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.
Company: Campari South Africa (PTY) Ltd
Job Title: Area Sales Manager - On Trade (Inland and KZN)
Job Location: Gauteng
Reports to: Commercial Director
Organizational Layer (global, regional or local): Local
Key Activities & Responsibilities
Ability to analyze, plan and implement plans through the sales team to achieve volume and market share aspirations
- Analyze business and sales information.
- Ability to develop and implement plans by way of influencing sales teams.
- Consolidate and feedback on competitor activity in the area with proposed action place to counter such activity.
- Manage and influence key performance indicators through the sales force and 3rd parties in order to achieve volume and market share aspirations.
The Area Sales Manager On Trade mission is to use distributors, key accounts, direct reports and budget management to increase sales and distribution within the on trade channel.
Achieve and influence business KPIs
- Call adherence, strike rate and time in trade monitored and addressed.
- Ensure promotional implementation targets are achieved through influencing and guiding the sales team.
- National and regional promotions evaluated and feedback provided.
- Achieve team listing objectives.
- Manage and influence price adherence in trade through RSPs and price ladders.
- Manage and influence category management and positioning of our trade.
- Influence and monitor sales execution in accordance with channel and brand strategies.
- Align the budget with the regional and national business plans and strategic outlet plans to ensure that no overspend takes place.
- Manage expenditure against budget and forecast.
- Request for additional spend submitted with business case for spend needed.
- Manage channel assets & POS to minimize loss of return on investment.
- Manage and update the Customer Mata Data file along with consolidating proposed route changes for sign off.
- Ensure all trade agreements and signed documentation is stored and tracked to ensure all audit requirements are met.
- Merchandising performance monitored and reviewed with 3rd parties to identify areas of improvement and capitalize on opportunities.
- Relationships and interactions with internal and external stakeholders developed and maintained to enhance customer service.
- Display high levels of cross functional collaboration between departments and 3rd parties
- Apply financial and commercial acumen.
- Effectively negotiate pouring contracts to advance Campari Group objectives in the region.
- Manage and oversee segmentation execution as per the Campari Group guideline.
- Ensure effectiveness of controls over business processes and integrate Audit function as a real business partner.
- Coach individuals and teams to build the disciplines of executing Look of success.
- Conduct scheduled route riding and trade visit with sales force.
- Coaching plan developed for individuals based on skills gaps and requirements.
- Provide development feedback through necessary stakeholders.
- Manage the performance of direct reports to ensure delivery of objectives and key priorities.
- Recruit and retail high performing talent ensuring appropriate annual performance and development plans are in place.
- Build Commercial Capability and understanding through Customer Planning (Strategy) into execution.
- Quarterly and monthly results prepared and presented.
- Follow-up on implementation of action plans agreed with team to ensure objectives are achieved.
Internal: Commercial Director, National Customer Marketing Manager, National Key Accounts Manager On and Off, Customer Marketing Specialist, Finance, Brand Managers and Sales Execs.
External: 3rd Party Merchandisers, BTL Agencies; POS suppliers, Third Party Distributors.
Experience & Education
- A relevant 3 year tertiary qualification in Sales and Marketing.
- Minimum 5 years Sales experience of which at least 2 years must be at an Operational Management level.
- Proven positive track record of leading a Sales function and related operations in an FMCG environment.
- Strong experience within the South African Market.
- Channel management and sales management.
- Knowledge and demonstrated competence of the compilation and application of principles, strategies and techniques relating to sales.
- A solid brand and category understanding.
- Strong negotiation skills.
- Strong customer relationships with evidence of customer recognition.
- Strong commercial acumen.
- Ability to articulate the business strategy and imperatives to relevant stakeholders.
- Knowledge of volume growth techniques to stimulate new business ideas within CSA and the region.
- Strong analytical skills including scenario planning and comparative analyses.
- Strong leadership and people management skills.
- Excellent presentation and communication skills.
- Able to travel extensively across the region.
- South African Citizenship or possessing a valid work permit / immigration status.
- Willingness to socialize and engage with key customers after hours and over weekends.
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 individuals 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 note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency
