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National Accounts Manager - Off Premise

Campari America

Campari America

United States
Posted on Saturday, June 1, 2024
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General Description Of The Role

The National Accounts Manager is responsible for managing the development and execution of the Campari portfolio in an assigned set of national accounts. The role develops the sell-in customer plans to deliver the profitable execution of the sales plan at the national account level in the assigned channel.

Mission/Objectives

The mission is for the National Accounts Manager to use distributor, key account and budget management to deliver profitable execution of the sales plan.

Key Responsibilities And Activities

Distributor Management

  • Manages the execution of National Account customer level programs sales plans (i.e. merchandising, promotional, District Managers, State Managers and Distributor Network).
  • Develops and implements plans and activities to influence National Account program goals and Campari focused execution.
  • Follows up and develops contingency plans to address market gaps and field program execution issues.
  • Effectively leverages Distributor teams to support key National Account activities as needed.
  • Ensures the execution of shelf management, merchandising and/or promotional plans that support Campari’s brad strategy to gain effective presentation presence in off premise key accounts.
  • Manages new product introductions to key national accounts to ensure on target for distribution and depletions. Actively coordinates with Brand Management and/or Customer and Channel Marketing to optimize programs for successful in market launch plans.
  • Conduct customer meetings to present Campari National Account programs as needed.
  • Approximately 10% of the time is expected to be spent working with distributor on execution of national programming.
  • Directs promotional agencies and Customer and Channel Marketing Managers in the development of merchandising programs that are aligned with customer strategies that drive profitable volume by providing agencies specific direction on the strategies of the accounts.

Key Account Management

  • Develops strong working relationships with national accounts in assigned channel in assigned geography to enable the sell in and implementation of Campari portfolio programs.
  • Provides key national accounts with compelling selling stories and/or programming initiatives to grow distribution and depletion activity.
  • Monitors the competition, consumer and category trends to proactively identify new key account opportunities and develops compelling selling stories and/or programming plans to grow distribution and depletion activity at the national account level.
  • Develops and delivers fact based selling presentations to national accounts key accounts.
  • Works in conjunction with Campari’s Marketing and Customer and Channel Marketing, to assist with the planning and execution of creative, local events that increase the presence and visibility of all brands within the target market.
  • Manages budget allocations, ROI, and other financial responsibilities.
  • Develops account specific annual operating plans for assigned accounts.
  • Executes against account plans and retail budget in order to maximize set sales goals.
  • Performs additional responsibilities and duties as assigned by management

Budget & Planning

  • Ensures price strategies are executed in the market by the national customer and ensures price integrity is adhered to within accounts of responsibility.
  • Manages within an assigned budget and accountable for market share growth and volume targets.
  • Monitors the market and competition and assesses for opportunities and provides feedback and insights to management and other Sales leaders.
  • Develops a sales plan to meet budget and provides forecasting information to update and monitor performance to plan status and to enable Sales & Operations Planning(S&OP).
  • Conducts promotional reviews to ensure how best to invest funds to maintain positive ROI and maximization of Campari America trade marketing investments.

Key Relationships

Internal:

  • Sales Unit VP
  • Division Vice President
  • Regional Sales Director
  • State Manager
  • District Manager
  • Regional Chain Manager
  • Customer and Channel Manager
  • Brand Managers
  • Commercial Finance Manager
  • Sales Analyst(s)

External:

  • Distributor – at the area Management (Channel VP) level, programmer, and Field Teams.
  • Key decision makers within National Accounts

Experience Required

  • 5-7 years’ experience in FMCG sales, preferably in the alcohol beverage category of which 3-5 years to include direct experience in the US market with national Accounts and some Distributor management experience.

Education / Professional Qualifications

Bachelor’s Degree required – preferably in Business Administration or some other related field.

Skills (See Appendix 1)

Functional

  • Sound understanding of business financials and experience in managing to a budget.
  • Experience in reviewing and calculating pricing plans.
  • Proven analytical skills and understanding of syndicated data and its applicability to beverage alcohol categories is required.
  • 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

Technical

  • Proficient in MS Word, Excel and PowerPoint required.
  • Excellent verbal and written communication skills; strong presentation skills.

Other

  • Ability to work weekends and extended workdays (Account conferences, relationship building activities, industry events).
  • Make in person presentations – communicating verbally information about Campari’s brands and portfolio.
  • Access online data and review/analyze for information and opportunities within key accounts and assigned geography.
  • Ability to travel within geography – generally 3-4 days per week.
  • Must have a motor vehicle and possess a valid driver’s license.

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.