to manage deviations. On a monthly and quarterly basis evaluate internally as well as with each key account the current performance. Ensure correct contract spend and investment focus. Deliver monthly requirements as per the financial process. Your areas of knowledge and expertise that matter most for this role: Commercial awareness and acumen (understanding of sales and finance processes) Senior experience in On Premise (e.g., bars, nightclubs, restaurants, cafes) environment - 10+ years Ability to negotiate with both external customers and with internal stakeholders People leadership/management experience preferred Strong analytical skills (analyze consumer, sales, and customer data) Very strong planning, prioritisation, and organisational ability Ability to work flexible hours to attend events in the field, gather insights, and monitor execution (nights and weekends) #J-18808-Ljbffr