Regional Key Account Manager Latam

Company Description

We believe in the potential of everyone to give wiiings to people and ideas, regardless of gender expression, race, religion, affective-sexual orientation, origin, age and disability. In the world of Red Bull, everyone is welcome. 

The Latam Key Account Manager is a senior entrepreneurial leadership role responsible to develop, share, guide, support and follow up of Red Bull’s commercial and execution strategies within Latin American countries, through local Key Account Heads and Managers. This portion of the business represents 30% of total sales in Latam.

This senior role requires a ‘hands-on’ team player who is able to analyse and quantify the current status, understand and prioritize medium- and long-term company goals and set clear expectations and objectives within each business unit. The Latin America Key Account Manager must be able to drive the corporate agenda and strategy in account management, identify opportunities in the value chain management, propose and create trackable KPI’s within each business for measuring top customers performance, its contract, on top agreements’ quality vs. Red Bull’s long-term drivers and tactical negotiations alignment to overall strategy. It’s also essential to proposing, guiding and tracking major company goals such as volume, sales, share and local business P&L.

The Latam Key Account Manager needs to be able to devise a medium and long-term vision, based on thorough understanding of trends and opportunities, historical development of the relevant markets and global guidelines, with an attention for the detail. The person needs to feel comfortable to take calculated risk (after consideration of all elements) to achieve global goals or local business advantage.

The Latam Key Account Manager will also be responsible for Specialty Retail (leading the agenda in white spaces, new channels for the category and the brand, and occasions development).

Job Description

KPI’s:

• Develop, propose and track business KPI’s for major accounts within Latin America.
• Ensure full compliance and quality of inputs in CPM where available (Customer management tool).
• Improve profitability (3N) on top accounts of each market Year over Year.
• Improve Conditionality (measurement, compliance, % increase) on top accounts of each market.
• Improve promo spending/negotiations in relevant top accounts.

TRAINING AND GUIDELINES:

• Train and guide local Key Account Managers through the process of business planning and annual agreement negotiations.
• Train and guide KAMs in CPM, negotiation, promo management and investment tools.

CUSTOMER DEVELOPMENT ANALYSIS:

• Continuously analyse top customers development, define and prioritize goals within each country and account to maximize business development opportunities.

SALES DECK:

• Produce excellent conceptual selling decks to establish Red Bull as the category leader with key and new customers/channels – and successfully use them where relevant to drive new business opportunities.

FOLLOW UP:

• Identify, develop, train and make follow up of local Key Account Managers regarding Red Bull sales and long-term business drivers to be proposed and negotiated with top customers.

LEAD BY EXAMPLE:

• Beyond being a regional leader, walk alongside local managers/teams to deliver business ambitions and influence customer’s agenda. (Hands On, Can-Do Mindset)

Qualifications

BA mandatory in Business, Marketing, Engineering, Economy in a top school in Brazil or abroad.

MBA or post-grad in Finance disciplines are a meaningful plus.

Languages: Fluent English is mandatory. Portuguese and/or or Spanish as native also mandatory.

More than 6 years Professional experience in Key Account Management (at least 4 in Management Positions)

Category Management / Trade Marketing experience is a plus.

Finance or Revenue Management Experiences are also a major plus.

Directly managing International large accounts in a management position is mandatory.

Strong analytical, planning and tracking skills.

Full understanding of financial bottom line implications of sales and marketing decisions.

Successful long term project implementation experience and problem-solving skills.

Strong communication and conceptual selling skills.

Strong consensus building skills, with cross-functional leadership experience.

Disciplined, rational and regardful to details.

Long term considerate and excellence on planning and business reviewing.

Creative personality.

Additional Information