Off Trade, Field Sales Manager (VIC/Other States)

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 Trade, Field Sales Manager is responsible for leading the execution of Off Trade and Hybrid sales plans across multiple states. As the Field Sales Manager you are responsible for fostering and developing a high performing team culture that strives to exceed targets and other key performance indicators, embedding the Campari Way of Selling (CWOS) process, and ensuring seamless coordination between field teams and key stakeholders. 

Mission/Objectives:

• Lead and inspire the field team in delivering Off Trade sales and activations; 

• Consistently meet and exceed Off Trade Sales targets for Campari Australia;

• Develop and drive a high-performance culture within the Off Trade field team in order to deliver a consistent first class customer experience;

• Coach the field team on Perfect Store strategy to expand brand exposure and sales conversion in store;

• Develop a high performing sales team by prioritising Camparista development through coaching and feedback;

Key Responsibilities and Activities

Execution of Cycle Plan

• Work closely with the field team to ensure execution of KPIs, tasks, and objectives outlined in the call cycle plan across Off Trade Channels.

• Ensure execution of Campari Sales Drivers and merchandising standards in line with the CWOS and Perfect Store execution framework

• Collaborate with Key Account Managers to execute Off Trade programs aligned with activation and promotional plans.

• Champion executional excellence (On Time, In Full) across all activities.

• Ensure all activities are captured by the field team in the CRM system.

• Work closely with the Commercial Excellence and CCM teams to facilitate cycle meetings.

Coaching & Leadership

• Lead the development of Area Sales Managers through effective coaching and mentoring to embed the ‘Campari Way of Selling’ principles, journey planning, selling skills, negotiation, and merchandising standards.

• Conduct regular performance reviews, set sales goals, and monitor progress to ensure team members meet or exceed expectation.

• Build and foster a positive team culture and encourage continuous learning and improvement.

• Coach merchandisers on Campari principles and merchandising standards.

• Spend a minimum of 3 days per week in the field, focusing on coaching and development. Regular travel required across states to coach and develop team.

Sales Strategy & Execution

• Drive and inspire the team to achieve sales targets, increase market share, and drive revenue growth in the assigned region;

• Identify growth opportunities within the market, and execute strategies to capitalise on them, including product promotions, merchandising initiatives, and trade activation initiatives;

• Ensure effective journey planning to achieve correct call frequency and KPI allocation across outlet segmentation.

• Implement systems, processes, and tools to support Area Sales Managers in achieving targets.

• Lead and develop the local field sales team for resource efficiency.

• Uphold the integrity of Campari Trading Principles at all times.

Customer Relationships

• Build and maintain relationships with Key Account Managers and National Account Managers to ensure alignment and implementation of group, banner and independent customer plans.

• Support Key Account Managers and National Account Managers in resolving issues, negotiating deals, and finalize trading terms where applicable.

• Oversee Joint Business Plans’ execution across key account groups and banners.

• Build strong relationships with the Sales Director, Off Trade, Head of Commercial Excellence Manager and Commercial Excellence team to provide feedback on local initiatives.

• Collaborate with customers to understand their needs and ensure the highest level of service and satisfaction

Market Analysis & Reporting

• Conduct regular market analysis to track competitor activities, market trends, and consumer preferences;

• Prepare sales reports and forecasts, providing insights into sales performance, market conditions, and opportunities for growth;

• Use data and metrics to assess and improve team performance, identifying areas for improvement.

Additional Responsibilities

• Lead sales meetings as directed by the Head of Commercial Excellence

• Manage administration and maintenance of pricing within wholesalers at a customer level.

• Undertake regional travel as required to fulfill key responsibilities.

• Represent the brand professionally and ethically, maintaining the company's reputation and fostering a positive image in the market.

• Role model Campari values: Passion, Together, Pragmatism, and Integrity.

Key Relationships

Internal: Off Trade – Field Sales Managers, Key Account Managers, National Account Managers, Brand Activation Managers, Commercial Excellence team and other Marketing & Customer Marketing Camparistas as required. 

External: Key Account Customers, vendors, agencies, local industry bodies 

Experience Required

• 7+ years of field experience within FMCG, Liquor/Beverage sectors.

• Degree in Business, Commerce, or equivalent is preferred.

• Proven field sales background with a strong understanding of the FMCG industry.

• Demonstrated experience of leading a large team across multiple states.

• Outstanding leadership capability and demonstrated ability to lead, coach, inspire and empower teams

• Comprehensive knowledge of Off Trade Channels, key customers, and market dynamics.

• Proficiency in reporting, data analysis, and financial acumen.

• Strong presentation, communication, and team motivation skills.

• Self-driven with the ability to work autonomously and collaboratively.

• Proficiency in Microsoft Office Suite and CRM systems.

Qualifications & Licenses Required

• Degree qualified in Business or Commerce or equivalent is preferred (not mandatory); •         Responsible Service of Alcohol (ideally qualified in all States); 

• Unrestricted Drivers Licence.

Competencies:  

Functional

• Territory Management: Builds strong relationships with customers, plans efficiently, and delivers results based on negotiation and product knowledge.

• Entrepreneurial Thinking: Identifies business opportunities, demonstrates financial awareness, and understands trade marketing principles.

• Sales Skills: Proficient in collaborative sales techniques, customer order management, and pricing calculations.

• Customer Management: Understands customer needs and articulates their business strategy.

• Financial Management: Tracks sales, profit, and market share while ensuring ROI on investments.

• Stakeholder Management: Effectively communicates customer needs to internal teams.

Leadership & General

• Work Results: Achieves objectives and meets deadlines under pressure.

• Initiative and Judgment: Prioritizes tasks, acts independently, and handles confidential information appropriately.

• Customer Focus: Anticipates customer needs and provides tailored solutions.

• Teamwork and Communication: Engages with teams effectively and fosters collaboration.

• People Development: Provides constructive feedback, assigns clear objectives, and rewards performance.

• Strategic Leadership: Inspires team members by championing and sharing the visions and goals of Campari Group and motivating individuals in executing their responsibilities to achieve the vision.  

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.