Key Account Manager

About the role

The Key Account Manager – Independent Wholesale (KAM) is responsible for driving 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.

Responsibilities

• Owes 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
• Sells and implements RBNA Optimum Price strategy, ensuring consistency across the wholesale program
• Ensures wholesalers are fully stocked on priority SKUs and packages in line with Wholesale Strategy
• 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
• Sells and implements RBNA Optimum Price strategy, ensuring consistency across the wholesale program
• Ensures wholesalers are fully stocked on priority SKUs and packages in line with Wholesale Strategy
• Customizes selling stories to align wholesaler economics with RBNA growth objectives
• 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
• Sells and implements RBNA Optimum Price strategy, ensuring consistency across the wholesale program
• Ensures wholesalers are fully stocked on priority SKUs and packages in line with Wholesale Strategy
• 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
• Powers 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
• Owns wholesale volume plan, trade budgets, and performance targets
• Develops and manages Customer Marketing Agreements (CMAs) and promotional funding
• Led 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
• 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
• 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

Qualifications

• Fluent in English, additional languages (advantage)

Skills

• Knowledge of pricing architecture and trade investment strategies
• Experience working cross-functionally across Sales, Distribution, and Finance

Benefits

• Comprehensive Medical, Dental and Vision Plans
• 401k Match
• Family Leave
• PTO & Paid Holiday Schedule
• Pet, Legal, and Life Insurance
• Tuition Reimbursement

Pay

$92,000 to $138,000 + cash incentives

Schedule

Permanent