On Trade, Area Sales Manager (VIC)

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 On Trade, Area Sales Manager (ASM) is responsible for driving sales, building strong relationships with customers, and ensuring the effective execution of On Trade sales strategies within their assigned territory. As the ASM, you will be instrumental in achieving sales targets, executing brand activations, and delivering a consistent, high-quality customer experience across key venues.

Mission/Objectives:

• Achieve and exceed sales targets for On Trade accounts within your territory.
• Build and maintain strong relationships to become a Trusted Advisor with venue owners, managers, and key decision-makers to expand the presence of Campari brands.
• Execute and drive the "Perfect Venue" strategy, maximizing brand visibility and sales opportunities.
• Contribute to Campari’s high-performance culture by demonstrating best practices and actively collaborating with the team.
• Represent the Campari brand professionally and ethically within the market.

Key Responsibilities and Activities:

Sales Execution

• Deliver against sales and distribution targets, tasks, objectives, and revenue goals in your territory.
• Identify and capitalize on new business opportunities, including securing new accounts and optimizing existing ones.
• Execute brand strategies and campaigns in alignment with the national and state-level plans.
• Negotiate and manage contracts, pricing agreements, and promotional activity with key venues.
• Drive brand education and sales with established customers, encouraging trial and incremental growth.

Account Management

• Build, maintain and manage relationships as a Trusted Advisor with On Trade accounts, ensuring excellent customer service and satisfaction.
• Work closely with small ownership groups, key accounts, and independent venues to understand their needs and drive mutual growth.
• Collaborate with wholesale distributors to ensure timely delivery and availability of Campari products.
• Maintain customer records, prepare business plans, and submit territory reviews where required.

Brand Activation

• Plan, negotiate, execute, and merchandise activations and promotional events in venues to drive consumer engagement and increase brand awareness.
• Collaborate with the On Trade CCM team to ensure consistent in market brand messaging and campaigns are in line with brand standards and approved.
• Plan, execute and merchandise local sponsorships and events to enhance the brand’s market presence.
• Ensure agency merchandisers deliver major visibility initiatives and support events.
• Prioritize brand leads such as Aperol and Espolon for activities and promotions.

Market Knowledge and Insights

• Monitor market trends, competitor activities, and consumer preferences to identify growth opportunities.
• Provide regular feedback to the Field Sales Manager on market dynamics and account performance.

 Collaboration

• Actively participate in team meetings, sharing insights, successes, and challenges.
• Support the Field Sales Manager by providing data, reports, and suggestions for territory improvement.
• Collaborate with the marketing team to implement promotional campaigns and events to drive brand visibility.

 Additional Responsibilities

• Ensure adherence to all relevant regulations, including Responsible Service of Alcohol (RSA) requirements.
• Conduct regular visits to accounts to educate staff on our product offerings and assist in promotions.
• Load, unload, and set up stock, merchandise, and activation materials as required.
• Host and attend any over and above events such as tastings, trade events, fairs or other industry or customer functions as required.
• Coach venue teams on the best practices for promoting and selling Campari products.

Structured Work Expectations:

• Allocate 60% of time to servicing existing accounts and 40% to pursuing new business opportunities.
• Conduct at least 3 structured calls daily with existing customers to formalize and execute joint plans and A&P initiatives.
• Conduct at least 2 daily calls focused on acquiring new business, driving menu visibility, pourage agreements, and other activities.
• Spend at least 1 day every two weeks in trade with the On Trade Wholesaler team.
• Mornings (up until 11 AM): Focus on appointment scheduling, admin follow-up, merchandising venues, and proposal development.
• From 11 AM onward: Conduct face-to-face sales meetings.
• Manage all On Trade - focused venues in the territory.
• Be visible in the territory after hours as required.

Key Attributes:

• Flexibility in Working Hours: Willingness to work evenings and weekends to accommodate client needs and industry events.
• Strong Business Development Skills: Proven ability to identify and capitalize on new sales opportunities.
• Relationship Building Skills: Exceptional interpersonal skills to foster and maintain long-term partnerships.
• Commercially Competent: Experience in the spirits industry with a solid understanding of market dynamics.
• Passion for Hospitality: A genuine interest in the hospitality sector and a drive to enhance customer experiences.
• Self-Motivated: Ability to work independently, manage time effectively, and prioritize tasks.

Team Player: Collaborate with colleagues and contribute positively to a team environment.

• Driven for Results: Focused on achieving targets and continuously improving performance.
• Brand Building: Good feel for placing the right brand in the right venue.

Key Relationships

Internal: On Trade FSM, National Business Team, Customer Marketing Team, Marketing Team, Commercial Excellence Team

External: Key On Trade Customers, Agency partners

Experience Required:

• 3+ years of experience in field sales, preferably within the FMCG or liquor/beverage industry.
• Proven track record of achieving and exceeding sales targets.
• Strong understanding of On Trade dynamics and customer marketing principles.
• Experience in account management and business development.
• Demonstrated ability to manage competing priorities and deliver results under pressure.
• Excellent relationship-building and negotiation skills.
• Familiarity with Salesforce or other CRM administration and call planning is highly desirable.

Qualifications & Licenses Required:

• Responsible Service of Alcohol (RSA) certification.
• Degree in Business, Commerce, or a related field is preferred but not mandatory.
• Valid Driver’s License  

Competencies:

Functional:

• Territory Management: Builds and maintains strong customer relationships, plans visits effectively, and sets result-focused objectives.
• Commercial Thinking: Understands market trends, identifies business opportunities, and ensures alignment with financial goals.
• Sales Skills: Demonstrates strong negotiation, closing, and promotional planning skills.

Technical:

• Customer Management: Understands customer needs and identifies mutually beneficial solutions.
• Brand Knowledge: Deep understanding of the Campari portfolio and its positioning within the market.
• Data Analysis: Proficient in analysing sales data and drawing actionable insights.
• Microsoft Office: Strong proficiency in Excel, PowerPoint, and other relevant tools.

Managerial:

• Work Results: Consistently delivers high-quality results within deadlines.
• Initiative: Proactively identifies opportunities and addresses challenges effectively.
• Communication: Clearly and persuasively communicates ideas to both internal and external stakeholders.

Key Performance Indicators (KPIs):

• Achievement of sales and revenue targets.
• Growth of Campari brand visibility within venues.
• Successful execution of brand activations and sponsorships.
• Customer satisfaction and retention rates.
• Compliance with reporting and regulatory requirements.

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.