Head of Commercial Capability & Operations

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.

Role Overview: The National Sales Operations & Capability Manager is a pivotal role responsible for enhancing the overall efficiency and effectiveness of our sales force. This multifaceted position involves ownership of critical sales processes, training initiatives, and leveraging data analytics to drive business performance. The ideal candidate will have a strategic mindset, strong analytical skills, and a passion for improving sales performance.

1. Process Optimization:
   • Act as the process owner for Planned Journey Plans (PJP), ensuring call efficiency and effectiveness.
   • Govern and control Sales Force Automation (SFA) processes within the organization.
   • Develop and implement strategies to optimize sales processes, aligning them with business objectives.
   • Regularly review and update processes to enhance productivity and operational efficiency.
2. Sales Force Automation (SFA):
   • Oversee the deployment and management of SFA tools.
   • Train the sales team on the use of SFA systems to ensure full utilization.
   • Monitor and maintain the SFA system to ensure it aligns with sales processes and strategies.
   • Analyze SFA data to identify opportunities for process improvements and increased efficiency.
   • Collaborate with IT and vendors to resolve any technical issues and implement system upgrades.
3. Capability Building:
   • Identify skill gaps within the sales team and develop training programs to address them.
   • Design and deliver comprehensive training programs on product knowledge for sales teams and other stakeholders.
   • Ensure product training content is relevant, reflecting the latest product information and market trends.
   • Assess individual training needs and create customized learning solutions to address skill gaps.
   • Monitor and evaluate training program effectiveness through feedback and performance metrics.
   • Foster a culture of continuous learning and improvement within the sales team.
4. Business Analytics:
   • Utilize advanced business analytics to provide actionable insights and recommendations for improving sales performance.
   • Analyze sales data, market trends, and other relevant metrics to support decision-making.
   • Develop and maintain dashboards and reports tracking key performance indicators (KPIs).
   • Collaborate with cross-functional teams to implement data-driven strategies effectively.
5. Net Revenue Management (NRM):
   • Develop and implement NRM strategies to optimize pricing, promotions, and product mix.
   • Analyze market data and sales performance to identify opportunities for revenue growth.
   • Work with marketing and finance teams to align NRM strategies with overall business goals.
   • Monitor and evaluate the effectiveness of NRM initiatives and adjust strategies as needed.
   • Ensure the sales team is equipped with the necessary tools and knowledge to execute NRM strategies effectively.
6. Scheme Execution Analysis:
   • Analyze schemes such as Distributors Schemes, Sub-Stockists/Wholesalers Loyalty Scheme, and Sales Force Incentive.
   • Share state-level spend analysis on a monthly basis with Area Sales Managers (ASMs).
7. NSV/GM Tracking:
   • Monitor daily sales performance, broken down by field force, brand, SKU, and channel.
   • Work with ASMs towards revenue management and improvement of NSV/GM with product mix.
8. Productivity Metrics for Frontline Team:
   • Monitor productivity metrics, including ECO, Bill Cuts, TLB, Brand/SKU Eco, and Unique Lines Billed.
   • Analyze Customer/Distributor’s Stock Flow Report.

Qualifications

• • Master's degree in Business Administration, Sales, Marketing, or a related field; MBA preferred.
  • Minimum of 8-9 years of experience in business analytics, capability building, and sales operation. Atleast 4-5 years managing business analytics is a must.
  • Proven experience in Power Bi and  Sales Force Automation tools.
  • Demonstrated ability to develop and implement process optimization strategies. Ability to think strategically and innovatively.
  • Strong understanding of Net Revenue Management principles and practices.
  • Proficiency in data structures, data analysis and business intelligence tools.
  • Strong project management skills and ability to manage multiple priorities.
  • Experience in designing and delivering training programs for sales teams.

Required Skill Set

• • Analytical Skills: Ability to analyze complex data, identify trends, and provide actionable insights.
  • Technical Proficiency: Experience with Sales Force Automation (SFA) tools, CRM systems, and business intelligence software.
  • Training and Development: Expertise in creating and delivering training programs, and assessing training effectiveness.
  • Communication Skills: Excellent verbal and written communication skills, with the ability to present data and insights clearly to stakeholders.
  • Project Management: Strong organizational skills with the ability to manage multiple projects simultaneously.
  • Collaboration: Proven ability to work effectively with cross-functional teams, including IT, marketing, and finance.
  • Problem-Solving: Strong problem-solving skills with a strategic mindset to address and overcome challenges.
  • Adaptability: Ability to thrive in a fast-paced environment and adapt to changing business needs.
  • Attention to Detail: High level of accuracy and attention to detail in all aspects of work.
  • Leadership: Ability to lead and inspire a team, fostering a culture of continuous improvement and high performance.

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 note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency