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National Account Manager, E-commerce

3 months ago

Sydney, New South Wales, Australia Campari Group Full time

Date:
Feb 15, 2024- Location: Sydney, NSW, AU- Additional Location:

  • Function: Sales
  • Seniority Level: Mid-Senior level
  • Employment type: Permanent
  • Workplace Type: On-site
  • Company: Campari Australia
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General Description of the Role
The National Account Manager e-Ecommerce & Alternate Channels focuses on achieving volume, profit and execution results with Customers and encourage long term growth and sustainable relationships


The role also supports the Heads of Customer and their teams with direct responsibly for Pure Play ecommerce retailers, delivery retailer and nominated National customers - Aldi, Costco, (and others outside of traditional Chains and independents) and supporting the "Bricks & Clicks" customers in their eCommerce strategy and execution.


Mission/Objectives
To deliver both sales value and profitability growth targets, through building strong customer business relationship and optimising Campari's Digital Shelf in the Australian market

Key Responsibilities and Activities

Total Responsibility for Nominated National Accounts - On-

  • Achieve volume, profit and share objectives through development and execution of National Customer Business Plans that aligns to Campari's Channel/Brand Strategies and Customer.
  • Negotiate and introduce business agreements with agreed Customer set to grow NSV & EBIT. Actively hunt new opportunities outside of Traditional Chains and Independent retailers
  • Lead the execution of Campari Australia's ecommerce strategy with Pure Play and Delivery to Consumer Customer base adhering to guidelines set by Campari's Global eCommerce team
  • Drive the optimization of Campari's Digital Shelf across all customers
  • Act as the Subject Matter Expert on Digital Retail Media for the National Business Team
  • Develop strong relationships within Alternate Customers to leverage untapped opportunities and consistency in execution
  • Development and management of account national promotional programs and execution of pricing in line with brand and pricing strategies
  • Analysis of data and insights making recommendations to support growth opportunities and performance improvements
  • Achieve distribution and Sales drive standards for Campari Portfolio in line with JUBP initiatives and opportunities
  • Measure Return on Investment (ROI) and Promotional Efficiency/Effectiveness
  • Management of spend within Trading Terms and Budget
  • Sell in and achieve NPD objectives in line with agreed strategy
  • Liaise with relevant industry bodies

Cross Functional Partnering

  • Work in partnership with the Global team and Channel Marketing Manager in the development of the ecommerce Strategy for Australia
  • Become a proactive voice internally to unlock opportunities for Customers
  • Partner with Marketing on the development of unique innovation required for Customer base
  • Partner with Marketing to ensure all relevant assets are updated and available for all SKUs to drive Digital Shelf Optimisation across all customers with an online presence

Sales Communication

  • Present customer feedback to internal stakeholders in clear and timely manner (listed in section below)
  • Prepare and present quarterly business reviews for nominated accounts that identifies drivers of performance and recommendations for key growth opportunities

Product Supply Chain Support

  • Forecast volume requirements to help drive supply consistency across Campari Australia's Customer portfolio
  • Input to monthly consensus volume meetings and communication of risks and opportunities
  • Communication of any change to product volume requirements outside the consensus meetings to the PSC team in a timely fashion

Other Responsibilities

  • Undertake other tasks from time to time as directed by the Head of Coles, Alternate Channels & eCommerce
  • Undertake regional travel as required to complete Key Responsibilities as outlined above

Key Relationships

Internal:
National Business Team, National Field Sales Team, Customer Marketing, Supply Chain, Finance & Global eCommerce Team.

External:
_ _Customer Category Managers, Promotional Managers, Wholesale Managers and assistants. Industry bodies.

Experience Required

  • Liquor Industry or FMCG experience of 5 years +
  • Minimum 23 years previous experience in a sales and/or account management role
  • Ideally 23 years previous experience in ecommerce/digital commerce management
  • Experience in developing new business
  • Degree qualified in Business or Commerce or equivalent.

Skills

  • Strong relationship building and stakeholder management skills
  • Demonstrated influencing and negotiation skills
  • Ability