Campari Group
National Account Manager On Trade
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Role Overview
Campari Group is looking for a National Account Manager On-Trade to join the Commercial team based in London, United Kingdom.
This role will have full P&L responsibility across a range of key indirect customers and building joined up business plans to deliver key commercial and brand metrics. The candidate will have a strong commercial acumen with an ability to build and maintain strong customer relationships and partnerships, deliver first class consumer focused execution through an insight driven approach and demonstrate a thorough ROI on key activation.
The successful candidate will report into the National Account Controller On-Trade.
Key Responsibilities and Activities
- Support National Account Controller On-Trade and Business Unit Manager On-Trade in implementation of Business strategy in defined customer account list
- Develop and build key customer partnerships to increase business performance, develop sales opportunities and increase profitability
- Develop, manage and implement a joint business plan with the customer that ensures delivery of key agreed volume and margin targets aligned to the commercial and business unit strategy
- Develops and maintains Customer Account Plans, in line with brand, activation and commercial plans
- Manage the budget for the defined customer base / channel to achieve relevant volume growth aspirations
- Implementation of brand / activation plan and suitable value-exchange achieved within relevant customer base
- Delivery of business / channel and individual KPI’s including menu feature / brand distribution and net sales growth
- Deliver accurate financial and volume forecasts
- Identify sales volume / value growth opportunities through ongoing analysis of customer and market performance
- Proactive in developing new business alongside the National Account Controller On-Trade, Business Unit Manager On-Trade and cross functionally with the wider team, as well as being proactive in seeking new business opportunities within defined channel
- Promote teamwork and collaboration across National Accounts and successfully bring together cross functional practices
- To work cross functionally with the wider Campari Group team, including Channel & Customer Marketing, Finance and Marketing teams
- Analyse consumer, customer insight and sales data to include in sound commercial strategy and customer proposals
- Identify, recommend and drive the implementation of key commercial business initiatives to increase sales opportunities and optimise profit growth
- 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 or demands
- Commercial accountability for delivering against targets, securing new business and developing mutually beneficial existing relationships
- Ongoing evaluation of customer terms and activation to maximise Return on Investment (ROI) and provide future recommendations
- Ability to influence key customer stakeholders to secure distribution, new and improved feature and new business
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Key Relationships
Reporting Lines:
- Reports to National Account Controller On-Trade
Other Internal Relationships:
- Wider National On-Trade and Commercial team
- Channel & Customer Marketing team
- Marketing team
- Logistics and Supply Chain team
- Finance team
External Relationships:
- Customers in account base
- Sales data partners
- Route to Market account managers
Experience and Skills
Experience:
- Minimum 5 years of sales experience in the UK drinks industry / FMCG preferred
- Solid account management experience with track record in successful negotiation and category understanding
- Experience working with National on-trade groups desired
- Experience of successfully negotiating customer Joint Business Plans
Skills:
- Excellent relationship-building and communication skills
- Strong analytical skills and ability to derive insight from data
- Robust commercial understanding, good numerical and analytical skills
- Strong negotiation skills
- Ability to interact at and deliver change through different levels
- Team player also being able to work independently
- Ability to influence peers / stakeholders and senior management both internally and externally
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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.
Campari Group believes that fair compensation and equal opportunities are crucial for employees’ well-being, empowerment, and engagement. Our efforts to ensure fair pay have earned us the Fair Pay Certification by Fair Pay Workplace, an independent organization dedicated to dismantling pay disparities based on gender, race and their intersection.
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.
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