Commercial Operations Manager

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 Commercial Operations Manager will collaborate with the Senior Director of Commercial Operations to optimize core sales functions including but not limited to planning, reconciling, programming, development, and tracking of goals, budgets, allocations, new items, and inventory management (both internal and distributor). The primary focus will be on leading the monthly Depletion Volume Planning Cycle, including Flash and Forecasting with the Sales team, and ensuring data integrity across all commercial-related systems. The manager will also drive a bottom-up sales forecast for Sales & Operations Planning (S&OP), Strategic Plan, and Budget Review meetings, both monthly and annually. Collaboration with Sales to align forecasts with budget targets, coordination with Demand Planning and Finance to integrate depletion forecasts into shipment and gross margin processes and deliver key insights into market and brand depletions and gross margin performance are essential responsibilities.

We are seeking a candidate with a strong work ethic, excellent collaboration skills, proven leadership experience, strong communication skills, and the ability to work under pressure. Attention to detail is crucial in this role, as the ideal candidate will need to ensure accuracy in all tasks. Adaptability is also important, as the candidate will need to respond effectively to changing priorities and take on additional duties and responsibilities as needed, ensuring they are reasonable and consistent with the position.

Key Responsibilities

Volume Planning Cycle

• Lead the monthly Volume Planning Cycle, including Flash and Forecasting, to drive accurate sales forecasts, market insights, and brand performance.

• Manage all aspects of the Volume Planning Cycle including system management

• Oversee the Flash process, ensuring validation and timely reporting to North American leadership.

• Drive a bottom-up sales forecast for Sales & Operations Planning (S&OP), Strategic Plan, and Budget Review meetings, both monthly and annually.

• Collaborate with Sales to align forecasts with budget targets and enhance accuracy.

• Coordinate with Demand Planning and Finance to integrate depletion forecasts into shipment and gross margin processes.

• Deliver key insights into market and brand depletions and gross margin performance by identifying risks, opportunities, and trends affecting local markets, and updating brand strategies accordingly.

Reporting & Continuous Improvement

• Develop and implement tools and reports to enhance work processes, understand the needs of Field Commercial Sales, and drive improvements through automation.

• Lead or contribute to the development of systems and reports that improve work process efficiency and provide better data insights for informed business decisions.

• Oversee data integrity processes, ensuring accurate reconciliation, validation, and reporting, including managing monthly depletion audits.

One Commercial Plan

• Support the Trade Promotion Management system and One Commercial Plan by partnering with the Global Project team for testing and adoption

• Collaborate with key stakeholders, including project sponsors and core team members, to ensure alignment on project progress and address any issues

• Participate in testing activities, including test case creation, execution, defect management, and provide feedback during review sessions.

• Assist with data migration tasks to ensure accurate data transfer from legacy systems to the new One Plan system.

• Provide training and support for team members on the new system, ensuring they are comfortable with the new processes and tools.

Region Analysis & Support

• Provide analytical support to designated region through partnership with DVPs & State Managers

• Own Regional Program tracking & analysis in conjunction with region DVP & Field Marketing Manager to provide consistency in reporting across all regions 

• Lead region Bonus tracking by providing monthly updates of all Bonus KPIs for Region including profitability R&O

• Assist region with any ad hoc analysis including but not limited to distributor NSV, KPI & execution program tracking to ensure localized market support

• Support innovation optimization & help mitigate supply risk for the region

• Lead distribution, segmentation, market share, and sellout reporting and analysis to set minimum distribution standards utilizing VIP & SalesNav competitive data to improve quality of accounts & velocity

• Proactively provide monthly risk & opportunity analysis across all markets to help improve phasing, size mix etc. to facilitate an optimized production plan

Key Relationships

Internal: Sales, Marketing, Finance, Supply Chain

External: Data providers & distributors

Education / Professional Qualifications

• Bachelor’s Degree required in Business, Finance, or data driven field, MBA preferred

• Minimum 8 years of proven beverage alcohol experience at a supplier, distributor, or key outlet

Skills & Competencies Overview

• Solutions oriented with strong analytical & problem-solving skills

• Self starter with a passion for achieving results 

• Data Accuracy & Reporting: Ensure data integrity through analysis and maintain precision in reporting. Must have excellent organizational focus & attention to detail

• Insights & Decision-Making: Analyze data, identify trends, and provide actionable insights to stakeholders. Excellent interpersonal, negotiation, and conflict resolution skills

• Collaboration & Process Improvement: Ability to create strong and effective business relationships at all levels of the organization including collaborating with IT, Sales, and Finance to enhance processes and implement improvements

• Adaptability & Problem Solving: Adjust to changing business needs and proactively address challenges.

• Time Management: Efficiently prioritize tasks, manage competing demands, and meet deadlines

Technical Proficiency

• Advanced Excel (automation, macros, VBA) and Power BI for report building and data analysis.

• Familiar with beverage alcohol data sources: VIP applications, TD Linx, NABCA, SGWS Compass, SGWS Sales Nav, YDrink.

• Proficient in reporting systems: SAP ECC, Advanced Analysis, Business Objects, Cognos, Xtel.

• Strong PowerPoint skills for creating presentations

Other Essential Job Functions

• Extended periods of time using a computer and analyzing online data

• Ability to read and process significant amounts of data – analyzing and identifying relevant insights

• Communicate regularly with internal and external stakeholder by video, phone, email and in the form of written communications and/or presentation

The expected base salary for this position ranges from $118,300 - $140,000. Salary offers are based on a wide range of factors and considerations. In addition to a base salary and a generous employee benefits package, employees may be eligible to receive a discretionary bonus.

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.