Head of Channel Strategies

Company Description

The Head of Channel Strategies, together with the Sales Director Off Premise as well as the Key Account and Field execution leads, is responsible for the development of the overall sales strategy.

Together with our trade partners, he/she develops and coordinates the Trade Marketing, Commercial Insights & Strategy, Category Development & eCommerce Development activities to maximize the potential of the Red Bull brand. In addition, following the principle of “help & challenge to sell”, he/she ensures strong tools and insights to support key account and field sales work. At the same time, he/she provides strong execution tracking (business-, market- and shopper insights) to continuously evaluate the category/ business, challenging the status quo and deriving the right suggestions/initiatives. As such, he/she is the sparring partner of his/her peers and the Sales Director Off Premise to maximize Red Bull’s sales.

Job Description

TEAM LEAD AND PEOPLE MANAGEMENT

You effectively lead your team consisting of 4 departments: Category Development, eCommerce Development, Trade Marketing, Commercial Insights & Strategy including 18 permanent team members. You are responsible for developing your teams based on their strengths with a clear focus on coaching and ensuring that the necessary skill sets are in place to deliver high quality insights, tools and strategies. It is within your responsibilities to establish and spread the “help and challenge to sell”- as well as “insights into action” mindset.

STRATEGY DEVELOPMENT

Together with your Trade Marketing, Commercial Insights & Strategy, Category Development & eCommerce Development teams and in direct interaction with our Key Account and Field Sales teams, you lead the development process of the Off Premise sales strategy. At the same time, you play a key role in the overall strategy process of Red Bull Germany and therefore work closely with the Brand Marketing as well as the On Premise department.

KEY STAKE HOLDER WITHIN OFF PREMISE AND BEYOND

You and your teams play a key role in coordinating the sales strategy process (i.e. Business Planning, NPDs) by supporting and challenging the other sales teams (Key Account Management and Field Sales), peers as well as the Sales Director Off Premise. In doing so you live a close alignment with other departments (mainly Marketing/Brand, Operations, On Premise and Off Premise International) in overlapping areas, such as the portfolio and distribution strategy. At the same time, your team acts as business partners, working hand in hand with our key account and field sales teams, providing best possible execution support (insights and tools) – always with the common goal of maximizing Red Bull’s sales! Ultimately, as a member of the Sales Leadership team, you play a key role in the future sales development of the Red Bull Deutschland GmbH and actively contribute your implementation skills.

CATEGORY DEVELOPMENT

You coach your Category Development team lead whose objective is to leverage the maximum potential of the Energy Drinks category for Red Bull and our trade partners with his/her team of highly qualified Category Development Managers. As a base, you provide strong shopper as well as category insights (creation) paired with a strong mindset and ability to share these insights (depletion) and bring them to life in execution (action). This knowledge transfer is not only key within the organization (Key Account teams, Brand team, Field Sales team) but also externally (customers, trade press, CATMAN community). Within this area the business partner model is crucial – you ensure that every sales stream receives dedicated category support and challenges.

E-COMMERCE DEVELOPMENT

You coach your eCommerce Development team lead whose objective is to leverage the maximum eCommerce potential of Red Bull and our trade partners by fueling the path to purchase (B2C & B2B) together with his/her highly qualified eCommerce Development team. Therefore, best-in-class eCommerce development strategies, category consultation and Red Bull product initiatives based on insights and evaluated concepts are needed, which your eCommerce team develops together with other sales & marketing teams. In addition, you develop and execute channel specific online ads to maximize consumer off-take, push awareness occasion campaigns and ensure a first-class Red Bull brand appearance online. You and your team are open-minded and constantly screening the market for innovations.

COMMERCIAL INSIGHTS & STRATEGY

Together with your Commercial Insights & Strategy team lead and the entire team, you are responsible for first-class availability, analysis, and presentation of our internal business data as well as external market & shopper data. Key internal data sources include CPM/Volume and DRIVE/In-Store data. External data sources include Circana/Nielsen, GFK Shopper data, customer off-take and depletion data. Your team ensures that the necessary standard and ad hoc reports are delivered on time to all relevant stakeholders. You empower your team to think across data, combining data points from different sources and enriching this data into actionable insights (Insights into Action mindset) as well as playing a key role in the development of the annual Business planning process.

TRADE MARKETING

You support your Trade Marketing team lead and the entire Trade Marketing team in developing premium channel specific POS tools to maximize consumer off-take and Red Bull brand fit in-store. You and your team are open-minded and constantly screening the market for innovations. You also play a key role in the definition and execution of country-, channel- and customer specific consumer activations making best possible use of the Red Bull assets. You are the key element within the company – managing the needs of all departments. The clear focus must be on our shopper, consumer and our customer.

Qualifications

University degree (business, sales, marketing or similar)

German (fluent) and English (fluent)

Many years of professional experience in the FMCG sector with focus on Category Management, Key Account Management and Trade Marketing

Proven track record in Key Account Management, Category Management and Customer Marketing managing projects together with key trade partners

Clear understanding of the German industry and trade landscapes

Strong analytical capabilities and understanding of off-take and shopper panels and the corresponding tools (Circana, GFK SimIT, etc.)

Existing network with key stakeholders in the FMCG sector (industry, trade, agencies)

Strong people management and coaching skills, with a masterful innovative strength and dynamics that inspire others, pull them along and lead significantly to success

Open minded, creative thinking, flexible with strong communication and presentation skills

Additional Information

As an employer, we value diversity and support people in developing their potential and strengths, realizing their ideas and seizing opportunities. The job advertisement is aimed at all people equally, regardless of age, skin colour, religion, gender, sexual orientation or origin.