Key Account Manager – Independent Wholesale

The Key Account Manager – Independent Wholesale (KAM) drives Red Bull North America’s (RBNA) volume, share, and distribution objectives within the Independent Wholesale channel.

This role leads the development and execution of wholesale-specific strategies by managing key Independent Wholesalers and influencing downstream execution across their customer base.

The KAM serves as the primary liaison between wholesalers, Distributor Partners (DPs), and internal RBNA teams to unlock scalable reach, improve execution standards, and drive profitable growth.

Responsibilities

• MANAGEMENT & DEVELOPMENT OF INDEPENDENT WHOLESALE ACCOUNTS

Owns Independent Wholesale account performance across Distribution, Price, Promotion, and QPOD Develops and executes annual business plans aligned with RBNA priorities and Pricing Architecture Drives SKU distribution expansion across wholesale networks and downstream outlets Ensures wholesalers are fully stocked on priority SKUs and packages in line with Wholesale Strategy Sells and implements RBNA Optimum Price strategy, ensuring consistency across the wholesale program Ensures all programs are supported by effective POS, displays, and merchandising standards Customizes selling stories to align wholesaler economics with RBNA growth objectives

• WHOLESALE CHANNEL DEVELOPMENT & EXECUTION AT SCALE

Develop Independent Wholesalers to deliver volume, share, and distribution growth Establishes clear operating routines, KPIs, and performance tracking cadence Drives execution consistency across wholesale networks and sub-segments Influences wholesaler sales teams and downstream decision-makers to execute RBNA priorities Identifies and unlocks white space opportunities across independent retail, vending, foodservice, and multi-channel outlets Ensures compliance with national pricing architecture and program standards

• MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS

Builds and maintains relationships with wholesale owners, operators, and key decision-makers Establishes a 'wiring model' across HQ, regional, and field levels to ensure execution to outlet Acts as the central point of contact for Independent Wholesale within the region Partners cross-functionally with Distribution, Sales, Marketing, Finance, and Category teams Routinely engages in business reviews, market visits, and strategic planning sessions Influences execution through Distributor Partners (DPs) and DPMs

• BUDGETS / ANNUAL PLANNING

Owns wholesale volume plan, trade budgets, and performance targets Develops and manages Customer Marketing Agreements (CMAs) and promotional funding Leads CPM planning and forecasting for Independent Wholesale accounts Tracks and manages all investments to ensure delivery against ROI and financial targets Manages T&E and trade spend within assigned budgets

• BUSINESS ANALYSIS

Leverages internal and external data (IRI/Nielsen/RBNA tools) to drive insight-led selling Identifies trends in wholesale pricing, assortment, and competitive activity Translates insights into actionable business plans and execution priorities Develops thought leadership in the Energy Drink category within wholesale

• BUSINESS REVIEWS & COMMUNICATION

Leads quarterly business reviews (QBRs) with wholesalers and internal stakeholders Provides Energy Insights that influence pricing, promotion, and distribution strategies Communicates programs and priorities through established processes (e.g., Chain Alerts) Ensures alignment and communication across DPs, DPMs, Regions, and HQ teams Shares best practices and success stories to scale execution across markets

Requirements

• 4–6+ years of sales experience with a proven track record of delivering results
• Experience in CPG, beverage, FMCG, or DSD environments
• Strong understanding of wholesale, indirect RTM models, or multi-tier distribution
• Demonstrated ability to influence indirect customers and complex stakeholder networks
• Strong analytical skills with experience leveraging data to drive decisions
• Excellent communication, negotiation, and relationship-building skills
• Highly proficient in Microsoft Excel and PowerPoint
• Self-starter with a solution-oriented, entrepreneurial mindset
• Fluent in English, additional languages (advantage)

Preferred

• In-depth knowledge of Fast-Moving Consumer Goods (FMCG) and Wholesale Segment
• Knowledge of pricing architecture and trade investment strategies
• Experience working cross-functionally across Sales, Distribution, and Finance
• Bachelor’s degree preferred

Travel

• 70-80%

Benefits

• Permanent
• Benefits eligible