Head of Commercial Excellence (1 year contract)

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 Head of Commercial Excellence is responsible for leading and overseeing all sales operations functions to drive revenue growth, optimize sales performance, deliver our sales capability agenda and ensure operational efficiency across the off trade and on premise channels. The role leads the off trade field team, ensuring sales KPIs are met. This role will collaborate with the Off Trade and On Premise Sales Directors, sales teams, and cross-functional teams to design, implement, and manage sales processes, KPIs and technologies that enable sales success.

Key Responsibilities and Activities

Sales strategy and planning

• Develop sales operations strategies that align with business objectives

• Work in partnership with Sales Leadership team to define sales KPIs and forecasts

• Provide insights and analysis to drive decision-making related to sales resource allocation and territory management.

 Sales Process & Efficiency:

• Design, implement, and optimize sales processes to ensure high efficiency, productivity, and alignment with business goals.

• Oversee the creation and improvement of standardized sales playbooks, training, and tools.

• Ensure the timely and accurate tracking of sales activities, KPIs, and performance metrics.

Sales Operations

• Management of commercial systems – Salesforce, Mysales and SAP BOC/Analytics

  • Support National Sales Operations Executive in maintaining current system functionality and data integrity

  • Lead input into implementation of global applications

• Field team KPIs

  • Develop & verify field team objectives, KPIs & targets

  • Ensure objectives are aligned with Independent Channel Strategy

  • Manage field capacity and expectations guides alongside FSMs

  • Support in management of cycle process and major briefings

• Key contact for fridge assets supplier – AvenQuirks

Sales Reporting

• Oversee the publishing & continuous improvement of performance dashboards to support in ROI analysis and tracking of field team initiatives (eg. Distribution, Retailer Incentives, Retail Activations)

• Lead the development of future commercial reports

• Prepare and publish final reports for Field Sales Incentive Program each QTR

• Identify trends, challenges and opportunities to improve sales performance and effectiveness

Sales Capability

• Ongoing management of Campari Way of Selling commercial capability program

  • Development and implementation of the annual program calander

  • Management and coordination of all training events

• Build defined off trade and on premise capability programs for sales teams

• Primary point of contact for Campari Global Commercial Capbility Program

• Input into commercial development program and requirement for internal and external resources/programs

Technology & Tools Management

• Oversee the selection, implementation, and optimization of sales technologies (CRM systems, sales enablement tools, etc.).

• Ensure that sales teams are fully trained and proficient in using sales tools and platforms.

• Collaborate with IT and other teams to integrate sales tools with other business systems.

Sales Compensation & Incentive Plans

• In partnership with Global, implement, and manage sales incentive plans that motivate and reward sales teams appropriately.

Leadership of Field Sales Team

• Develop and implement Field Sales Strategy for Off Premise

• Deliver sales targets and perfect store targets

• Deliver regular evaluation with team of trade spend and execution pkans to ensure targets levels of ROI are being met and suggest corrective action if required 

• Ensure team adhere to all internal financial and forecasting processes. 

• Identify Sales & Marketing opportunities and colloborate with the National Business Managers & Channel Marketing Managers to capitalize on aligned opportuntiies.   

• Develops and maintain relationships within key National & State accounts in order to leverage over an above acitivity and ensure all levels are informed about activations in nominated accounts. 

• Manage and motivate all Field Sales team to identify opportunities for business growth, and further develop existing relationships 

• Pro-actively recommend changes in Sales or Marketing approach to ensure sales and activation objectives are met successfully.  

• Stay abreast of local and national market trends and leverages this to identify areas for business development and growth in each State 

• Inspire and motivate the National Field Sales Team giving clear direction and purpose 

• Coaching and development of Field Sales Managers

Relationships

• Off Trade and On Premise Sales Director

• Sales Leadership Team

• CCM leadership team

• Global Commercial Excellence Team

Experience Required

• Leadership with sales or sales operations

• Strong understanding of sales strategies, processes, and performance metrics.

• Expertise with CRM systems and other sales enablement tools.

• Excellent analytical and problem-solving skills, with the ability to translate data into actionable insights.

• Demonstrated ability to lead and motivate teams and work cross-functionally with various departments.

• Exceptional communication and interpersonal skills, with the ability to influence stakeholders at all levels.

• Experience with sales compensation design and management.

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.