Off Premise Channel Manager - California

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.

General Description of the Role

The Off-Premise State Manager is responsible for managing the full scope of the off-premise channel strategy and execution within an assigned state; ensuring the implementation of sales plans and visibility measures; managing a team of Key Account Managers; segmenting viable account universe and defining optimal coverage within the market; driving channel focused initiatives; developing and maintaining strategic account relationships; leading management of state price execution; forecasting monthly depletions across the channel.

Mission/Objectives

The Off-Premise State Manager mission is to use distributor, strategic accounts, direct reports, brand strategy & budget management to increase sales, distribution, visibility, and drive execution within the off-premise channel.

Key Responsibilities and Activities

Team Management

• Off-Premise State Manager is expected to manage assigned team of Key Account Managers, including:
  • Utilize account segmentation data to design and manage optimal market coverage.
  • Train and develop direct reports to reach a “best in class” sales team.
  • Set goals and manage the performance of direct reports to ensure on-target delivery of execution objectives and key priorities.
  • Recruit and retain high performing talent, ensuring appropriate annual performance and development plans are in place.
  • Coach and mentor team.
• Ensure that all assigned accounts adhere to Campari’s merchandising standards, including proper shelf placement, visibility, and the effective use of POS materials.
• Approximately 30% of Off-Premise State Manager time should be allocated to managing the Key Account Manager team.

Budget, Planning & Price Management

• Review sell-out-data and post-evaluation reports to provide channel insights for continuous improvement and sustainable portfolio growth.
• Lead pricing management and implementation in the state.
• Assist VP in monthly depletions forecasting
• Collaborate with VP in the management and utilization of off-premise budget for the market.
• Actively contribute to the annual budget planning cycle.
• Approximately 30% of the time is expected to be spent on Budget, Planning & Price Management

Off-Premise Channel Execution:

• Identify and implement together with CCM and Field Marketing the principles of Perfect Store execution.
• Define the segmentation and tiering of accounts to improve execution and brand building initiatives in top accounts.
• Understand Revenue Management levers to identify the most efficient way to develop the portfolio.

Strategic Account Management

• Develop strong working relationships with strategic accounts in the off-premise channel.
• Provide key accounts with compelling selling stories and/or programming initiatives to grow distribution, brand visibility, and depletion performance.
• Identify new key account opportunities to continually evolve optimal market coverage.
• Deliver fact based selling presentations within defined strategic accounts.
• Ensure the execution of in-market programs in strategic account universe.
• Collaborate with National Accts team in program execution, compliance, and pricing initiatives.
• Approximately 20% of Off-Premise State Manager time should be allocated to strategic accounts.

Distributor Management:

• Develop and implement plans and activities within the off-premise channel to ensure assigned Distributor teams have the tools needed to execute successfully against the Campari portfolio goals.
• Follow up and develop plans to address market gaps and Distributor performance issues.
• Effectively leverage Distributor teams to support key account activities as needed.
• Train and assist distributor sales personnel to conduct brand presentations to key off premise staff at target accounts, ensuring the proper implementation of brand strategy.
• Collaborate with CCM/Field Marketing to ensure the effective execution of program plans.
• Approximately 20% of the time is expected to be spent on Distributor Management activities.

Key Relationships

Internal:

• Sales management
• Direct Reports
• Field Marketing Managers
• CCM
• Brand Marketing
• Commercial Finance

External:

• Distributor management
• Distributor teams
• Strategic Accounts

Experience Required

• 3-5 years’ experience with alcoholic beverages sales experience in the US market.
• 1 to 3 years of experience in off premise alcoholic beverage sales.
• Experience working in a three tier distribution market required.
• People management experience preferred.

Education / Professional Qualifications

• Bachelor’s degree required – preferably in Business Administration or some related field of study.

Essential Job Functions

• Ability to work extended workdays when needed.
• Make in person presentations – communicating verbally information about Campari’s brands and portfolio.
• Access online data and review/analyze for information, opportunities within key accounts and assigned geography – generally 2-4 days per week.
• Must have a motor vehicle and possess a valid driver’s license.

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.