Area Sales Manager - On Premise

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 Area Sales Manager (ASM) – On Premise is responsible for the achievement of pre-determined sales, distribution and growth targets of Campari Australia products within a defined sales territory. 

The Area Sales Manager – On Premise will promote Campari Australia in a professional manner consistent with the overall quality image of the company.

Key Responsibilities and Activities

• Manage key On-Premise customers within the State and your territory
• Build and maintain strong relationships with the customer base within your territory 
• Achieve sales and distribution objectives as a result of planning and execution of call cycle objectives
• Prepare business plans and submissions, to secure potential growth opportunities
• Provide ongoing superior customer service to your customer base in your territory
• Effectively drive brand education and sales with established client-base, encourage trail and incremental growth
• Manage and administer all trade promotional and incentive schemes and redemptions in line with any Marketing Programme. 
• Maintain customer records and reviewing performance at regular intervals using Campari’s CRM tool (Salesforce).
• Merchandise back bars, display shelves and fridges to gain maximum display exposure of Campari Australia products at point of purchase
• Display sound time management skills by meeting deadlines, planning calls and following up on queries as soon as possible.
• Be a ‘Team Player’ and assisting fellow Campari Australia personnel conduct their duties when required, and maintaining highly positive staff morale
• Provide relevant information on key industry trends / developments and major competitor activity
• Complete monthly reports as required
• Attend and/or host tasting events, visits, fairs, trade events and functions as required by customers or Campari Australia
• Attend Sales Meetings and implement any actions arising from these meetings.

Key Relationships

Internal:

• This role reports to the Field Sales Manager VIC/TAS who in turn reports to the National Field Sales Manager.
• Be a involved as key member of the VIC Field Sales and wider Australian Sales team by working closely with interstate peers and with their Marketing colleagues.
• Customer Marketing team within the state of VIC (i.e. State Trade Activation Manager and Brand Ambassador).

External: 

• Ability to build and maintain working relationships with key On-Premise venues across the territory and the ability to develop these moving forward

Experience Required

• Currently operating in an area/territory management, sales representative or similar role
• Previously operated in or had exposure to the On-Premise channel
• A deep knowledge of the local market is critical
• At least 3-5 years experience in Liquor or FMCG industry/s.

Education / Professional Qualifications

• Degree qualified in Business or Commerce or equivalent is preferred but not essential

General Skills 

• Proficient in Microsoft Office suite

Functional Skills

• Territory Management (Customer Management) – Creates strong relationships with customers based on respect and trust; delivers strong results based on ability to negotiate good customer solutions; is efficient in their time management; plans well in advance and sets clear result-focussed objectives to make the most of each call; has strong product knowledge and is up to date with current pricing & promotions.
• Entrepreneurial and Commercial Thinking - Keeps up to date with competitor information and market trends; Identifies business opportunities for the organisation; Demonstrates financial awareness; Controls costs and thinks in terms of profit, loss and added value; Has an understanding of trade marketing principles.
• Sales Skills – Understands the basic questioning and closing techniques of collaborative sales; Takes and enters customer orders; Easily calculates pricing and offers for customers within signed off parameters for price and volume; Understands the different approaches required in on and off premise venues.

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 Teamwork - 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.
• 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 

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 note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency