National Account Manager

Company Description

The National Account Manager (NAM), Limited Service Restaurants, is a key member of Red Bull North America’s On-Premise National Account team. The purpose of this role is to drive vertical and horizontal distribution, volume growth, High 5 execution, and scalable programs within assigned limited service restaurant chains.

This position requires a dynamic, results-oriented leader who can identify, align, and translate shared customer and Red Bull priorities into compelling business plans that exceed performance targets. The ideal candidate has exceptional sales, business, and financial acumen, with a proven track record in negotiation, joint business plan development, solving complex business challenges, creating national sales and marketing programs, forecasting, developing trade programs, and executing key priorities in collaboration with both headquarters and field sales teams.

This role is also eligible to sit in the following locations: Miami, FL; East of the Mssissippi River

Job Description

NATIONAL ACCOUNT MANAGEMENT

Develop relationships with the top 75 Limited Service Restaurant (LSR) concepts in the United States.

Expand vertical distribution and acquire new clients within the Limited Service Restaurant channel.

Build strong, mutually beneficial relationships with key account decision makers and stakeholders.

Customize presentations using business insights to address customer needs and secure execution and programming.

Develop account-specific programs (e.g., limited-time offers, staff incentives) that are relevant to each account and drive volume.

Negotiate contracts to support execution and programming while maintaining appropriate spend per case.

Conduct business reviews and hold partners accountable for delivering on agreed-upon execution and programs.

Participate in relevant trade shows and conferences.

NEW BUSINESS DEVELOPMENT

Possesses a hunter mindset and a proven record of achieving results.

Thoroughly analyzes and executes strategies to secure new accounts that expand our distribution footprint and increase product availability for consumers.

Uses industry knowledge, professional network, and contacts to identify the appropriate decision-makers at target accounts in order to secure opportunities to sell Red Bull.

Actively prospects the market through trade shows, industry events, and similar channels to build and develop relationships.

Delivers data-driven insights to accounts to clearly demonstrate Red Bull’s value proposition.

Closes new business deals by negotiating mutually beneficial, multi-year partnerships with customers.

Manages new partnerships from agreement to implementation, aligning contract requirements with business operations and establishing routes to market and field force activation plans.

CROSS FUNCTIONAL FACILITATION

Builds strong relationships and credibility across the organization to influence and drive initiatives at the regional level.

Collaborates with Headquarters On-Premise Marketing and Brand Marketing to develop custom programs for key accounts and to ensure that brand standards are maintained.

Communicates with key stakeholders within the business units and regions to drive execution, and to both provide and receive feedback on accounts and programs.

Conducts regular reviews with SDOPs and DOPs to evaluate program results and to align on plans for the remainder of the year.

Coordinates with the Distribution Team to ensure that the appropriate route-to-market strategy is in place for each account.

Aligns with key distributor partners in the region to keep national accounts a priority and to drive business initiatives and accountability.

DRIVES ON PREMISE MARKETING INITIATIVES IN LIMITED-SERVICE RESTAURANTS

Develops programs to motivate, engage, and reward staff.

Collaborates with trade marketing and third-party agencies to create relevant social and digital initiatives that drive brand and product relevance.

Designs programs that deliver a premium product experience.

BUDGETS & PLANNING

Establishes and manages account-level budgets, continually analyzing ROI and cost per case.

Plans and tracks monthly volume by account and chain.

Analyzes monthly distribution and non-buy reports to identify and close gaps.

Assists in developing, tracking, and controlling budgets to ensure alignment with the annual business plan.

Manages expense spending within the assigned budget.

Controls account volume forecasting and spend management through accurate and regular Customer Program Management (CPM) updates.

BUSINESS ANALYSIS & REPORTING

Lead post-promotion analysis for all programs to evaluate promotional effectiveness.

Use all available RBNA and customer data, tools, and Category Management support to build and maintain a position of thought leadership in the Energy Drink category with assigned accounts.

Analyze sales data comprehensively to set priorities, identify opportunities, and direct the team’s focus.

BUSINESS REVIEWS

Conducts regularly scheduled business reviews with account leadership and internal field sales to provide updates on performance, competition, opportunities, and related topics.

Proactively shares examples of Red Bull marketing activities to demonstrate key points of differentiation from competitors.

Provides energy insights that drive changes in promotion, pricing, or display practices.

Routinely engages in activities to build relationships and connect with key accounts at the deepest level.

Qualifications

A minimum of five years of new business development experience with a proven record of success.

A minimum of eight years of CPG sales experience, with a strong history of driving growth in limited-service restaurants and a consistent record of success.

Demonstrated success as a new business developer.

Existing customer relationships are preferred.

A persuasive communicator, both orally and in writing, with customers and internal leadership.

Strong analytical skills, with the ability to assess and apply business insights.

Excellent communication, presentation, and negotiation skills.

Proven success in developing and executing scalable programs that deliver sales results.

A creative, solutions-oriented mindset with strong attention to detail.

Self-motivated, with an entrepreneurial mindset and the ability to work independently.

Experience in planning and business management, including the ability to develop joint business plans and build relationships with customers at all levels of the organization.

Proficiency in Microsoft Excel and PowerPoint.

Additional Information

This position is open to U.S. citizens, U.S. permanent residents, or individuals who are currently authorized to work in the United States on a valid visa.
The base salary range for this position is $124,000 - 186,000 + cash incentives. Actual salary offers may vary based on work experience. The base pay range is subject to change and may be modified.
Our current Benefits include:
Comprehensive Medical, Dental and Vision Plans, 401k Match, Family Leave, PTO & Paid Holiday Schedule, Pet, Legal, and Life Insurance, Tuition Reimbursement (Benefits listed may vary depending on the nature of your employment and/or work location)

Red Bull North America, Inc. is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law. We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.