Job Summary

The Key Account Manager — Large Format is responsible for owning the strategic retailer relationships, growth agenda, and brand direction across Chaparral’s large format account universe, including Walmart, HEB, Target, and Randalls. The KAM develops solutions that resonate with customer needs while achieving company and RBNA goals, drives best practices, and creates innovative approaches to growing volume, distribution, and share within these accounts.

This role is strategy-focused. The LF KAM owns growth, after action reviews, retailer relationships, and broader brand direction within the large format channel. The KAM works in close partnership with the Large Format RSM, who owns in-store execution and service, to ensure seamless alignment between strategy and field delivery. The KAM is accountable for supporting the RSM and the presell team for stronger execution results and engaging directly with store and district-level retail partners to drive improved performance.

Responsibilities

Account Strategy & Growth

• Own and deliver volume, distribution, and share objectives across all large format accounts — Walmart, HEB, Target, and Randalls
• Develop and execute account-specific strategies that align with company goals, RBNA programming, and retailer priorities
• Thoroughly analyze account and channel sales data to define priorities, identify opportunities, and focus the team on the highest-impact areas
• Creatively sell Red Bull standards, price points, and programming in a way that resonates with each account; customize the sales approach to achieve account goals while driving effective, permanent displays and incremental placement
• Conduct monthly business reviews with key account contacts to update on business performance, competitive activity, channel opportunities, and upcoming promotions
• Routinely engage in activities to build relationships and wire accounts beyond the store level, developing meaningful connections with district and regional retail leadership
• Identify and pursue incremental display, cold availability, and shelf opportunities across all large format accounts

Walmart Strategy & Performance Management

• Own the Walmart relationship at the account strategy level, serving as the primary point of contact for programming, growth initiatives, and brand direction across all Walmart locations in the territory
• Monitor and drive improvement in Walmart Online Pickup and Delivery (OPD) compliance metrics, including First Time Pick Rate (FTPR), nil pick rate, and in-stock rate; develop action plans and hold the LF RSM accountable for field-level execution against these metrics
• Review the OPD report and OOS report on a regular cadence; identify underperforming stores and work with the LF RSM to develop and execute corrective action
• Lead after action reviews following rollback events, promotional windows, and major programming executions; document results, identify gaps, and develop forward-looking improvement plans
• Engage directly with Walmart district and store leadership as needed to resolve systemic service issues, improve compliance, or advance growth opportunities
• Ensure rollback programs are planned, resourced, and executed to standard; partner with the LF RSM to confirm product, pricing, and placement are in place before and throughout each rollback window
• Drive continuous improvement in Walmart winning store percentage by pushing the LF RSM and presell team for stronger execution and holding store-level retail partners accountable for their commitments

RSM & Field Partnership

• Maintain open and ongoing communication with the LF RSM to ensure effective program implementation across all large format accounts; leverage field input to develop strong plans and conceptual sells to retailers
• Enable the LF RSM for greater execution results across all metrics; serve as a strategic voice that sets the standard and holds the execution team accountable
• Engage directly with the Presell ASM team as needed to communicate programming priorities, provide context on account-level expectations, and reinforce execution standards
• Partner with the GSM on RBNA account relationships, joint business planning, and strategic priorities within the large format channel

General

• Work collaboratively across the organization and share best practices; act as a major contributor and leader among peer group
• Serve as a safety champion, driving awareness, accountability, and continuous improvement in all company and warehouse safety practices
• Other duties as assigned

Qualifications

Required Skills/Abilities

• 3–5 years of experience in direct store delivery (DSD) management, including a proven track record of meeting or exceeding assigned sales objectives
• 2+ years of management or key account experience in a sales environment
• Strong understanding of large format retailer requirements, including Walmart OPD metrics, planogram compliance, rollback execution, and chain account programming
• Excellent communication skills, including the ability to present one-on-one and in a group setting
• Strong analytical ability — comfortable reading and acting on performance data across multiple accounts and metrics
• Ability to build and maintain relationships at multiple levels within a retail organization, from store to district to regional
• Strong organizational and prioritization skills with the ability to manage multiple accounts and initiatives simultaneously
• Proficiency in computer applications, including MS Word, Excel, and PowerPoint
• Familiarity with route accounting systems and retailer portals
• Current driver’s license with a clean driving record
• Clear background and drug test required
• DOT medical card required

Education and Experience

• Bachelor’s degree in business or related field preferred, or 5 years of experience in lieu of education
• Preferred prior key account or chain account sales experience in DSD or CPG
• Knowledge of beverage market preferred

Physical Requirements

• Repeatedly lifting 10–25 pounds including overhead
• Ability to stand and walk frequently
• Prolonged periods sitting at a desk and working on a computer

Compensation/Benefits

• 401k with 4% company match
• Medical, dental, and vision coverage
• Company paid life insurance
• Company vehicle provided
• Paid time off after introductory period
• Paid company holidays
• Company provided phone
• Additional earning opportunities with incentive programs and commissions

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