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Area Sales Manager

2 months ago

Canberra, ACT, Australia Campari Australia Full time
Key Responsibilities and Activities

As a key member of the Australian sales team, you will be responsible for building and maintaining strong relationships with our customer base within your territory. This will involve achieving sales and distribution objectives through effective planning and execution of call cycle objectives.

  • Develop and maintain a deep understanding of the local market and territory.
  • Provide superior customer service to your customer base, ensuring their needs are met and exceeded.
  • Effectively drive brand education and sales with established client-base, encouraging trail and incremental growth.
  • Maintain accurate customer records and review performance at regular intervals.
  • Prepare business plans and submissions to secure potential growth opportunities.
  • Manage and administer all trade promotional and incentive schemes in line with any Marketing Programme.
  • Merchandise shelf, fridge, and floor to gain maximum display exposure of Campari Australia products at point of sale.
  • Provide relevant information on key industry trends and developments, as well as major competitor activity.
  • Display sound time management skills, meeting deadlines, planning calls, and following up on queries as soon as possible.
  • Be a team player, assisting fellow 'Camparistas' within the National Field team and across the organization, maintaining highly positive staff morale and teamwork.
  • Complete monthly reports and prepare territory reviews at Call Cycle team meetings.
  • 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:

The Area Sales Manager (ASM) – ACT & Riverina and reports to the Field Sales Manager – NSW/ACT, who in turn reports to the Head of Field Sales.

The Area Sales Manager is a Canberra-based role and a key member of the Australian sales team, working closely with interstate peers and with their marketing colleagues.

External:

Customer base within Territory

Experience Required
  • Currently operating or have previously operated in an Area Management or Sales Representative role (or like).
  • A deep knowledge and understanding of the local market and territory.
Education / Professional Qualifications
  • Degree qualified is desirable but not essential.
Other Skills
  • Relationship building skills of a high level.
  • Ability to build long-term profitable business relationships.
  • Effective negotiation skills, managing budget, and achieving distribution targets.
  • Demonstrate a clear understanding of brand distribution and target objectives.
  • Ability to communicate in both written and oral formats.
  • Demonstrated ability to achieve targets and meet challenging deadlines.
  • Teamwork & cooperation.
  • Presentation Skills.
  • Planning/ prioritising skills.
  • Strong Computer skills in Excel and Word.
  • Strong Financial Understanding.
Functional Skills
  • 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 Results & Execution – Pays attention to details; Achieves key objectives and meets the defined deadlines; Is highly productive and delivers high-quality; Works effectively under pressure or heavy workload, balances multiple projects; Accepts new and greater responsibilities.
  • Initiative and Judgement - Prioritizes own work efficiently; Takes direction without being prompted; Knows when to consult and when to act independently; Keeps management and peers informed of status and potential problems; Handles confidential information appropriately.
  • Consumer/Client Focus - Understands consumers/customers/internal clients' needs; Provides all customers with solutions that best meet their needs; Proactively anticipates future needs and seeks out opportunities.
  • Communication and Teamwork - Communicates persuasively and passionately; articulates ideas clearly; Demonstrates effective relationship skills; Responds well to constructive criticism; Obtains acceptance and takes action for ideas; Is an active contributor to the team.
  • Ability to Learn - Shows curiosity and interest to be exposed to new situations/challenges; Quickly acquires and puts into practice new knowledge, behaviours, and skills.
Classification of Skills

Functional Skills

Skills related to the (macro-) function he/she belongs to

Managerial Skills

Set of Campari Group managerial competences (standard across the organization). Please select those that are relevant to the role.

  • Execution and Foresight
  • Leadership
  • Innovative Problem Solving
  • Team working
  • Consumer Focus
  • Technical Excellence
  • Business Judgment
  • People Development

Other Skills

Miscellaneous category including foreign languages, basic IT applications knowledge, etc

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.