National Account Manager

Company Description

The National Account Manager (NAM) is responsible for leading Red Bull’s strategy and business initiatives across a portfolio of National Accounts. As the primary owner of customer relationships and business performance, the NAM drives growth and execution at both the national and regional levels.

This role partners closely with cross-functional teams - including Sales, Distribution, Marketing, Finance, Operations, and Legal - to align priorities, strengthen collaboration, and deliver shared business objectives. Working across Headquarters (HQ) and Business Units (BU), the NAM ensures strategic plans are successfully executed and customer goals are achieved.

Key responsibilities include managing budgets and overall business performance across Distribution, Pricing, Promotion, and Presence; building strong relationships with senior leaders and decision-makers within assigned accounts; and identifying innovative opportunities that drive sustainable growth, operational excellence, and best-in-class results.

Job Description

STRATEGIC BUSINESS PLANNING & EXECUTION

Executes short and long term strategies and activities consistent with RBNA objectives and standards.

Allocates resources where the investment has the highest payback with strategically important customers.

Drives the business planning and budget process for the assigned businesses.

Monitors market trends and feeds relevant consumer and competitive information to the HQ Insights Department.

Penetrates the senior executive levels at each customer’s HQ & the various field based personnel via Business Review to align Red Bull strategic objectives with that of the customer.

Must align internal Red Bull resources from all functional areas to achieve objectives.

EXECUTE RED BULL STANDARDS

Shelf/Distribution - Executes distribution on priority packages consistent with RBNA recommendations and ACV goals for each retailer. Ensures all retailer account schematics reflect Red Bull standards relative to flow, package mix, Fair Space Index, and Strike Zone.

Price - Aggressively sells Red Bull’s optimum prices by utilizing best practices and available tools. Customizes presentations to appeal to customer’s needs and fulfill mutual objectives. Secures pricing and promotional programs that align with Red Bull internal guidance documents.

Promotion - Executes annual promotion schedule in accordance with RBNA objectives and customer volume/share goals. Creatively sells Red Bull standards and price points in a way that resonates with the customer’s needs. Ensures all promotions are accompanied by effective POS and incremental displays.

Presence - Customizes sales pitch to achieve account goals while driving effective, permanent displays. Evaluates ROI prior to recommending specific POS or customized solutions. Executes displays in-line with RBNA guidelines.

BUDGET PLANNING

Constructs annual Customer Marketing Agreements and manages associated funds for each retailer.

Consistently tracks and evaluates Trade Investments to ensure highest return on investment.

Drives post-promotion analysis following all programs to evaluate promotional effectiveness and display execution.

Thoroughly analyses customers’ sales to define priorities and focus for the team at both the national & BU levels.

MANAGEMENT OF BU & DP RELATIONSHIPS THAT INFLUENCE EXECUTION ACROSS THE US

Effectively establishes ‘Wiring Model’ that ensures all BU management (DKA, DOD, RBDC) are wired with specific Red Bull personnel that manage the HQ & BU business.

Establishes necessary tools and business review templates to ensure data consistency with BUs and DPs

Gathers regularly/quarterly updates from marketing about the latest achievements/highlights and shares them with his/her team, the retailer HQ teams, and relevant BU personnel

Communicates regularly and works effectively with all internal and external stakeholders.

Leverages the input for marketing and finance experts to develop strong plans and conceptual sells to the retailer HQ teams.

Consistently coaches broader account team to ensure effective partnerships, programs, key retail relationships, and collaborative relationships with Red Bull & Distributor Partners (DP) field personnel in each BU.

Qualifications

Minimum 8 years Sales and Key Account experience with a strong track record of success

Past experience in managing national chain business in grocery & convenience channels

Strong analytical skills and experience using internal and external data sources (i.e. Nielsen, Circana, CPM, Sales Data)

Ability to demonstrate solid “peer leadership/influence”

Strong leadership presence with excellent communication and active listening skills

Advanced strategic thinking, planning, financial management, decision-making, sales presentation, & negotiation skills

Innovative, solution-oriented mindset and ability to drive collaboration across diverse functional groups to achieve goals

Passion to make significant contributions to the Red Bull organization through continuous process & ways of working improvement

In-depth knowledge of Fast Moving Consumer Goods (FMCG) and Direct Store Delivery (DSD) industry

Self-motivated and able to work independently

Must be extremely proficient in software packages (Microsoft Excel and PowerPoint) & internal systems (CPM, SAP/BI)

Additional Information

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.