General Description of the RoleCampari is seeking a dynamic and results-driven On-Premise Specialist to join our team. This role is responsible for driving visibility, brand awareness and most importantly distribution and volume growth across a set of assigned key accounts. The On-Premise Specialist will be focused primarily on direct key account management, however additional responsibilities include: monitoring business performance, developing programs to improve sell-out, distributor management, account segmentation, financial acumen, and budget management.
Mission/Objectives - Drive new distribution, volume and visibility of the Campari portfolio in the On Premise channel.
- Develop and implement strategic account segmentation to identify high potential growth opportunities
- Optimize Sell out techniques to enhance consumer demand and product movement
- Create and execute data driven programs to improve market performance and ensure sustained brand engagement
Key Responsibilities and ActivitiesKey Account Management- Target top on premise key accounts for new distribution, using brand and category segmentation data
- Achieve sales targets and qualitative goals through effective account management
- Implement strategies to improve overall business performance to achieve brand presence via menu listing, features, and back bar placements and increased profitable growth
- Design and execute promotional programs to drive product sell-out.
- Develop and maintain strong relationships with key accounts.
- Utilize Segmentation and Sell out Techniques
- Analyze and segment key accounts using brand and category data to prioritize high-value opportunities.
- Develop and execute customized activation plans tailored to each account segment.
- Implement data-driven sell-out techniques, including strategic promotions, menu placements, and seasonal programming.
Brand Building- Expand Campari brand visibility within the on-premise channel through menu lists, drink features, POS and special events
- Collaborate with Campari's Field Marketing Management Team to schedule consumer activations and trade events in assigned key accounts to increase consideration and trial within the target market
- Work with local bartenders and distributor mixologists to create cocktails that drive velocity and visibility
Distributor Collaboration- Coordinate the execution of orders and agreed to programs in assigned key accounts
- Partner with Class B Wholesale team to launch new brands and/or open new accounts
- Work with on premise sales representatives from the distributor network to drive distribution, awareness, and trial for priority brands in assigned key accounts
Reporting- Provide regular reporting on sales activities, market trends, and competitive activity using Karma, Compass, and Sales Nav
- Monitor and report competitive brand activity in assigned key accounts as a means to improve future Campari brand promotions/strategy in the on premise channel
- Measure and evaluate the success of promotional activities
- Manage sales budgets and ensure efficient allocation of resources
- Monitor expenses and ensure adherence to budgetary guidelines
Key RelationshipsInternal: - Field Sales
- Field Marketing Management
- Brand Ambassadors
- Brand Managers
External:- Key On Premise Decision Makers: Owners, General Managers, Buyers, Bartenders
- Distributor and Class B on premise sales teams
- Agency partners
Experience Required- 1 to 3 years of experience in on premise alcoholic beverage sales
- Experience working in a three-tier distribution market
- Current and effective in market on premise channel relationship and marketing understanding
Education / Professional Qualifications- Bachelor's degree in Business, Marketing, or a related field
- Proven experience in sales, preferably in the on-premise sector
- Excellent communication and interpersonal skills
- Ability to work independently and as part of a team
- Strong analytical and problem-solving skills
- Proficiency in Microsoft Office Suite and CRM software
Essential Job Functions- Capacity to work weekends and extended workdays - generally 3-5 nights per week visiting account
- Ability to drive to various locations in assigned area to visit 5-10 accounts per day.
- Public speaking - communicating brand features and benefits to decision makers
- Daily access to an insured motor vehicle
- Valid driver's license.
SkillsFunctional- Sound understanding of in market selling skills in the on premise channel
- Ability to develop creative brand building programs that drive volume and share growth in key accounts
- Strong account management and follow-up skills
- Business financials and experience in managing a budget
- Demonstrated ability to develop and maintain effective working relationships with key customers and stakeholders
- Familiarity with product sales - ability to develop compelling selling stories to grow distribution and volume sales
- Ability to manage multiple priorities and experience working with a multi-brand portfolio.
- Results oriented; thrives in a dynamic, fast-paced environment
- Ability to work independently
Technical- Proficient in KARMA, Word, Excel, and PowerPoint required.
- Excellent verbal and written communication skills; strong presentation skills.
Managerial - Organizational, time management, and planning skills
- Able to work effectively with teams - driving results through others
The expected base salary for this position ranges from $90,000-95,000. Salary offers are based on a wide range of factors and considerations. In addition to base salary and a generous employee benefits package, employees are eligible to receive a discretionary bonus.
