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Area Sales Manager, On-premise

4 months ago

Sydney, Australia Campari Group Full time

Date: Apr 5, 2024- Location: Sydney, NSW, AU- Additional Location:
- Function: Sales- Seniority Level: Mid-Senior level- Employment type: Permanent- Workplace Type: On-site- Company: Campari AustraliaCampari 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.

**General Description of the Role**

The **_Area Sales Manager (ASM) - On Premise_** is responsible for the achievement of pre-determined sales, distribution and growth targets of Campari Australia products within a defined sales territory.

The Area Sales Manager - On Premise will promote Campari Australia in a professional manner consistent with the overall quality image of the company.

**Key Responsibilities and Activities**
- Manage key On-Premise customers within the State and your territory
- Build and maintain strong relationships with the customer base within your territory
- Achieve sales and distribution objectives as a result of planning and execution of call cycle objectives
- Merchandise back bars, display shelves and fridges to gain maximum display exposure of Campari Australia products at point of purchase
- Prepare business plans and submissions, to secure potential growth opportunities
- Provide ongoing superior customer service to your customer base in your territory
- Effectively drive brand education and sales with established client-base, encourage trail and incremental growth
- Manage and administer all trade promotional and incentive schemes and redemptions in line with any Marketing Programme.
- Maintain customer records and reviewing performance at regular intervals using Campari’s CRM tool (Salesforce).
- Display sound time management skills by meeting deadlines, planning calls and following up on queries as soon as possible.
- Be a ‘Team Player’ and assisting fellow Campari Australia personnel conduct their duties when required, and maintaining highly positive staff morale
- Provide relevant information on key industry trends / developments and major competitor activity
- Complete monthly reports as required
- Attend and/or host tasting events, visits, fairs, trade events and functions as required by customers or Campari Australia
- Attend Sales Meetings and implement any actions arising from these meetings.

**Key Relationships***

**_Internal: _**
- This role reports to the Field Sales Manager NSW/ACT who in turn reports to the National Field Sales Manager.
- Be a involved as key member of the NSW Field Sales and wider Australian Sales team by working closely with interstate peers and with their Marketing colleagues.
- Customer Marketing team within the state of NSW (i.e. State Trade Activation Manager and Brand Ambassador).

**_External:_**
- Ability to build and maintain working relationships with key On-Premise venues across the territory and the ability to develop these moving forward

**Experience Required**
- Currently operating in an area/territory management, sales representative or similar role
- Previously operated in or had exposure to the On-Premise channel
- A deep knowledge of the local market is critical
- At least 3-5 years experience in Liquor or FMCG industry/s.

**Education / Professional Qualifications***
- Degree qualified in Business or Commerce or equivalent is preferred but not essential

**General Skills***
- Proficient in Microsoft Office suite

**Functional Skills**
- **Territory Management (Customer Management)** - Creates strong relationships with customers based on respect and trust; delivers strong results based on ability to negotiate good customer solutions; is efficient in their time management; plans well in advance and sets clear result-focussed objectives to make the most of each call; has strong product knowledge and is up to date with current pricing & promotions.
- **Entrepreneurial and Commercial Thinking** - Keeps up to date with competitor information and market trends; Identifies business opportunities for the organisation; Demonstrates financial awareness; Controls costs and thinks in terms of profit, loss and added value; Has an understanding of trade marketing principles.
- **Sales Skills** **-** Understands the basic questioning and closing techniques of collaborative sales; Takes and enters customer orders; Easily calculates pricing and offers for customers within signed off parameters for price and volume; Understands the different approaches required in on and off premise venues.

**General Competencies**
- **Work