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National Account Manager Cash and Carry

Campari America

Campari America

Sales & Business Development
England, UK
Posted on Thursday, July 4, 2024
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.

Role Overview

Campari Group is looking for a National Account Manager - Route to Market (Cash and Carry) to join the Commercial team based in London, United Kingdom.

This role requires a commercially minded, customer and consumer focused individual with the ability to quickly build customer relationships and partnerships, to deliver strong sales across their account base, building insight-led business plans to deliver key commercial and brand metrics. In addition, the candidate will be able to deliver excellent consumer focused activation and evaluation.

The successful candidate will report into the Business Unit Controller – Route to Market (Cash and Carry)

Key Responsibilities And Activities

  • Route to Market customers will include a range of cash & carry operators and their associated businesses, including convenience stores and e-commerce
  • Develop and maintain customer relationships in order to increase business performance, develop sales opportunities and increase profitability
  • Arrange, implement and manage joint business plans with specific channel customers, that ensures delivery of key agreed volume and margin targets aligned to the commercial and business unit strategy
  • Support line manager with key business tasks in line with channel strategy, e.g. Tradeshows
  • Promote teamwork and collaboration across Route to Market team
  • Analyse consumer, customer insight and sales data to include in comprehensive customer proposals
  • Maintain a strong awareness and understanding of the spirits and licensed trade market to ensure business plans and practices adequately reflect market and customer changes / demands
  • Ability to work cross functionally within the wider Campari UK team, including Customer Marketing, Finance and Brand teams
  • Identify sales volume / value growth opportunities through ongoing analysis of customer and market performance
  • Commercial accountability for delivering against targets and developing mutually beneficial existing relationships
  • Working within a recently established channel specific Trading Terms framework, linking investment to specific criteria
  • Ability to influence key customer stakeholders to secure distribution, new and improved feature and new business
  • Develop new business alongside the Business Unit Controller and Route to Market team
  • Delivering accurate financial and volume forecasts

Key Relationships

Reporting Lines:

  • Reports to Business Unit Controller - Route to Market (Cash and Carry)

Other Internal Relationships:

  • Wider Commercial team
  • Channel & Customer Marketing team
  • Marketing team
  • Finance team
  • Supply Chain

External Relationships:

  • Key stakeholders across account base portfolio
  • Third party agencies
  • Sales data providers



  • Solid track record of successful account management and negotiation
  • Experience working with route to market customers


  • In-depth experience of the UK drinks industry / FMCG
  • Demonstrable category knowledge and proven track record of implementing initaitives
  • Good understanding of how to develop e-commerce business via online customer platforms


  • Excellent knowledge of the UK On and Off Trade market framework
  • Good understanding of the Route to Market supply model for Spirits
  • The ability to tailor plans and target a diverse customer base
  • Natural relationship builder with excellent communication skills
  • Strong analytical skills and ability to derive insight from data
  • Robust commercial understanding and financial acument
  • Strong negotiation 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 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.