Key Account Manager - Traditional

Campari Group today is a major player in the global branded spirits industry, with a portfolio of over 50 premium and super premium brands, marketed and distributed in over 190 markets around the world, with leading positions in Europe and the Americas.

Headquartered in Milan, Italy, Campari Group owns 22 plants worldwide and has its own distribution network in 22 countries, and employs approximately 4,000 people.

Shares of the parent company Davide Campari - Milano N.V. are listed on the Italian Stock Exchange since 2001. Campari Group is today the sixth-largest player worldwide in the premium spirits industry.

General Description of the Role

The Key Account Manager - Traditional is responsible for the achievement of pre-determined sales, distribution and growth targets for Thirsty Camel’s portfolio.

The Key Account Manager will work closely with the National Account Manager to promote Thirsty Camel Ltd in a professional manner consistent with the overall quality image of the company.

Key Responsibilities and Activities

• Alongside the National Account Manager, assist with the management of key distributor relationships; head office relationships and banner groups
• Build and maintain strong relationships with the customer base and internal stakeholders.
• Achieve sales and distribution objectives as a result of collaboration with field sales team.
• Working alongside the NAM, Prepare customer business plans, promotional strategies and submissions, to identify secure and execute potential growth opportunities.
• Manage and administer all trade promotional and incentive schemes in line with any Marketing Programme for Traditional customers.
• Maintain customer records and reviewing performance at regular intervals using Thirsty Camel’s internal tools (CRM/SAP).
• Display sound time management skills by meeting deadlines, planning calls and following up on queries as soon as possible.
• Be a ‘Team Player’ and assisting fellow Thirsty Camel’s personnel conduct their duties when required, and maintaining highly positive staff morale.
• Provide relevant information and data analysis from AC Neilsen data on key industry trends, developments and major competitor activity.
• Complete monthly reports as required (eg sales, rebate, promotional spend reports, field communications)
• Attend and/or host tasting events, visits, fairs, trade events and functions as required by customers or Thirsty Camel
• Attend Sales Meetings and implement any actions arising from these meetings.

Key Relationships

Internal:

• This role reports into the National Account Manager - Traditional
• Be an involved key member of the Sales teams and work closely with Thirsty Camel’s other On Premise Territory Managers.
• Thirsty Camel Sales, Marketing, Customer Marketing teams and wider TCL company.

External:

• Ability to build and maintain working relationships with key Traditional Customers at head office level and the ability to develop these moving forward.

Experience Required

• Currently operating in an area/territory management, sales representative, Key Account Manager, National Account executive, Sales Coordinator or similar role.
• Previously operated in or had exposure to the Traditional Liquor channel.
• A deep knowledge of the local market is critical.
• At least 3-5 years experience in Liquor or FMCG industry/s.

Education / Professional Qualifications

• Degree qualified in Business or Commerce or equivalent is preferred but not essential.

General Skills

• Proficient in Microsoft Office suite and SAP is an advantage
• Intermediate excel proficiency (competent with pivot tables, and foundation formulas)
• Ability to competently read and interpret data, direct exposure to Nielsen an advantage.

Functional Skills

• Business Development Management - Customer Management - Creates strong relationships with customers based on respect and trust; delivers strong results based on ability to negotiate good customer solutions; is efficient in their time management; plans well in advance and sets clear result-focussed objectives; has strong product knowledge and is up to date with current pricing and promotions.

• Entrepreneurial and Commercial Thinking - Keeps up to date with competitor information and market trends; Identifies business opportunities for the organisation; Demonstrates financial awareness; Controls costs and thinks in terms of profit, loss and added value; Has a sound understanding of trade marketing principles.

• Sales Skills – Understands the basic questioning and closing techniques of collaborative sales; Ability to work with customers/wholesalers and develop their business strategy and plans.

General Competencies

• Work Results & Execution – Pays attention to details; Achieves key objectives and meets the defined deadlines; Is highly productive and delivers high-quality; Works effectively under pressure or heavy workload, balances multiple projects; Accepts new and greater responsibilities.

• Initiative and Judgement - Prioritizes own work efficiently; Takes direction without being prompted; Knows when to consult and when to act independently; Keeps management and peers informed of status and potential problems; Handles confidential information appropriately.

• Consumer/Client Focus - Understands consumers / customers / internal clients’ needs; Provides all customers with solutions that best meet their needs; Proactively anticipates future needs and seeks out opportunities.

• Communication and Teamwork - Communicates persuasively and passionately; articulates ideas clearly; Demonstrates effective relationship skills; Responds well to constructive criticism; Obtains acceptance and takes action for ideas; Is an active contributor to the team.

• Ability to Learn - Shows curiosity and interest to be exposed to new situations / challenges; Quickly acquires and puts into practice new knowledge, behaviours and skills. 

Our commitment to Diversity & Inclusion:

At Campari Group we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual’s race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.

Note to applicants:

Your application will be assessed based on your abilities, expertise, general knowledge and experience, not because of any confidential, proprietary or trade secret information you may possess. You must not disclose to Campari Group any such information. In the event that you are asked a question that cannot be answered without disclosure of any confidential, proprietary or trade secret information (including from a current or prior employer or their vendors or customers), you must decline to answer the question.

Notice to third party agencies:

Please refrain from cold-calling or emailing our executive leadership team or the HR community directly. The Talent Acquisition department manages centralized recruiting operations globally, including the selection and management of external suppliers. Currently, our preferred supplier list is at full capacity. To ensure we have your information on file for future consideration, we kindly request that you complete the online form provided here.