Territory Sales Manager - California

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General Description of the Role

The Territory Sales Manager is responsible for ensuring the execution of sales plans, managing a team of Territory Sales Specialists, driving channel focused initiatives, developing new accounts, and maintaining existing key cross-cultural accounts in target subchannels.

Mission/Objectives

The Territory Sales Manager mission is to use distributor, key account, direct reports, & budget management to increase sales and distribution of Campari America’s portfolio focusing on cognac, Agave spirits, and cordials.

Key Responsibilities and Activities

Key Account Management

• Develops strong working relationships with influential cognac, agave spirits, and cordial accounts (on and off premise) in an assigned geography
• Provides key accounts with compelling selling stories and/or programming initiatives to grow distribution, brand visibility, and depletion activity.
• Identifies new key account opportunities and develops compelling selling stories and/or programming initiatives to grow distribution, brand visibility, and depletion activity.
• Delivers fact based selling presentations to on and off premise sub channels.
• Ensures the execution of in market programs in targeted key accounts.
• Approximately 40% of Territory Sales Manager time should be allocated to key trade accounts.

Distributor Management:

• Develops and implements plans and activities to ensure assigned Distributor teams have the information needed to execute successfully against the Campari portfolio plans and to meet assigned depletion and account growth goals.
• Follows up and develops plans to address market gaps and Distributor performance issues.
• Effectively leverages Distributor teams to support key account activities as needed.
• Trains and assists distributor sales personnel to conduct brand presentations to key on premise staff at target accounts to ensure the proper implementation of brand strategies for all brands.
• Collaborates with Trade Marketing/Field Marketing to ensure the effective execution of program plans.
• Approximately 30% of the time is expected to be spent on Distributor Management activities.

Project Management

• Territory Sales Manager is expected to manage assigned team of Territory Sales Specialists, including:
  • Train and develop direct reports to reach a “best in class” sales force.
  • Manage the performance of direct reports to ensure target delivery of objectives and key priorities.
  • Recruit and retain high performing talent ensuring appropriate annual performance and development plans are in place.
  • Coach and mentor others.

Budget & Planning

• Works in collaboration with State Manager to manage and utilize budget for the market
• Responsible for managing within an assigned budget.
• May contribute/input to the annual budget planning cycle.
• Reviews post-evaluation reports and sell-out data to provide insights for continuous improvement.

Experience Required

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

Education / Professional Qualifications

• Bachelor’s degree preferred – or equivalent experience.

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.