Regional Sales Manager

Overview

The Regional Sales Manager’s (RSM) primary responsibility is to sell and implement Red Bull’s strategies and initiatives across a defined group of regions, divisions, or banners within a specific national chain. Key responsibilities include ownership of regional key account volume, market share, spending budgets, and results (including distribution, pricing, promotion, and Quality Points of Distribution (QPOD) within the chain); building and maintaining productive business relationships with assigned accounts;

developing solutions that meet customer needs while achieving Red Bull’s objectives; and driving best practices by delivering strong results and creating innovative solutions. RSMs must also ensure that all regional programming and promotional activities are aligned with the overall chain strategy and the Joint Business Plan established by the head of the account.

MANAGEMENT & DEVELOPMENT OF REGIONS/BANNERS/DIVISIONS OF ACCOUNT

Shelf/Distribution:
Executes product distribution on priority packages in accordance with Channel Strategy recommendations. Ensures that all regional, divisional, and banner schematics reflect Red Bull standards and chain headquarters directives regarding product flow and package mix.

Price:
Promotes and sells Red Bull’s recommended pricing program by applying best practices and using available tools. Tailors presentations to address the specific needs of each customer. Recommends key account pricing that is aligned with national RBNA standards and target price ranges.

Promotion:
Develops an annual promotion calendar that supports chain headquarters objectives. Presents Red Bull standards and price points in a way that effectively addresses customer needs. Ensures that all promotions are supported with effective point-of-sale (POS) materials and incremental displays.

Quality Points of Distribution (QPOD):
Adapts the sales approach to meet account objectives while driving effective, permanent merchandising. Evaluates return on investment (ROI) before recommending specific POS materials or customized solutions. Executes merchandising in accordance with Channel Strategy guidelines.

MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS

Establishes a “wiring model” that ensures effective communication with all regional chain decision-makers.

Regularly participates in activities to build partnerships and establish strong connections at the regional, division, and banner levels within assigned chains.

Develops the necessary tools and business review templates to ensure Red Bull personnel review consistent data with local Distributor Partners (DPs), promoting uniformity across the country.

BUDGETS/ANNUAL PLANNING

Ensure that the region/division/banner complies with annual Customer Marketing Agreements from chain headquarters for all assigned areas of responsibility.

Manage travel and entertainment (T&E) spending within the assigned budget.

BUSINESS ANALYSIS

Works with the Head of Accounts to evaluate ROI for all regional, divisional, and banner-level programs and promotions.

Collaborates with the Category Management Team to evaluate ROI for “pay-for-space” agreements and communicates key learnings to the Channel Lead.

Leads post-promotion analysis, together with the Category team, after all programs to assess promotional effectiveness.

Develops business relationships that enable Red Bull to obtain relevant retailer scan data, basket analysis data, and other insights that inform future strategy and improve understanding of consumer purchasing patterns.

Thoroughly analyzes their business and customer sales to define priorities and areas of focus.

BUSINESS REVIEWS & RELATIONSHIPS

Conducts quarterly business reviews to update both internal and external stakeholders on the business, channel competition, opportunities, and related topics.

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

Provides Energy Insights that drive changes in promotion, pricing, distribution, or merchandising practices.

Regularly engages in activities to build relationships and establish strong connections within key accounts beyond…