General Description of the RoleThe
Regional Accounts Manager is responsible for accelerating portfolio growth, expanding distribution, and strengthening brand presence across
Texas, Colorado and Oklahoma. This role regularly evaluates account performance against established KPIs, identifies opportunities for improvement, and implements action plans that drive profitable growth for the Campari portfolio. The position is accountable for building and maintaining strong business partnerships with distributor Key/ Regional Accounts teams in the territory, while collaborating closely with Campari State Managers, On Premise Channel Managers, District Managers, and other chain account-focused teams to align priorities, execute commercial strategies, and maximize volume opportunities.
Mission/Objectives The mission for the Regional Accounts Manager is to use Key Account, distributor, and budget management to deliver profitable execution of the sales plan.
Key Responsibilities and ActivitiesKey Account Management:- Activates multi-unit on premise accounts, specifically in the Dining segment.
- Utilizes 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.
- Conducts 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, NSV, and volume targets.
- Monitors the market and competition, assesses 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).
- Conducts program reviews/recaps to ensure how best to invest funds to maintain positive ROI and maximize Campari America trade marketing investments.
Experience Required- 5-7 years' experience in FMCG sales, preferably in the beverage alcohol category
- 3-5 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 a related field.
SkillsFunctional- Sound understanding of managing a budget and delivering on established KPIs.
- Experience reviewing and calculating pricing plans.
- Experience in category management.
- Strong verbal and written 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.
- Strong organizational and planning skills
- Ability to manage multiple priorities and work 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.
- Superior presentation skills - advanced ability to create and deliver a presentation.
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 online 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.
The expected base salary for this position ranges from $110,625-147,500. 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.
