Area Sales Manager - ACT & Riverina

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 Area Sales Manager (ASM) – ACT & Riverina role is the front line of the Commercial Sales function and the primary customer service contact for our retail & on-premise customers. The ASM will drive sales, distribution, and growth targets of Campari Australia products within their defined sales territory. 

The ASM will promote Campari Australia and our premium brands in a professional manner consistent with the values of our organisation and overall quality image of our brands and business.

Key Responsibilities and Activities

• Build & maintain strong relationships with the customer base within your territory in both the On and Off Premise channels.

• Achieve sales and distribution objectives because of planning and execution of call cycle objectives

• Provide ongoing superior customer service to your customer base in territory

• Effectively drive brand education and sales with established client-base, encourage trail and incremental growth

• Maintain customer records and reviewing performance at regular intervals

• Prepare business plans and submissions, to secure potential growth opportunities

• Manage and administer all trade promotional and incentive schemes and redemptions in line with any Marketing Programme. 

• Merchandise shelf, fridge, and floor to gain maximum display exposure of Campari Australia products at point of sale to enhance sales opportunities.

• Provide relevant information on key industry trends/ developments and major competitor activity

• 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 ‘Camparistas’ within the National Field team and across the organisation, maintaining highly positive staff morale and teamwork

• Complete monthly reports and prepare territory reviews at Call Cycle team meetings

• Attend and/or host tasting events, visits, fairs, trade events and functions as required by customers or Campari Australia

• Attend Sales Meetings and implement any actions arising from these meetings.

• Regional travel is required in this role at regular intervals to service the extended customer base.

Key Relationships

Internal: The Area Sales Manager (ASM) – ACT & Riverina and reports to the Field Sales Manager – NSW/ACT, who in turn reports to the Head of Field Sales.

The Area Sales Manager is a Canberra based role and a key member of the Australian sales team working closely with interstate peers and with their marketing colleagues.

External: Customer base within Territory

Experience Required

• At least 3 to 5 years’ experience in Liquor/Beverage or other FMCG organisation is highly desirable.

• Currently operating or have previously operated in an Area Management or Sales Representative role (or like).

• A deep knowledge and understanding of the local market and territory.

Education / Professional Qualifications

• Degree qualified is desirable but not essential

Other Skills

• Relationship building skills of a high level

• Ability to build long term profitable business relationships

• Effective negotiation skills manage budget and achieve distribution targets

• Demonstrate a clear understanding of brand distribution and target objectives

• Ability to communicate in both written and oral formats.

• Demonstrated ability to achieve targets and meet challenging deadlines

• Teamwork & cooperation

• Presentation Skills

• Planning/ prioritising skills 

• Strong Computer skills in excel and word

• Strong Financial Understanding

Functional Skills

• Territory 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 to make the most of each call; has strong product knowledge and is up to date with current pricing & 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 an understanding of trade marketing principles.

• Sales Skills – Understands the basic questioning and closing techniques of collaborative sales; Takes and enters customer orders; Easily calculates pricing and offers for customers within signed off parameters for price and volume; Understands the different approaches required in on and off premise venues.

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 

CLASSIFICATION OF SKILLS

FUNCTIONAL SKILLS

Skills related to the (macro-) function he/she belongs to

MANAGERIAL SKILLS

Set of Campari Group managerial competences (standard across the organization). Please select those that are relevant to the role.

• Execution and Foresight

The ability to deliver results, overcoming difficulties, anticipating the future of the business/work, and driving change.

• Leadership

The ability to envision, inspire, energize, and lead the organization to extraordinary results.

• Innovative Problem Solving

The ability to find, implement and disseminate a culture of innovative solutions.

• Team working

The ability to work with others across all boundaries to reach common objectives and extraordinary results.

• Consumer Focus

The ability to put himself/herself in the “consumer* / clients*’ shoes”, understanding their current needs and anticipating the future ones.

*For Marketing function only, consumer is exclusive. For other functions, we may want to talk about Consumer or Clients if consumer does not apply.

• Technical Excellence

Mastery of a body of knowledge, coupled with the ability to apply, transfer, and disseminate excellence across the organization.

• Business Judgment

The ability to take effective decisions balancing market, products, financial and organizational issues.

• People Development

The ability to develop and attract individuals.

OTHER SKILLS

Miscellaneous category including foreign languages, basic IT applications knowledge, etc

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.