State Head - Karnataka

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.

Job Summary

We are seeking a dynamic and results-driven State Head to lead sales, distribution, and brand-building initiatives across Karnataka, India. The role demands a strategic thinker with strong expertise in wholesale trade, premium brand positioning, and regulatory frameworks, coupled with a data-driven and process-oriented approach. The State Head will align regional execution with Campari’s monthly operating rhythm, S&OP forecasting, and financial discipline to deliver predictable business outcomes.

Key Responsibilities

Strategic Outlook

• - Develop and execute regional sales strategies tailored to South markets, balancing premiumization with volume growth.
• - Translate national priorities into regional execution plans, ensuring alignment with Campari’s global standards.
• - Anticipate market shifts, competitor activity, and regulatory changes to proactively adapt strategies.

Monthly Operating Rhythm (Campari Framework)

• - Drive monthly business reviews with clear action plans and follow-through.
• - Align regional execution with Campari’s operating rhythm, ensuring predictability in numbers.
• - Implement SOPs for sales tracking, demand planning, and credit discipline.

S&OP Forecasting

• - Lead demand forecasting for South markets, integrating sales, marketing, and supply chain inputs.
• - Use advanced Excel and analytics tools to build predictive models for sales trends.
• - Ensure accuracy in forecasting to minimize stock-outs and optimize inventory. Key Responsibilities

Wholesale & Key Account Management:

• Build and nurture strong relationships with wholesalers, distributors, and key accounts.
• Ensure a robust and efficient discount/pricing/revenue model aligned with business needs.
• Optimize pricing strategies and trade partnerships to drive profitable growth.
• Build trust and accountability with the distributors.

Excise & Regulatory Compliance:

• Maintain a deep understanding of excise policies, tax structures, and licensing frameworks.
• Ensure all business operations comply with local, state, and industry regulations.
• Adapt business strategies in response to evolving policy changes.

Data-Driven Decision Making & Process Optimization:

• Be highly proficient in Excel and analytics tools to track performance and drive insights.
• Develop data-backed forecasting models to predict sales trends and market movements.
• Create structured processes for reporting, planning, and execution, ensuring predictability in numbers.
• Implement SOPs for credit, sales tracking, and demand planning to drive efficiency.
• Utilize KPIs such as width and depth of distribution, effective coverage, PJP planning, and total lines billed to drive performance.

Brand Development

• - Lead brand launches and activations across priority cities, ensuring strong visibility and consumer engagement.
• - Partner with marketing to design and execute trade marketing campaigns, POS visibility, and experiential activations.
• - Track consumer behavior and refine brand positioning to strengthen premium credentials in coordination with Marketing.

Customer & Channel Management (CCM)

• - Build and sustain strong relationships with wholesalers, distributors, and key accounts.
• - Drive structured discounting, pricing, and revenue models to maximize profitability.
• - Ensure disciplined credit management, monitoring receivables and enforcing compliance with trade partners.

Monitoring & Evaluation (M&E)

• - Establish robust KPIs for distribution width/depth, coverage, and lines billed.
• - Monitor execution effectiveness through structured reporting and dashboards for promotions.
•  Conduct regular reviews with trade partners and internal teams to ensure accountability.

Team Leadership & Development:

• Mentor and develop a high-performing sales team, fostering a culture of accountability and excellence.
• Provide training, coaching, and clear strategic direction to align teams with business goals.
• Establish clear KPIs and review mechanisms to monitor and drive team performance.

Financial & Credit Management:

• Ensure financial discipline and credit risk management in wholesale operations.
• Monitor payment cycles, outstanding receivables, and trade partner compliance.
• Align pricing and discount structures to maintain a balance between sales growth and profitability.

Key Requirements

• Proven experience in the AlcoBev industry, with a track record of building brands and driving profitable growth.
• Strong analytical skills with the ability to interpret data and drive business decisions.
• Advanced proficiency in Excel and data analytics for reporting, forecasting, and planning.
• Process-driven mindset, ensuring structured execution and business predictability.
• Expertise in wholesale market operations, credit structures, and financial management.
• Deep understanding of regulatory policies and compliance in the alco-beverage industry.
• Demonstrated leadership in building and grooming high-performing teams.
• Excellent negotiation and relationship-building skills with key customers and trade partners.

Capabilities Needed

• Strategic Leadership: Ability to translate national priorities into regional execution.
• Analytical Rigor: Advanced proficiency in Excel, forecasting, and data analytics.
• Financial Acumen: Strong understanding of credit structures, receivables management, and A&P coordination.
• Regulatory Expertise: Deep knowledge of excise policies, tax structures, and licensing frameworks.
• Brand Building: Experience in premium brand launches, trade marketing, and consumer engagement.
• Team Leadership: Proven ability to mentor and develop high-performing sales teams.
• Relationship Management: Strong negotiation and partnership skills with key accounts and distributors.

This role is ideal for a strategic leader who thrives on data-driven decision-making, process optimization, and driving consistent business outcomes, with a right mix of analytics, execution, and leadership

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.