The Head of Key Accounts is responsible for defining and implementing the National Key Account strategy, leading a team, managing relationships with key customers, and ensuring business goals are met. Key duties include developing annual business plans, coaching team members, negotiating contracts, and analyzing performance metrics.
Company Description
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 the long-term mutually beneficial partnerships.
Job Description
DEFINE NATIONAL KEY ACCOUNTS STRATEGY & TACTICS
- In cooperation with 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 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.
Qualifications
- 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 (analyse consumer, sales and customer data)
- Very strong planning, prioritisation and organisational ability
- Ability to work flexible hours to attend events in field, gather insights and monitor execution (nights and weekends)
Additional Information
You warrant that:
- You have read and understand the Privacy Statement and the Red Bull Australia Privacy Policy.
- You are qualified to work in Australia and understand that Red Bull Australia may require you to provide evidence of this to comply with its obligations under the Migration Act 1958 (Cth).
- All the information you have submitted to Red Bull Australia Pty Ltd (including via this application and any attachments) is true, accurate and complete. You understand that if any information you have provided is false or misleading we may reject your application, review any employment offer made to you and potentially dismiss you from any employment with Red Bull Australia Pty Ltd.
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