Key Account Specialist (E-Commerce)

When Red Bull was founded in Austria in the mid 1980s, it marked the launch of not only a new product but also a unique marketing concept. The first can of Red Bull was sold in Austria in 1987, creating a whole new product category – Energy Drinks.

Today, Red Bull operates in over 175 countries, selling over 11.5 billion cans annually and growing! Above all, our people remain the essential ingredient in bringing the Red Bull brand to life. In Austria more than 2,000 individuals, representing over 60 different nationalities, work together to grow the brand and deliver great products and experiences by Giving Wiiings to People and Ideas.

PURPOSE OF THE JOB:

The Key Account Specialist manages a portfolio of Key Account customers, with a strong focus on Convenience and Impulse channels, and leads the eCommerce execution across the entire Modern Trade channel. The role is accountable for delivering sales, volume, and profitability targets across assigned customers and eCommerce, requiring an entrepreneurial, self-driven mindset and the ability to work independently. The position combines key account management with the execution of the eCommerce strategy, driving online sales growth and ensuring a strong brand presence across digital and in-store environments. Leveraging market insights, data analytics, and cross-functional collaboration. The role focuses on optimizing performance, implementing digital shelf excellence, and enhancing the consumer journey across online touchpoints.

The Key Account Specialist contributes to a medium- to long-term commercial vision, based on a thorough understanding of customers, market trends, and growth opportunities, with strong attention to detail. Comfort in taking calculated risks, proactively identifying opportunities, and translating insights into action is essential. A creative, analytical, and action-oriented mindset is required to build strong customer relationships and collaborate effectively in a cross-functional and international environment

All the responsibilities we'll trust you with:

STRATEGY

Execute and support the implementation of Red Bull’s commercial strategy across assigned Key Accounts, with a focus on Convenience and Impulse channels. Contribute to mid- to long-term customer plans, providing insights and recommendations aligned with the national sales strategy. Execute pricing and promotional plans in line with company guidelines and the national promotional grid, tracking effectiveness and profitability. Lead the execution of the ecommerce strategy, supporting volume, sales, and market share growth across ecommerce segments. Support the integration of ecommerce within omnichannel strategies to drive holistic growth. Implement digital commerce best practice, including SEO optimization, content excellence, and CTR improvements.

ANALYSIS & PLANNING

Analyze internal and external data sources (e.g. Nielsen, customer data, eCommerce analytics) to identify growth opportunities. Support sales forecasting and trade spend planning to deliver profitability targets. Develop annual business and promotional plans for assigned customer segments. Prepare negotiation scenarios and selling materials, reinforcing red bull’s value proposition and category leadership.

TRACKING, ANALYSIS AND REPORTING

Track, analyze, and report on commercial and eCommerce performance, including sales results, shopper trends, and competitive activity, identifying opportunities, risks, and required corrective actions. Support fact-based decision-making by translating data and insights into actionable recommendations. Leverage digital analytics tools to track KPIs and recommend optimizations for campaigns and activations. Conduct benchmarking exercises to ensure competitive positioning across key eCommerce platforms.

MANAGING KEY ACCOUNTS IN GIVEN SEGMENTS

Execute joint business plans with assigned Key Accounts, maximizing performance through disciplined execution and follow-up. Support win-win partnership negotiations through data preparation, scenario analysis, and recommendations. Collaborate with internal cross-functional teams and external customer stakeholders to ensure alignment and execution of agreed initiatives. Support budget tracking and spend management, monitoring margins versus investment and escalating risks or deviations. Identify new eCommerce opportunities, supporting innovative business models and distribution strategies.

EXECUTION

Ensure executional excellence at account level, coordinating with field teams and cross-departmental resources. Manage and optimize product listings across eCommerce platforms, ensuring best-in-class content and visibility. Support the implementation and maintenance of the Perfect Online Store tool. Collaborate with brand marketing and trade marketing teams to develop engaging and conversion-driven digital content. Ensure compliance with platform requirements and best practices to enhance discoverability and conversion.

COLLABORATION

Continually search to understand customer needs better and respond with programmes (in line with the brand equity) that are mutually beneficial. Build strong, trust-based relationships with customers, positioning Red Bull as a preferred partner and growth driver. Work closely with Trade Marketing to develop category strategies and compelling conceptual sells. Partner with Sales, Marketing, Finance, and Operations to ensure aligned execution and sustainable growth. Collaborate with eCommerce customers across segments to drive digital initiatives and execution excellence.

Your areas of knowledge and expertise that matter most for this role:

• A proven track record of 3-5 years professional experience in Key Account execution and negotiation and/or eCommerce, ideally with FMCG/beverage background and preferably with global brands or leading eCommerce platforms.
• Cross-functional experience in Trade Marketing/Consumer Marketing/Field Sales is a plus (not mandatory)
• Network of existing contacts and trade relationships an advantage
• Bachelor’s degree in business, Marketing, Economics, or a related field.
• Linguistic skills: Strong command of English. Additional languages are a plus.
• Analytical skills: Strong planning and negotiation skills with a sound understanding of financial bottom-line implications of sales and marketing decisions. Able to analyze sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer and Red Bull.
• Negotiation experience: Successful front line retail negotiation experience and problem-solving skills