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Regional On Premise Manager- South

Posted by Campari America on 16 May 2017   Share

Job basics

  • Location: Miami, Florida 33111
  • Country: US
  • Industry Types: Supplier
  • Categories: Sales
  • Beverages: Spirits
  • Employment Type: Full-Time
  • Reports to: TBD
  • # of Direct Reports: TBD
 
Job Description

The Regional On Premise Account Manager is responsible for driving distribution, visibility, and awareness maximizing volume opportunities across a set of assigned key brands, an assigned geography and through a team of assigned On Premise Account Representatives. This role ensures account KPIs are regularly assessed and actions taken to improve performance and profitable growth of the Campari portfolio. Focus is on building a high performing team and cultivating key account and account representative management (75% of the time) supplemented by Team and Distributor management (25% of the time), relationships.

 

Key Responsibilities and Activities

Key Account Management

  • Assigned a set of priority key accounts in one or more markets and drives distribution of key Campari brands. Develops direct relationships with the key accounts.

  • In conjunction with Campari Field Sales management, identifies key account lists for markets in the region and manages the On Premise Accounts Representative performance in those key accounts.

  • Builds relationships with key accounts.

  • Uses information to help sales team make presentations and provide insights.

  • Proactively identifies opportunities to expand Campari brand visibility via special events within the region.

  • Monitors account performance against established KPIs and drives improvement activities to close gaps and/or leverage unique opportunities.

Brand Building

  • Works in conjunction with Campari’s Marketing and Trade Marketing Departments to drive the planning and execution of creative, local events that increase the presence and visibility of all brands within the target market.

  • Working with marketing/trade marketing helps develop the local tactical budgets for the upcoming year.

  • Set up, manage and execute On Premise activities in the market.

  • Offer to execute programs and schedule tasting events and other volume increasing activities in conjunction with agency partner or distributor as needed on core brands in assigned key accounts (coordinated w/ local Campari manager and/or BFG if promo staff involved).

  • Provides market inputs to Marketing Sales Regional Sales Directors, and Trade Marketing to build awareness of the on premise channel and local market intelligence to help support innovation and/or future brand development.

  • Work within guidelines by Campari PR team to increase brand awareness through social media and social networking sites.

Distributor Management

  • Work with Campari Field Sales team and Distributor On Premise Manager to coordinate the planning and activation of key programs in assigned key accounts.

  • Assist/support SMs/DMs in conducting monthly meetings with key distributor on premise sales teams to educate and inform about Campari programs and initiatives.

  • May support the District or State Manager to develop and implement plans and activities to ensure Distributor teams have the information needed to execute successfully against the Campari portfolio plans and to meet assigned depletion and account growth goals.

  • Trains and assists distributor sales personnel to conduct brand presentations to key on premise staff.

Team Development

  • Hire, train and develop a team of high achieving On Premise Account Representatives across a number of markets.

  • Ensure On Premise Account Representatives track and achieve established strategic KPIs.

  • Provide training and development to On Premise Account Representatives to ensure compliance to Campari On Premise Account management standards and familiarity with the Campari portfolio.

Budget Management

  • Develop and monitor budgets to execute against established On Premise account development plans.

  • Monitor the ROI on various On Premise activities and make recommendations to improve on future programs as appropriate.

  • Work with Campari Field Sales to create distributor sales incentives, drink list bill-back parameters, and other field spending synergies.

  • Report as needed on spend and opportunities

Job Requirements

Experience Required

  • 5 years’ experience in on premise alcoholic beverage sales.

  • Experience working 3 tier distribution market preferred.

  • Previous people management experience strongly preferred.

Education / Professional Qualifications

  • Bachelor’s Degree required – preferably in Business Administration

Skills

Functional

  • Sound understanding of in market selling skills in the on premise channel.

  • Ability to develop creative brand building programs that drive volume and share growth in key accounts.

  • Business financials and experience in developing and managing to a budget.

  • Ability to complete program ROI analysis and make recommendations to improve programming ideas and activation to ensure profitable growth and effective ROI.

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

Technical

  • Proficient in Word, Excel, and PowerPoint required.

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

Managerial

  • Ability to supervise and lead a team of individual contributors

  • Manage against established KPIs and drive improvement activities to close capability gaps

  • Attract, select and retain a high performing team

  • Ability to effectively model the coaching and selling skills consistent with the High Performance Coaching and High Performance Selling Campari standards.

Other

Essential Job Functions

  • Ability to work weekends and extended workdays (generally 3+ nights per week for on premise account development and programming).

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

  • Ability to build and develop a winning team that works hard and has fun doing it.

  • Access online data and review/analyze for information and opportunities within key accounts and assigned geography.

  • Ability to travel within assigned geography – generally 3-4 days per week.

  • Must have 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.