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.
This role achieves its objectives through aligning, translating, and executing mutual customer and Red Bull priorities through effective account management including, but not limited to - key customer relationship building, operating within RBNA Pricing Architecture, wiring at a region level to execute programs and priorities, management of extensive regional stakeholder relationships across regions, effectively influencing and communicating to execute field sales, and marketing organization to drive brand programming with Independent Wholesale Owners.
This role 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.
RESPONSIBILITIESAreas that play to your strengthsAll the responsibilities we'll trust you with:
- 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
EXPERIENCEYour areas of knowledge and expertisethat matter most for this role:
- Required:
- 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
- Employees may be required to lift and/or move items weighing 25 pounds or more, as needed.
- 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%
- Permanent
- Benefits eligible
WHERE YOU'LL BE BASEDAtlantaGeorgia, United StatesUnited StatesRed Bull North America
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