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Director, Strategic Accounts- On Premise

Posted by Campari America on 11 Apr 2017   Share

Job basics

  • Location: Dallas, Texas 75251
  • Country: US
  • Industry Types: Supplier
  • Categories: Sales
  • Beverages: Spirits
  • Employment Type: Full-Time
  • Reports to: TBD
  • # of Direct Reports: TBD
Job Description

The Director, Strategic Accounts – On Premise is responsible leading the development and managing the execution of a strategic growth plan in the national on premise account channel.  The role manages a team of Strategic Account Managers and ensure a clear approach to brand placements and programming to ensure profitable growth.  Responsible for meeting or exceeding the targeted sales goals.



Drive the profitable growth of Campari brands in the strategic accounts on premise channel. 


Key Responsibilities and Activities

Strategic Planning:

  • Drive the development and execution of a strategic plan that results in ongoing profitable growth in the national on premise account channel.

  • Ensure the plan encompasses key measures and consideration, to include but not limited to:

    • Channel trends

    • Competitive threats and opportunities

    • Brand placement and growth targets aligned with the national brand plans and in a way that leverages Trade Marketing programming

  • Partner with key leadership in Sales, Marketing and Trade Marketing in the plan development and insure alignment on phasing and execution.

Key Account Management:

  • Manage a team of Strategic Account Managers, aligning focus and deliverables to ensure a timely, quality and profitable execution of the strategic plan.

  • Identify and prioritize the Strategic Account Manager universe and drive alignment on the new activation, growth and/or stabilizing plans.

  • Drive the development of key measures to ensure visibility to account profitability, share and positioning vs. the competition.

  • Provides key leadership influence in channel top-to-top meetings and coordinates the introduction and interface of other key Campari resources to ensure account confidence and long term partnering.

  • Monitors the competition, consumer and category trends to proactively identify new key account opportunities and develop compelling selling stories and/or programming plans to grow distribution and depletion activity at the national account level.

  • Directly manage an assigned set of key on premise accounts.

Field Sales Coordination:

  • Partner with Field Sales leadership and Trade Marketing to ensure timely and clear coordination of account plan activations.

  • Develop key partner relationships within the wholesaler network national account resources.Drive the identification of opportunities to leverage wholesaler resources to the growth advantage of the Campari portfolio in the Strategic Accounts On Premise Channel.

  • Ensure the smooth coordination of communications to align Distributor Management on Strategic Accounts plans and to ensure Campari focused execution nation-wide.

  • Communicates regularly with Field Sales and Campari America leadership on Strategic Account growth opportunities, attack plans and key successes.

Team Management & Capability Development:

  • Develops, retains and inspire a team of Strategic Account Managers.

  • Drive continuous improvement in metric based, profitable selling methods and tools.

  • Provides coaching and/or training to your team and/or other Campari Field Sales resources to help drive effective account management skills and outcomes.

  • Ensure the Strategic Account Managers are equipped, trained and capable of developing and delivering compelling, fact based, selling stories.

  • Leverage the team to ensure ongoing development of the channel and delivery of the channel plan.

  • Able to successfully hire, manage, mentor, engage, motivate and develop a team.

  • Create a culture within the team of continuous improvement, best in class practices and focus on how and where brands are sold in addition to meeting sales goals.

Budget & Planning:

  • Drive clear and profitable pricing strategies and ensure the team executes consistent with plans.

  • Partner with Finance to develop and consistently report on account profitability and programming ROI.

  • Ensure the delivery of the Strategic Accounts Manager plan within an assigned budget, reaching target volume and Gross Margin targets. 

  • Contributes to the S&OP process.

Job Requirements

Experience Required

  • At least seven (7) years’ experience in national/strategic account on premise sales, preferably in the alcohol beverage category.

Education / Professional Qualifications

  • Bachelor’s degree required-preferably in Business Administration or some other related field.



  • Sound understanding of business financials and experience in managing to a P&L, budget, establish pricing strategies etc.

  • Experience in reviewing and calculating pricing plans.

  • Experience in category management.

  • Strong selling skills – ability to develop compelling selling stories

  • Ability to review and mine a variety of data sources and develop effective selling insights that are then translated in to compelling selling stories.

  • Demonstrated ability to develop and maintain effective working relationships with key customers & stakeholders.

  • Familiarity with product sales – ability to develop compelling selling stories to grow distribution and volume sales.

  • Ability to manage multiple priorities and experience in working with a multi-brand portfolio.

  • Results oriented; thrives in a dynamic, fast-paced environment

  • Ability to work independently.


  • Proficient in Word, Excel, and PowerPoint required.

  • Excellent verbal and written communication skills; strong presentation skills.


  • Strong organizational and planning skills.

  • Able to work effectively with teams and drive team capability ensuring results through others.

  • Effective influence and negotiation skills


Essential Job Functions

  • Ability to work weekends and extended workdays to include frequent evenings/nights

  • Extensive travel across US

  • Able to physically maneuver through accounts having a variety of physical properties and layouts

  • Make in person presentations – communicating verbally information about Campari’s brands and portfolio

  • Access on-line data and review/analyze for information and opportunities within key accounts & assigned geography

  • Must have a motor vehicle and possess a valid driver's license.

about Campari America

Campari America is a wholly owned subsidiary of Davide Campari-Milano S.p.A. (Reuters CPRI.MI - Bloomberg CPR IM), together with its affiliates Gruppo Campari. At the heart of Campari America are two legends in the American spirits industry. The first, Skyy Spirits, was founded in San Francisco back in 1992 by the entrepreneur who invented iconic SKYY Vodka. The second is the world-famous Wild Turkey Distillery in Lawrenceburg, Kentucky, where they have been making the world’s finest whiskies since the 1800’s. Both companies were purchased by Davide Campari-Milano and together they form Campari America, which has built a portfolio unrivaled in its quality, innovation and style, making it a top choice among distributors, retailers and consumers.

Campari America manages Gruppo Campari’s portfolio in the US with such leading brands as SKYY® Vodka, SKYY Infusions®, Campari®, Wild Turkey® Straight Kentucky Bourbon, American Honey®, Russell’s Reserve®, Glen Grant® Single Malt Scotch Whisky, Cabo Wabo® Tequila, Espolón® Tequila, Ouzo 12®, X-Rated® Fusion Liqueur®, Frangelico®, Cynar®, Carolans Irish Cream®, Irish Mist® Liqueur, Sagatiba® Cachaça and Jean-Marc XO Vodka®. 

Campari America is headquartered in San Francisco, California. More information on the company can be found at www.campariamerica.comwww.facebook.com/campariamerica, Twitter: @CampariAmerica andwww.camparigroup.com. Please enjoy Campari America brands responsibly and in moderation.