Key Account Manager

The Key Account Manager – Independent Wholesale (KAM) is responsible for driving Red Bull North America’s (RBNA) volume, market share, and distribution objectives within the Independent Wholesale channel. This position leads the development and execution of wholesale-specific strategies by managing key independent wholesalers and influencing execution across their customer base.

The KAM achieves these objectives by aligning, translating, and implementing joint customer and Red Bull priorities through effective account management. This includes building key customer relationships, operating within RBNA’s pricing architecture, coordinating at the regional level to implement programs and priorities, managing extensive stakeholder relationships across regions, and effectively influencing and communicating with field sales and marketing teams to drive brand programming with independent wholesale owners.

This role serves as the primary liaison among wholesalers, Distributor Partners (DPs), and internal RBNA teams to expand scalable reach, improve execution standards, and drive profitable growth.

RESPONSIBILITIES
Areas that play to your strengths

All the responsibilities we’ll trust you with:
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• MANAGEMENT & DEVELOPMENT OF INDEPENDENT WHOLESALE ACCOUNTS

  Takes ownership of Independent Wholesale account performance across Distribution, Price, Promotion, and QPOD.

  Develops and executes annual business plans aligned with RBNA priorities and the Pricing Architecture.

  Drives SKU distribution expansion across wholesale networks and downstream outlets.

  Ensures wholesalers are fully stocked with priority SKUs and packages in line with the Wholesale Strategy.

  Sells and implements the RBNA Optimum Price strategy, ensuring consistency across the wholesale program.

  Ensures all programs are supported by effective POS materials, displays, and merchandising standards.

  Tailors sales narratives to align wholesaler economics with RBNA growth objectives.

• WHOLESALE CHANNEL DEVELOPMENT & EXECUTION AT SCALE

  Develops independent wholesalers to drive growth in volume, market share, and distribution.

  Establishes clear operating routines, key performance indicators (KPIs), and a consistent performance-tracking cadence.

  Ensures consistent execution across wholesale networks and sub-segments.

  Influences wholesaler sales teams and downstream decision-makers to implement RBNA priorities.

  Identifies and capitalizes on white-space opportunities across independent retail, vending, foodservice, and multi-channel outlets.

  Ensures compliance with national pricing structures and program standards.

• MANAGEMENT & DEVELOPMENT OF LOCAL RELATIONSHIPS

  Builds and maintains relationships with wholesale owners, operators, and key decision-makers.

  Establishes a communication and coordination model across headquarters, regional, and field levels to ensure effective execution at the outlet level.

  Serves as the primary point of contact for Independent Wholesale within the region.

  Collaborates across functions with the Distribution, Sales, Marketing, Finance, and Category teams.

  Regularly participates in business reviews, market visits, and strategic planning sessions.

  Drives execution by influencing Distributor Partners (DPs) and Distributor Partner Managers (DPMs).

• BUDGETS / ANNUAL PLANNING

  Responsible for the 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.

  Monitors and manages all investments to ensure they meet ROI and financial targets.

  Manages travel and entertainment (T&E) and trade spending within assigned budgets.

• BUSINESS ANALYSIS

  Uses internal and external data (IRI/Nielsen/RBNA tools) to support insight-driven selling.

  Identifies trends in wholesale pricing, product assortment, and competitor activity.

  Translates insights into actionable business plans and clear execution priorities.

  Builds thought leadership in the Energy Drink category within the wholesale channel.

• BUSINESS REVIEWS & COMMUNICATION

  Leads quarterly business reviews (QBRs) with wholesalers and internal stakeholders.

  Provides energy-related insights that inform pricing, promotion, and distribution strategies.

  Communicates programs and priorities through established processes (e.g., chain alerts).

  Ensures alignment and effective communication across distributor partners (DPs), distributor partner managers (DPMs), regional teams, and headquarters.

  Shares best practices and success stories to scale execution across markets.

EXPERIENCE
Your areas of knowledge and expertise

that matter most for this role:

• 4-6+ years of sales experience with a proven record of delivering strong results.
• Experience in consumer packaged goods (CPG), beverages, fast-moving consumer goods (FMCG), or direct-store-delivery (DSD) environments.
• Strong understanding of wholesale channels, indirect route-to-market (RTM) models, or multi-tier distribution structures.
• Demonstrated ability to influence indirect customers and manage complex stakeholder networks.
• Strong analytical skills, with experience using data to inform and drive decisions.
• Excellent communication, negotiation, and relationship-building skills.
• High proficiency in Microsoft Excel and PowerPoint.
• Self-starter with a solution-oriented, entrepreneurial mindset.
• Preferred:
• In-depth knowledge of fast-moving consumer goods (FMCG) and the wholesale segment.
• Knowledge of pricing architecture and trade investment strategies.
• Experience working cross-functionally with Sales, Distribution, and Finance teams.
• Bachelor’s degree preferred.
• Fluency in English; additional languages are an advantage.

• Travel 70-80%
• Permanent
• Benefits eligible

WHERE YOU’LL BE BASED
Santa Monica California , United States

United States Red Bull North America