Area Sales Manager

Date: Feb 13, 2025
- Location: South Melbourne, VIC, AU
- Additional Location:

- Function: Sales
- Seniority Level: Associate
- Employment type:

- Workplace Type: Hybrid
- Company: Campari Australia

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.

**General Description of the Role**

The Off Trade, Area Sales Manager (ASM) is responsible for driving sales building strong relationship with customers and ensuring the effective execution of Off Trade sales strategies within their territory. As the ASM, you will be instrumental in achieving sales targets, executing activations, and delivering a consistent, high-quality customer experience for our customers.

Mission/Objectives
- Achieve and exceed sales targets for Off Trade accounts within your territory.
- Build and maintain strong relationships to become a Trusted Advisor with key stakeholders and key decision-makers to expand the presence of Campari brands.
- Execute and drive the "Perfect Store" strategy, maximizing brand visibility and sales opportunities.
- Contribute to Campari’s high-performance culture by demonstrating best practices and actively collaborating with the team.
- Represent the Campari brand professionally and ethically within the market.

**Key Responsibilities and Activities**

Sales Execution
- Execute sales and distribution targets, tasks, objectives, and revenue goals in your territory.
- Identify and capitalize on new business opportunities, including securing new accounts and optimizing the existing.
- Execute brand strategies and campaigns in alignment with the national and state-level plans.
- Drive brand education and sales with established clients, encouraging trial and incremental growth.
- Merchandise shelves, fridges, and floor displays to gain maximum exposure for Campari products at the point of sale or on the path to purchase in line with the Perfect Store execution framework.

Account Management
- Build, maintain and manage strong relationships as a Trusted Advisor with the customer base in your territory.
- Work closely with the accounts in your territory to understand their needs and drive mutual growth.
- Maintain customer records, prepare business plans, and submit territory reviews where required.
- Manage and administer all trade promotional and incentive schemes and redemptions in line with Marketing Programs.
- Execute joint business plans and structured customer calls to formalize agreements and drive Campari’s presence in stores.

Market Knowledge and Insights
- Monitor market trends, competitor activities, and consumer preferences to identify growth opportunities.
- Provide regular feedback to the Field Sales Manager on market dynamics and account performance.

Collaboration
- Actively participate in team meetings, sharing insights, successes, and challenges.
- Support the Field Sales Manager by providing data, reports, and suggestions for territory improvement.

Additional Responsibilities
- Ensure adherence to all relevant regulations, including Responsible Service of Alcohol (RSA) requirements.
- Load, unload, and set up stock, merchandise, and activation materials as required.
- Host and attend any over and above events such as tastings, trade events, fairs or other industry or customer functions as required.

Key Relationships

**Internal**: Field Sales Manager, National Business Team, Customer Marketing and Marketing Teams & Commercial Excellence Team

**External**: Customers and Key Accounts within the assigned territory, Key Wholesale Partners

Experience Required
- 3+ years of experience in field sales, preferably within the FMCG or liquor/beverage industry.
- Proven track record of achieving and exceeding sales targets.
- Strong understanding of Off Trade dynamics and customer marketing principles.
- Experience in account management and business development.
- Demonstrated ability to manage competing priorities and deliver results under pressure.
- Excellent relationship-building and negotiation skills.
- Familiarity with Salesforce or other CRM administration and call planning is highly desirable.

Education / Professional Qualifications
- Responsible Service of Alcohol (RSA) certification.
- Degree in Business, Commerce, or a related field is preferred but not mandatory.
- Valid Driver’s License.

Other Skills Required
- Strong relationship-building skills to foster long-term profitable partnerships.
- Effective negotiation skills t