Off Trade, Field Sales Manager

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

- Function: Sales
- Seniority Level: Mid-Senior level
- 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, Field Sales Manager is responsible for leading the execution of Off Trade and Hybrid sales plans across multiple states. As the Field Sales Manager you are responsible for fostering and developing a high performing team culture that strives to exceed targets and other key performance indicators, embedding the Campari Way of Selling (CWOS) process, and ensuring seamless coordination between field teams and key stakeholders.

**Mission/Objectives**:**
- Lead and inspire the field team in delivering Off Trade sales and activations;
- Consistently meet and exceed Off Trade Sales targets for Campari Australia;
- Develop and drive a high-performance culture within the Off Trade field team in order to deliver a consistent first class customer experience;
- Coach the field team on Perfect Store strategy to expand brand exposure and sales conversion in store;
- Develop a high performing sales team by prioritising Camparista development through coaching and feedback;

Key Responsibilities and Activities

Execution of Cycle Plan
- Work closely with the field team to ensure execution of KPIs, tasks, and objectives outlined in the call cycle plan across Off Trade Channels.
- Ensure execution of Campari Sales Drivers and merchandising standards in line with the CWOS and Perfect Store execution framework
- Collaborate with Key Account Managers to execute Off Trade programs aligned with activation and promotional plans.
- Champion executional excellence (On Time, In Full) across all activities.
- Ensure all activities are captured by the field team in the CRM system.
- Work closely with the Commercial Excellence and CCM teams to facilitate cycle meetings.

Coaching & Leadership
- Lead the development of Area Sales Managers through effective coaching and mentoring to embed the ‘Campari Way of Selling’ principles, journey planning, selling skills, negotiation, and merchandising standards.
- Conduct regular performance reviews, set sales goals, and monitor progress to ensure team members meet or exceed expectation.
- Build and foster a positive team culture and encourage continuous learning and improvement.
- Coach merchandisers on Campari principles and merchandising standards.
- Spend a minimum of 3 days per week in the field, focusing on coaching and development. Regular travel required across states to coach and develop team.

Sales Strategy & Execution
- Drive and inspire the team to achieve sales targets, increase market share, and drive revenue growth in the assigned region;
- Identify growth opportunities within the market, and execute strategies to capitalise on them, including product promotions, merchandising initiatives, and trade activation initiatives;
- Ensure effective journey planning to achieve correct call frequency and KPI allocation across outlet segmentation.
- Implement systems, processes, and tools to support Area Sales Managers in achieving targets.
- Lead and develop the local field sales team for resource efficiency.
- Uphold the integrity of Campari Trading Principles at all times.

Customer Relationships
- Build and maintain relationships with Key Account Managers and National Account Managers to ensure alignment and implementation of group, banner and independent customer plans.
- Support Key Account Managers and National Account Managers in resolving issues, negotiating deals, and finalize trading terms where applicable.
- Oversee Joint Business Plans’ execution across key account groups and banners.
- Build strong relationships with the Sales Director, Off Trade, Head of Commercial Excellence Manager and Commercial Excellence team to provide feedback on local initiatives.
- Collaborate with customers to understand their needs and ensure the highest level of service and satisfaction

Market Analysis & Reporting
- Conduct regular market analysis to track competitor activities, market trends, and consumer preferences;
- Prepare sales reports and forecasts, providing insights into sales performance, market conditions, and opportunities for growth;
- Use data and metrics to assess and improve team performance, identifying areas for