Senior Manager - Commercial Capabilities

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 Commercial Capabilities Senior Manager will serve as the functional expert responsible for strategically enhancing & advancing the Commercial Capabilities within our US Sales organization. This role involves developing and implementing Commercial Capability programs and training modules that drive internal talent growth for superior succession planning, enhanced operational efficiency, and elevated distributor & customer engagement. The Capabilities Manager will be instrumental in standardizing our Commercial tools & processes to ensure consistency and improvement in our joint business planning with our distributor partners. The objective is to position our organization as the preferred supplier for our distributor partners & customers, accelerate value creation in the marketplace, and transform our Commercial function to have a competitive advantage for building profitable brands.

We are seeking a candidate with strong Sales driven expertise in the U.S. Spirits three‑tier system and a proven ability to navigate its commercial and route‑to‑market complexities. A strong commercial acumen and a deep understanding of the P&L are key to connecting everyday Sales decisions to commercial outcomes. Their proven ability to lead the development, implementation and continuous improvement of training programs will be instrumental in the success of this role.

Key Responsibilities

Commercial Capabilities:

• Strategically lead the development & implementation of our capability enhancement program in close collaboration with our Global network, CampUS, HR and Sales Leadership
• Ensure a comprehensive long term capabilities journey for the Commercial team with a focus on continuous improvement through business evolution and a challenging environment
• Gain a deep understanding of the specific needs and requirements of key stakeholders within our Sales regions and markets
• Coordinate closely with Sales Leadership & Commercial Directors to identify and prioritize program development initiatives as well as localized solutions
• Drive the comprehensive deployment of our learning program modules in collaboration with key stakeholders  
• Leverage a strong commercial and financial acumen to translate daily sales decisions into measurable commercial outcomes
• Ensure that the acquired knowledge and skills are effectively applied in the workplace to measure and demonstrate the program's impact and benefits. 
• Develop a clear feedback process that will ensure the participants’ satisfaction and perceived value of the capabilities journey. Ensure ROI of the program through business results

Commercial Planning Standardization & Continuous Improvement:

• Develop and implement tools and reports to enhance commercial planning processes
• Lead or contribute to the development of standardized tools that improve work process efficiency and provide better data insights for informed business decisions
• Establish a consistent framework for business reviews with our distributor partners 
• Drive improvements through consistency & automation for all areas of commercial planning & analysis

Region Analysis & Support

• Provide analytical guidance to designated region through partnership with DVPs & State Managers
• Proactively provide monthly risk & opportunity analysis across all markets to help improve forecasting phasing, size mix etc. to facilitate an optimized production plan
• 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
• 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

Key Relationships

Internal: Sales, Commercial Excellence, Human Resources, Global Capabilities

External: Agency partners & distributors

Education / Professional Qualifications

• Bachelor’s Degree required in Business, Finance, or data driven field, MBA preferred
• 5+ years of proven beverage alcohol experience at a supplier, distributor, or key outlet
• 10+ years of sales experience

Skills & Competencies Overview 

• Deep knowledge of Sales force structure and processes in the Spirits industry
• Knowledge of overall market trends as well as external factors that could impact our performance
• Proven excellent strategic mindset and broad commercial acumen
• Solutions oriented with strong analytical & problem-solving skills
• Self-starter with a passion for achieving results   
• 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
• 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, Power Point & Power BI for report & presentation building and data analysis
• Beverage alcohol data sources: VIP applications, TD Linx, NABCA, SGWS Compass, SGWS Sales Nav, YDrink

The expected base salary for this position ranges from $118,350 - $157,800. Salary offers are based on a wide range of factors and considerations. In addition to base salary and a generous employee benefits package, employees are 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.

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.