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

**Mission/Objectives**:

- Achieve and exceed sales targets for On Trade accounts within your territory.
- Build and maintain strong relationships to become a Trusted Advisor with venue owners, managers, and key decision-makers to expand the presence of Campari brands.
- Execute and drive the "Perfect Venue" 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**:

- Deliver against 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 existing ones.
- Execute brand strategies and campaigns in alignment with the national and state-level plans.
- Negotiate and manage contracts, pricing agreements, and promotional activity with key venues.
- Drive brand education and sales with established customers, encouraging trial and incremental growth.

Account Management
- Build, maintain and manage relationships as a Trusted Advisor with On Trade accounts, ensuring excellent customer service and satisfaction.
- Work closely with small ownership groups, key accounts, and independent venues to understand their needs and drive mutual growth.
- Collaborate with wholesale distributors to ensure timely delivery and availability of Campari products.
- Maintain customer records, prepare business plans, and submit territory reviews where required.

**Brand Activation**:

- Plan, negotiate, execute, and merchandise activations and promotional events in venues to drive consumer engagement and increase brand awareness.
- Collaborate with the On Trade CCM team to ensure consistent in market brand messaging and campaigns are in line with brand standards and approved.
- Plan, execute and merchandise local sponsorships and events to enhance the brand’s market presence.
- Ensure agency merchandisers deliver major visibility initiatives and support events.
- Prioritize brand leads such as Aperol and Espolon for activities and promotions.

**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.
- Collaborate with the marketing team to implement promotional campaigns and events to drive brand visibility.**

Additional Responsibilities
- Ensure adherence to all relevant regulations, including Responsible Service of Alcohol (RSA) requirements.
- Conduct regular visits to accounts to educate staff on our product offerings and assist in promotions.
- 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.
- Coach venue teams on the best practices for promoting and selling Campari products.

**Structured Work Expectations**:

- Allocate 60% of time to servicing existing accounts and 40% to pursuing new business opportunities.
- Conduct at least 3 structured calls daily with existing customers to formalize and execute joint plans and A&P initiatives.
- Conduct at least 2 daily calls focused on acquiring new business, driving menu visibility, pourage agreements, and ot