Key Account Manager, National Accounts - Off Premise

This is your chance to own the strategy behind a portfolio of high-impact off-premise accounts: shaping business plans, partnering with distributors, and bringing our brands to life where it matters most. If you love the mix of relationship-building, sharp commercial thinking, and disciplined execution - and you want to see your fingerprints on real market results - this role was made for you.

General Description of the Role

The Key Account Manager, National Accounts - Off Premise is responsible for developing and executing customer strategies for an assigned portfolio of key off-premise accounts. This role drives profitable growth by managing customer relationships, developing account-specific business plans, and collaborating with distributors and internal stakeholders to execute sales and marketing initiatives that achieve volume, distribution, and market share objectives.

Mission / Objectives

The mission for the Key Account Manager, National Accounts - Off Premise is to deliver profitable growth through effective customer relationship management, distributor collaboration, strategic planning, and disciplined execution of sales initiatives across assigned key accounts.

Key Responsibilities and Activities

Distributor Management

• Manages the execution of customer-level sales and marketing programs within assigned key accounts.
• Develops and implements plans to achieve customer objectives while ensuring strong execution of Campari priorities.
• Identifies execution gaps and develops corrective action plans in partnership with distributors and field sales teams.
• Effectively leverages distributor resources to support customer initiatives and drive marketplace execution.
• Ensures the execution of shelf management, merchandising, and promotional programs that support Campari brand strategies within assigned accounts.
• Manages new product introductions to assigned accounts, coordinating with Brand Management and Customer & Channel Marketing to maximize distribution and depletion performance.
• Conducts customer business reviews and presentations to support growth initiatives and strengthen customer partnerships.
• Collaborates with Customer & Channel Marketing and agency partners to develop account-specific merchandising and promotional programs aligned with customer strategies.

Key Account Management

• Develops and maintains strong relationships with key decision-makers within assigned accounts.
• Creates compelling customer selling stories and business plans designed to increase distribution, volume, and market share.
• Monitors consumer, category, and competitive trends to identify growth opportunities and proactively develop customer-specific solutions.
• Delivers fact-based presentations utilizing syndicated data, consumer insights, and category trends.
• Partners with Marketing and Customer & Channel Marketing to execute local programs and events that increase brand visibility and customer engagement.
• Develops annual business plans and account objectives for assigned customers.
• Manages customer budgets, promotional investments, and financial performance to ensure positive ROI.
• Executes account plans and sales initiatives to achieve volume, distribution, and profitability targets.
• Performs additional responsibilities and duties as assigned.

Budget & Planning

• Ensures pricing strategies are executed effectively within assigned accounts while maintaining pricing integrity.
• Manages account investments and budgets to achieve volume, share, and profitability objectives.
• Monitors customer performance, market conditions, and competitive activity to identify risks and opportunities.
• Develops sales forecasts and business plans to support annual planning and Sales & Operations Planning (S&OP) processes.
• Evaluates promotional effectiveness and investment returns to maximize trade marketing resources.

Key Relationships

Internal:

• Sales Unit VP
• Division Vice President
• Regional Sales Director
• State Manager
• District Manager
• Regional Chain Manager
• Customer and Channel Manager
• Brand Managers
• Commercial Finance Manager
• Sales Analyst(s)

External:

• Distributor - at the Area Management Level, and Field Teams.
• Key decision makers within Regional Accounts

Experience Required

• 3-5 years of FMCG sales experience, preferably within the alcoholic beverage category (not required), with familiarity across the U.S. off-premise channel, customer landscape, and route-to-market partnerships, including distributors and/or brokers. Experience managing customer relationships, executing account plans, and delivering sales objectives within retail or chain account environments.

Education / Professional Qualifications

Bachelor's Degree required - preferably in Business Administration or some other related field.

Skills

Functional

• Solid understanding of basic business financials, including working within budgets and supporting profitable growth.
• Experience supporting pricing and promotional plans, including reviewing and helping execute customer pricing strategies.
• Strong analytical skills with the ability to use syndicated data and basic category insights to support account planning and execution.
• Ability to gather and interpret data from multiple sources and turn it into clear, simple selling points for customer presentations.
• Strong relationship-building skills with the ability to work effectively with customers, distributors, and internal teams.
• Good communication and presentation skills with the ability to support account discussions and deliver customer-facing materials.

Technical

• Proficient in MS Word, Excel and PowerPoint required.
• Excellent verbal and written communication skills; strong presentation skills.

Managerial

• Execution and Foresight: The ability to deliver results, overcome difficulties, anticipate the future of the business/work and drive change.
• Leadership: The ability to envision, inspire, energize and lead the organization to extraordinary results.
• Business Judgment: The ability to take effective decisions balancing market, products, financial and organizational issues.
• Innovative Problem Solving: The ability to find, implement and disseminate a culture of innovative solutions.
• Consumer Focus: The ability to put oneself in the consumer/client's shoes, understand their current needs and anticipate the needs of the future.

Other

• Ability to work weekends and extended workdays (account conferences, relationship-building activities, industry events).
• Make in-person presentations - communicating verbally information about Campari's brands and portfolio.
• Access online data and review/analyze for information and opportunities within key accounts and assigned geography.
• Ability to travel within geography as needed.
• Must have a motor vehicle and possess a valid driver's license.