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 Revenue Optimisation Manager is responsible for championing revenue growth initiatives in the Australian market, and embedding ROM as a core organisational capability

Mission and Objectives

The Revenue Growth Manager is a cross functional commercial business partner and is responsible for aligning the organization on its long term ambitions for:

• Pricing and promotions
• Pack-price architecture and product mix plans across brands and channels
• Trade spend efficiency improvement
• Category Strategies that unlock value for both Campari and our Customers
• Embedding a RGM mindset and improving capability across the broader organisation

Key Responsibilities and Activities

Pricing Management

• Lead the development of Campari’s portfolio pricing strategy, with detailed analysis, and modeling to provide recommendations, and demonstrate the impact of a range of pricing decisions.
• Collaborate with Commercial Teams to create a plan to realise price across the Campari Portfolio at the Channel and Customer levels
• Create and deliver annual pricing review process
• Implementation of dynamic and adaptive pricing strategies, leveraging advanced analytics and customer segmentations to optimize prices across the entire product portfolio
• Implementation of tracking mechanisms for portfolio pricing.  

Pack, Mix, Promotional & Trade Investment Strategy

• Partner with Channel Marketing Managers in the development of long term promotional strategy that leverage consumer insights for each of our key Channels
• Model volume and financial implications of different Pack, Mix and Promotional options
• Prioritise our commercial spend to ensure that we optimize our investment in the highest potential growth spaces, within key shopper, consumer and customer segments
• Provide clear direction to Sales & Marketing Teams on portfolio prioritisation, and promotional guidelines, enabling them to deliver sales & profit targets within agreed trade investment rates.

Organisational Capability and Reporting

• Lead and embed the global Revenue Optimisation blueprint and related tools and data requirements within the Australian Business Unit
• Create and instill a culture of RGM within the crossfunctional Commercial Team (Sales, Marketing, Customer Marketing)
• Drive Trade ROI capability across Commercial teams to enable acclearation of Trade investment improvements and optimized Trade ROI

Key Relationships

Internal: Channel Marketing Managers, Trade Marketing Managers, Brand Managers, Head of

Brand, Head of Customers, National Account Managers, Key Account Managers, GCCM – Revenue Growth Managers

External: Data & Shopper Agencies (Currently: IRI, Kantar, Shopper Intelligence, Koji, Snooper)

Experience Required

• Experience with FMCG manufacturer in Off Premise Channel essential (8+ yrs)
• Bachelors Degree in Data Science, Business or Economics
• 2-5 year experience as Revenue Growth Manager or Senior Business Analyst 
• Proven track record of Strategic and Innovative thinking, holding leadership roles in Commercial Finance, Sales, or Category teams (5 yrs)
• Strength in building analytical models and processes 
• Highly Proficiency in Excel, and experience with other data analytic programs (eg Power BI)
• Nielsen and/or IRI Aztec experience
• Liquor industry experience highly regarded
• Experience managing large cross functional commercial projects desirable

Skills  

• Team leadership and people management - The ability to inspire team members, coordinate effort, and build a positive work environment
• Strategic leadership - Demonstrating effective stakeholder management and understanding of the broader business context
• Analytical skills - The ability to translate Industry, channel, customer, category and brand information into actionable insights for both the Marketing and Sales cross functions
• Commercial Acumen - demonstrating a deep understanding of Campari's P&L , customer profitability, and ability to apply financial modeling and ROI estimates on proposed iniatives
• Superior communication skills - The ability to translate actionable insights into compeling internal and externeral presentations (written and verbal)
• Project Management - Ability to coordinate and manage a complex project timeline
• Workshop facilitation - Bringing together a cross functional group with the goal of capturing a broad range of thinking, challenging current ways of working, and distilling outputs with the aim of problem solving, or aligning on strategic initiatives.

Functional Competencies

Formulating Strategies and Concepts - The ability to think at a big picture, future oriented level and think at the forefront of new and cutting edge concepts in the field. Individuals with this competence quickly grasp new concepts and theories, are able to synthesise complex information and recognise patterns and possibilities, and new directions for their function and the business.

Presenting and Communicating - Able to present information, ideas and proposals and communicate in an influential, confident, clear and open way with both internal and external stakeholders.  Being able to articulate strategy, and demonstrate how it connects through to the channel execution plan is central.

Relating and Networking - The ability to establish relationships both inside and outside the organisation as well as cultivating a wide range of contacts that lead to a greater ability to source information and build competitive advantage.

General Competencies

Work Results & Execution – Pays attention to details; Achieves key objectives and meets the defined deadlines; Is highly productive and delivers high-quality; Works effectively under pressure or heavy workload, balances multiple projects; Accepts new and greater responsibilities

Initiative and Judgement - Prioritizes own work efficiently; Takes direction without being prompted; Knows when to consult and when to act independently; Keeps management and peers informed of status and potential problems; Handles confidential information appropriately

Consumer/Client Focus - Understands consumers / customers / internal clients’ needs; Provides all customers with solutions that best meet their needs; Proactively anticipates future needs and seeks out opportunities

Communication and Team Work - Communicates persuasively and passionately; articulates ideas clearly ; Demonstrates effective relationship skills; Responds well to constructive criticism; Obtains acceptance and takes action for ideas; Is an active contributor to the team

People Development - The ability to enable, envision, energize, and empower the Trade Activation

Team.  Assigns appropriate individual goals and tasks; Follows through on completion of objectives; Effectively delegates responsibilities when needed; Consistently provides honest feedback and rewards.

Ability to Learn - Shows curiosity and interest to be exposed to new situations / challenges; Quickly acquires and puts into practice new knowledge, behaviours and skills.

Managerial Skills

Execution and Foresight - The ability to deliver results, overcoming difficulties, anticipating the future of the business/work and driving change.

Leadership - The ability to enable, envision, energize, and empower a team, and lead the organization to extraordinary results. 

Innovative Problem Solving - The ability to find, implement and disseminate a culture of innovative solutions.

Cross Functional Team Working - The ability to work with others across all boundaries to reach common objectives and extraordinary results. 

Consumer & Customer Focus - The ability to put himself/herself in the “consumer* / clients*’ shoes”, understanding their current needs and anticipating the future ones.

Technical Excellence - Mastery of a body of knowledge, coupled with the ability to apply, transfer and disseminate excellence across the organization. 

Business Judgment - The ability to take effective decisions balancing market, products, financial and organizational issues.

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.