Senior Field Sales Manager London & South

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 25 plants worldwide and has its own distribution network in 26 countries, and employs approximately 4,700 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 Senior Field Sales Manager is responsible for fostering and developing a high performing Campari team that meets and exceeds targets and budgets in their geographic territory of Independent Free Trade (IFT) On Trade accounts.  The Senior Field Sales Manager is responsible for embedding the “Campari Way of Selling” process within their team through their great coaching. The Senior Field Sales Manager is expected to lead by example with key groups in the region and have outstanding relationships with regional wholesale team counterparts.

Key Responsibilities and Activities

Execution of KPIs:

• Work closely with the field team to ensure execution of KPI’s, Tasks and Objectives (“activity”) outlined in the channel plan across IFT On Trade Channels
• Work closely with field team to ensure Key Account Programs are executed in line with Key Account Activation and Promotional Plan
• Be the Champion in Region for the delivery of executional excellence (On Time, In Full)

• Ensure own and team administrative activities, volumes, distributions and activations are captured in the CRM system (C4C) in a timely  manner. Based on this they will refelct an NSV for their region.

• Manage and be accountable for investments and spend in the region via A&P tracking and IR approvals.

Coaching and Line Management:

• Play a role in coaching a variety of roles within the team to embed the “Campari Way of Selling” training, journey planning, selling skills, negotiation and in-store merchandising/sales driver standards
• Spend days in field with the team to coach and developing individuals, ensuring executional excellence across key deliverables and activities
• Consult with customer, issue resolution, negotiate and close customer deals and trading terms as required to support the field team
• In collaboration with Business Unit Manager IFT, implement processes to ensure direct reports achieve targets
• Oversee investment rationales from direct reports to ensure selling in the appropriate manner and creating a value exchange with all customers

Account Management:

• Management of own accounts that are priority accounts for the region
• Follow Campari Trading required for managing accounts and lead by example to direct reports
• Assist with all planning within the IFT Channel and the wider business, such as Annual Strat Plans, Business Plans and more.
• Build and maintain relationships with the Customer Marketing Team to effectively implement their plans set out through the Activation Planner
• Monitor Customer/Regional and National performance by tracking volume, NSV, Discounts and market share
• Oversee the implementation and execution of Joint Business Plans across identified key account groups, and complete relevant ones for own Key Customers.
• Support the Business Unit Manager IFT on ad-hoc projects

Key Relationships

Reporting Lines:

• Reports to Business Unit Manager IFT
• Reporting into this role are Business Development Managers, Business Development Esectutives and Regional Account Executives covering various territories

Other Internal Relationships:

• Wider IFT and Commercial team
• Customer Marketing and Marketing team
• Logistics and Supply Chain team
• Finance team
• Brand Ambassadors

External Relationships:

• Customers such as bar owners, bar managers, operation managers, marketing managers
• Route to Market suppliers
• Third party suppliers to collaborate on joint commercial deals

Experience and Skills

Experience:

• 5+ years sales experience within FMCG, Spirits experience desired
• Strong understanding of the On Premise Channels, Key Customers and Channel Dynamics
• Clearly understands Selling, Category & Trade Marketing Principles
• Proven leadership experience managing and developing large, geographically dispersed field sales teams. 
• Strong track record of building high-performing, engaged teams.

Skills:

• Strong reporting and analysis skills
• Demonstrate coaching skills within a team
• Strong commercial acumen
• Strong presentation skills
• Strong communicator and motivator of teams
• Time management and ability to prioritise tasks
• Presentable and road worthy car if required
• Clean driving license

What’s on Offer

• Be part of an inclusive, talented, fun, dynamic, passionate and welcoming team!
• Competitive salary and generous bonus scheme
• Private Medical and Dental healthcare available to you and your family at no extra cost
• 25 days holidays, plus bank holidays
• Generous pension scheme where employees contribute 2% and the company contributes 8%
• Enhanced parental leave & pay and access to coaching for new parents
• Fitness allowance to support your mental and physical wellbeing
• Access to a wide range of learning resources including LinkedIn Learning
• Life assurance cover of four times your annual salary
• Income protection
• Support for your charitable fundraising efforts
• Enjoy our portfolio of brands with our product allowance

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.

Campari Group believes that fair compensation and equal opportunities are crucial for employees’ well-being, empowerment, and engagement.  Our efforts to ensure fair pay have earned us the Fair Pay Certification by Fair Pay Workplace, an independent organization dedicated to dismantling pay disparities based on gender, race and their intersection.

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.