Regional Key Account Manager MEWA

Red Bull; Dubai; On-site; AED 120,000 - 200,000; Full time

Job summary

A leading beverage company is seeking a full-time professional to drive the implementation of its Global Key Account strategy. This role involves managing relationships, coaching sales teams, analyzing contracts for profitability, and optimizing trade spend efficiency. With 5+ years of experience in regional sales and key account management, candidates should have strong analytical skills and be proficient in Excel. The position is based in Dubai, UAE, with full-time commitments and no remote work options.

Qualifications

• Minimum of 5 years in regional sales management, including key account experience.
• Successful retail negotiation and problem-solving experience.
• Strong analytical skills with data sources like Nielsen.

Responsibilities

• Drive roll-out of the global Key Account strategy across markets.
• Coach DP Key Account Managers through training and mentoring.
• Analyze contracts to align with execution standards and maximize ROI.
• Collaborate on trade spend efficiency with finance teams.
• Implement promotional guidelines ensuring adherence to standards.
• Monitor execution across markets and provide actionable solutions.
• Identify market trends to uncover new growth opportunities.

Skills

Regional sales management

Problem-solving

Analytical skills

Communication skills

Microsoft Excel proficiency

Microsoft PowerPoint proficiency

FMCG industry knowledge

Retail negotiation experience

Job description

Drive Implementation of the Global Key Account Approach

• Roll out the global Key Account strategy across key DP markets ensuring alignment with Red Bulls global standards and regional goals.
• Develop tailored implementation plans for each market considering local dynamics customer needs and DP capabilities.
• Ensure consistent communication and alignment between Red Bulls regional teams and DPs regarding Key Account objectives and expectations.
• Monitor the adoption of the global Key Account approach and provide feedback or adjustments as needed

Develop and Coach DP Key Account Teams

• Conduct regular training sessions and workshops for DP Key Account Managers (KAMs) to enhance skills in negotiation execution and strategic planning.

• Share best practices tools and frameworks to improve the performance of DP KAMs.
• Actively mentor DP KAMs by providing constructive feedback ongoing support and tailored development plans.
• Evaluate DP KAM performance regularly and identify areas for improvement to ensure delivery of exceptional results.
• Accompany DP KAMs to client visit measure assess and give feedback on the job

Optimize Contract Performance

• Analyze existing contracts to ensure they align with Red Bulls execution standards conditionality & pay for performance elements for Modern Trade and Convenience Key Accounts.
• Work with DPs to renegotiate agreements to maximize ROI and ensure adherence to Red Bulls business objectives.
• Conduct periodic performance evaluations of contracts using KPIs such as sales volume uplift and profitability.
• Ensure that all agreements include clear execution requirements such as displays price communication and promotional compliance.

Collaborate on Trade Spend Efficiency

• Partner with DPs and Red Bulls Finance team to conduct value chain analysis and identify inefficiencies in trade spend.
• Work with the team to develop actionable recommendations to optimize trade spend while maintaining execution quality.
• Implement strategies to reduce unnecessary costs and maximize profitability for both Red Bull and DPs.
• Track trade spend performance and ensure alignment with Red Bulls financial and execution standards.

Implement Red Bulls Promotional Guidelines

• Train DPs on Red Bulls promotional principles ensuring a focus on off-take rather than sell-in.
• Work with DPs to design promotions that meet guidelines such as limiting discount depth to 25% and requiring retailer participation (50-50).
• Collaborate on promotional planning to ensure volume uplift exceeds the depth of discount and that all promotions deliver positive gross margins.
• Ensure promotions are supported by additional displays and price communication in the main shelf and on displays.

Implement Red Bull Promotional Analysis Tool

• Roll out the tool to evaluate promotions across all markets ensuring adherence to Red Bulls promotional guidelines.
• Regularly analyze promotional performance and provide actionable insights to DPs and markets to improve future campaigns.
• Share reports with key stakeholders to track the effectiveness of promotions and their impact on sales and profitability.
• Use data from the tool to identify trends and adjust promotional strategies as needed.

Monitor and Improve Execution

• Track the implementation of contracts and agreements to ensure consistent execution across markets based on PSA and Winning versus Competition standards.
• Conduct regular reviews and audits of DP performance against agreed-upon standards and KPIs using clear and easy to navigate dashboards.
• Identify gaps in execution and provide actionable solutions to address them quickly.
• Work with cross-functional teams (e.g. marketing trade marketing) to ensure flawless execution of campaigns and agreements

Identify and Drive Growth Opportunities

• Analyze market trends shopper behaviour and DP performance to uncover new growth opportunities.
• Develop tailored dashboards and reports that provide actionable insights for DPs and markets.
• Share growth strategies with DPs and markets focusing on increasing market share and maximizing revenue.
• Proactively identify and implement innovative approaches to gain a competitive edge in key markets.

Qualifications

• Minimum 5 years regional sales management incl. key account experience with a proven track record of success on international and regional accounts e.g. int. buying groups regional or int. retailers Convenience and discounters
• Successful front line retail negotiation experience and problem-solving skills
• Strong analytical skills and experience using internal and external data sources (i.e. Nielsen Canadean etc)
• Excellent communication and active listening skills
• Innovative solution-oriented mindset
• Self-motivated and able to work independently
• In-depth knowledge of FMCG industry beverage industry a plus
• In-depth knowledge of retail and impulse/convenience business
• Must be extremely proficient in Microsoft Excel and PowerPoint

Remote Work

No

Employment Type

Full-time