Regional Account Manager - On Premise Midwest

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Job Description

Company: Campari America

Job Title: Regional Accounts Manager – On Premise, Midwest

Job Location: Chicago Area

Reports to: Senior Manager, Regional Accounts

Organization Layer (global, regional or local): Local

General Description Of The Role

The Regional Accounts Manager is responsible for driving distribution , awareness and maximizing volume opportunities across an assigned geography. This role ensures account KPIs are regularly assessed, and actions taken to improve performance and profitable growth of the Campari portfolio.

Mission/Objectives

The mission is for the Regional Accounts Manager to use distributor, key account and budget management to deliver profitable execution of the sales plan.

Key Responsibilities And Activities

Key Account Management:

• Has proven ability to activate multi-unit on premise accounts, specifically in the Dining segment.
• Has proven working relationships with those key influencers in assigned channel in assigned geography to enable the sell in and implementation of Campari portfolio programs
• Ensures the execution of availability, visibility, and activation plans that support Campari’s brand strategy to gain effective presence in on premise Regional Accounts.
• Conduct customer meetings to present Campari Regional Account programs.
• Develops and delivers fact based selling presentations to key accounts within assigned channel in assigned geography.
• Provides key customers with compelling selling stories and/or programming initiatives to grow distribution and depletion activity.
• Manages new product introductions to key Regional Accounts to ensure on-target shipments and depletions. Actively coordinates with Brand Management and/or Trade Marketing to optimize programs for successful in market launch plans
• Monitors the competition, consumer, and category trends to proactively identify new key account opportunities and develop compelling selling stories and/or programming plans to grow distribution and depletion activity at the corporate and local level.
• Provides direction to local Field Sales to activate effectively and efficiently at the unit level.
• Works in conjunction with Campari’s Channel & Customer Marketing (CCM), Brand Marketing and Strategic Market Planning Departments to assist with the planning and execution of creative, local events that increase the presence and visibility of all brands within assigned channel in assigned geography.
• Directs promotional agencies and CCM managers in the development of marketing and promotional programs that are aligned with customer strategies that drive profitable volume by providing agencies specific direction on the strategies of the accounts.
  
  

Distributor Management:

• Manages the execution of Regional Account customer programs and sales plans (i.e., merchandising, promotional) through distributor – largely working at the Distributor mid-management level, District Managers, On Premise Managers and State Managers.
• Develops and implements plans and activities to ensure assigned Distributor Management is informed and aligned to influence Regional Account program goals and Campari focused execution.
• Follows up and develops contingency plans to address market gaps and field program execution issues.
• Effectively leverages Distributor teams to support key Regional Account activities as needed, including compliance within their account roster.
• Approximately 25% of the time is expected to be spent working with distributor on execution of national programming.
  
  

Budget & Planning:

• Responsible for managing within an assigned budget and held accountable for market share, growth and volume targets.
• Monitors the market and competition and assesses for opportunities and provides feedback and insights to management and other Sales leaders.
• Develops a Sales plan to meet budget and provides forecasting information to update and monitor performance to plan status and to enable Sales & Operations Planning (S&OP).
• Conduct program reviews/recaps to ensure how best to invest funds to maintain positive ROI and maximization of Campari America trade marketing investments.
  
  

Key Relationships

Internal:

• General Sales Manager(s)
• Division Vice Presidents
• State Managers
• District Managers
• On Premise Specialists
• Regional Accounts Managers
• National Accounts Managers
• CCM Managers
• Brand Managers
• Commercial Finance Manager
• Sales Analyst(s)
  
  

External:

• Distributor – at the area Management (Channel VP) level, Programmer, and Field Teams.
• Third Party Agencies
• Key decision makers within Regional Accounts
  
  

Experience Required

• Five to seven years’ experience in FMCG sales, preferably in the beverage alcohol category
• Three to five years of the above must include direct experience with Regional Accounts and some Distributor management experience.
  
  

Education / Professional Qualifications

• Bachelor’s degree required-preferably in Business Administration or some other related field.
  
  

Skills

Functional

• Sound understanding of managing to a budget and delivering on established KPI’s.
• Experience in reviewing and calculating pricing plans.
• Experience in category management.
• Strong communication skills.
• Superior negotiation skills.
• Deep understanding of various data sources, i.e. Nielsen (both on & off-premise), Technomic, Datassential, etc.
• Familiarity with product sales – ability to develop compelling selling stories to grow distribution and volume sales.
• Ability to manage multiple priorities and experience in working with a multi-brand portfolio.
• Results oriented; thrives in a dynamic, fast-paced environment.
• Ability to work independently as well as within a team environment.
  
  

Technical

• Proficient in MS Teams, Word, Excel, and PowerPoint required.
• Proficient in various CRM systems and VIP.
• Excellent verbal and written communication skills.
• Superior presentation skills – advanced ability to create and deliver a presentation.
  
  

Managerial

• Strong organizational and planning skills.
• Able to work effectively with teams – driving results through others.
• Effective influencer and negotiation skills.
  
  

Other

Essential Job Functions

• Ability to work weekends and extended workdays, generally 3+ nights per week for on premise account development & programming.
• Make in person presentations – communicating verbally information about Campari’s brands and portfolio.
• Access on-line data and review/analyze for information and opportunities within key accounts & assigned geography.
• Ability to travel as business dictates – generally 3-4 days per week, +50% of the year.
• Must have a motor vehicle and possess a valid driver's license.
  
  

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.