Field Sales - Quebec City, Canada - Campari Group

Campari Group
Campari Group
Verified Company
Quebec City, Canada

1 month ago

Sophia Lee

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Sophia Lee

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Description

Date:

Jan 24, 2023- Location: Quebec, CA- Function: Sales- Seniority Level: Mid-Senior level- Employement type: Permanent- Workplace Type: Hybrid- Company: Forty Creek Distillery LtCampari 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


To lead & motivate the sales team in pursuit of establishing and developing long-term profitable customer relationships; through continuous engagement, best-in-class customer service, and executing strategies geared at improving Campari's brand value and volume.

This hybrid role consists of leading a team of Territory Managers while ensuring the coverage of select SAQ outlets and the development of selected regional Key Accounts.


Mission/Objectives


Deliver increased share of voice at retail and On-Premise through visibility and activation of Campari strategic brands with our regional partners and customers while achieving the NSV and volume budget targets.

Assess, develop, communicate/implement and monitor KPIs for the regional team to achieve, alignment with Campari Must Win Battles. Drive margin accretion through the achievement of annual value, profitability, volume, and distribution objectives.


Key Responsibilities and Activities


Given the nature of the Company's business and the marketplace, the business and/or job will evolve and change over time.

Accordingly, the company may add to or remove from the duties and responsibilities set out below as circumstances change.

Current duties and responsibilities of the Field Sales Manager in Montreal include:


Team Leadership & Coaching

  • Lead with a positive attitude a team of territory managers
  • Mobilize and motivate the sales team
  • Drive regional sales meetings, with clear communication of the priorities.
  • Support the Senior Commercial Manager in preparing for category team meetings, building presentations, preparing market execution slides (best practices), and sales performance insights from the field.
  • Monitor and communicate key performance indicators, performance goals, and routine updates to the sales team.
  • Guide on On-Premise strategies to the Territory Managers
  • Lead, coach, and develop assigned team members in pursuit of the company's commercial strategy
  • Execute infield coaching/workwith days, focusing on Campari Ways of Selling techniques.
  • Conducts performance reviews for all members of the assigned team and develop monthly/quarterly & annual SMART objectives.
  • Conduct yearly Performance Reviews for all members of the assigned team while fostering a feedback culture throughout the year.

Key Account Management

  • Responsible for the coverage and development of a selection of SAQ stores.
  • Maximize Campari's competitive advantage by developing customer partnerships with our On-Premise regional chain account partners.
  • Manage customer partnerships and provide exceptional customer service to existing and potential new customers. Forge enduring actionable relationships with buyers, district managers, directors, and key influencers in the market (On-Premise and Retail).
  • Sell innovations and promotional programs.
  • Formulate strategies for regional chain accounts aligned with Global strategy as communicated by the Customer & Channel Marketing department
  • Increase brand recognition in Regional On-Premise accounts including programming and brand activation aligned with On-Premise Channel strategies

Planning

  • Develop, monitor, and deliver execution of sales plans within the assigned sales region.
  • Work alongside the Senior Commercial Manager and Customer Marketing Manager to successfully execute agreed trade plans and drive profitable growth and value market share.
  • Support Customer Channel Marketing and Senior Commercial Manager in depletion and shipment forecasting exercises.
  • Conduct timely sales analysis to inform, recommend, and initiate strategic decisions mostly related to retail
  • Definition and optimization of territory coverage.
  • Leverage On-Premise Segmentation to ensure the right brands are in the right accounts.
  • Establish monthly/quarterly sales objectives aligning with Campari's primary focus brands, Must Win Battles, and annual Short Term Incentive (STI) goals.
  • Deploy effective and efficient budget control principles to ensure all defined spending is within established budget plans, including advertising and promotional (A&P) spending and travel and entertain
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