Key Account Manager - Specialty Retail
Core
Develop and own Red Bull South Africa's strategy for Specialty Retail, establishing a clear vision and growth roadmap across Value, DIY and other relevant non-traditional retail environments.
Role type
Senior Key Account Manager (Specialty Retail)
Builds
Specialty Retail channel for Red Bull
Domain
FMCG / Beverages / Retail
Required skills
Strategic planning, customer segmentation, new business development, joint business planning, route-to-market design, commercial negotiation, cross-functional leadership, financial acumen, market analysis, stakeholder management
Preferred skills
Knowledge of South African FMCG and retail environment, experience with fragmented/regional retail structures
Technologies
Microsoft Office (Excel, PowerPoint)
Responsibilities
Map and segment the total Specialty Retail universe; translate channel strategy into annual plans; build and manage a structured new-business pipeline; develop compelling customer propositions and commercial business cases; lead negotiations covering commercial conditions, range, pricing, distribution, promotional activity, visibility and execution; convert identified opportunities into sustainable customer partnerships; develop and execute annual customer strategies and Joint Business Plans for priority accounts; create clear account plans covering volume, revenue, distribution, availability, assortment, pricing, visibility and execution; understand each customer's strategy, shopper, commercial model and key business priorities; conduct regular customer business reviews; expand existing customer partnerships by securing additional distribution, relevant assortment, improved availability and increased visibility; partner with the Distribution team to establish the most effective and scalable route-to-market solution for each customer, retail format and geographic opportunity; identify and resolve commercial, operational, ordering, delivery and replenishment barriers; ensure new customers have clear ordering processes, reliable product availability and the appropriate service model before wider rollout; develop practical distribution models for fragmented, regional or decentralised Specialty Retail customers; work with distribution partners and internal stakeholders to improve service levels and unlock retail environments not effectively served by existing models; continuously review route-to-market performance and recommend improvements that increase reach, availability, efficiency and commercial return; translate national and regional customer agreements into excellent and consistent execution at store level; partner with Field Sales, Trade Marketing and customer operations teams to establish relevant execution standards for each customer and retail format; drive the key execution fundamentals of availability, distribution, assortment, pricing, cold availability, visibility and secondary placement; ensure the appropriate pack and SKU assortment is available based on each customer's shopper profile, store format and consumption occasions; conduct regular market visits to evaluate execution, identify opportunities and gather insights that strengthen customer plans; track execution gaps and agree clear corrective actions with Field Sales, customer stakeholders and distribution partners; deliver agreed annual volume, revenue, distribution and profitability objectives across the Specialty Retail portfolio; develop accurate customer forecasts, monitor performance against business plans and identify risks or growth opportunities requiring action; manage customer investments responsibly, ensuring commercial agreements and expenditure are linked to clearly defined and measurable outcomes; act as the internal owner and champion for Specialty Retail, aligning Sales, Distribution, Field Sales, Trade Marketing, Category Management, Finance, Operations and Marketing behind channel priorities; partner with Category Management and Trade Marketing to develop relevant assortment, placement, shopper and execution solutions for priority customers; provide clear and regular reporting on account performance, the new-business pipeline, customer acquisition, distribution growth, execution and progress against the Specialty Retail roadmap