General Description of the RoleThe State Manager is responsible for managing the development and execution of a plan to deliver the profitable execution of the commercial objectives for one or more assigned states.
Key Responsibilities and ActivitiesDistributor Management:- Manages the execution of the Campari Sales plans for one or more states, through one or more Distributors - largely working at the Distributor mid-management level.
- Supports the Division Vice President in the setup and execution of regular Distributor Management meetings, QBRs, etc.
- Develops and implements plans and activities to ensure assigned Distributor Management is informed and aligned to influence program compliance and Campari focused execution.
- Follows up and develops contingency plans to address market gaps and Distributor performance issues.
- Monitors Distributor inventory levels to meet objectives and minimize out of stocks.
- Effectively leverages Distributor teams to support key account activities as needed.
- Initiates and manages sales blitzes and market surveys.
- Manages new product introductions to ensure on target shipments and depletions. Actively coordinates with Brand Management and/or Trade Marketing to optimize programs for successful market launch plans.
- Conduct monthly Distributor sales meetings, presenting Campari national and local programs.
- Trains and assists distributor sales personnel to conduct brand presentations to key on premise staff at targeted accounts to ensure the proper implementation of brand strategies for all brands.
- Approximately 50% of the time is expected to be spent on Distributor Management activities.
Key Account Management- Develops strong working relationships with key accounts (on and off) in assigned geography.
- Provides key accounts with compelling stories and/or programming initiatives to grow distribution and depletion activity.
- Identifies new key account opportunities and develops compelling selling stories and/or programming initiatives to grow distribution and depletion activity.
- Delivers fact based selling presentations to on and off premise sub channels.
- Works in conjunction with Campari's Marketing and Trade Marketing departments to assist with the planning and execution of creative, local events that increase the presence and visibility of all brands with the target market.
- Approximately 50% of State Manager time should be allocated to key trade accounts.
Budget & Planning- Prepares volume and resource plans detailed by period and deal.
- Works with Commercial Finance to develop pricing structures that reflect brand strategies; manage distributor margins while optimizing Campari profit rates.
- Responsible for managing the State P&L (sometimes for multiple states) within an assigned budget.
- Evaluates gross margin reports before and after deal approvals
- Contributes to the input to the annual budget planning cycle.
- Monitors the market and competition and assesses opportunities, keeping management informed appropriately.
- 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).
Project Management- The State Manager is expected to:
- Train and develop direct report(s) to reach a "best in class" sales force.
- Manage the performance of direct reports to ensure on target delivery of objectives and key priorities.
- Recruit and retain high performing talent ensuring appropriate annual performance and development plans are in place.
- Coach and mentor others.
Key RelationshipsInternal: - Division Vice President
- General Sales Manager
- Field Activation Manager
- Trade Marketing Manager
- Commercial Finance Manager
- Sales Admins
External:- Distributor - Sales Management, Programmer, and Field Teams
- On and Off Premise Key Accounts.
Experience Required- 5 to 7 years' experience in alcohol beverages sales, of which 3 to 5 years include distributor management experience.
Education / Professional Qualifications- Bachelor's Degree required - preferably in Business Administration.
SkillsFunctional- Strong negotiation skills
- Ability to oversee and profitably manage a business
- Strong financial understanding (pricing, P&L, invoice management etc)
- Ability to plan volume and deal structures to build and manage against an effective business plan
Technical- Proficient in Word, Excel, and PowerPoint required.
- Excellent verbal and written communication skills; strong presentation skills.
Managerial - Effective leader and ability to grow and manage a business through the influence and alignment of others
- Strong organizational and planning skills.
- Able to work effectively with teams - driving results through others.
Essential Job Functions- Ability to work weekends and extended workdays (generally 3+ nights per week for on premise account development and 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 and assigned geography.
- Ability to travel within assigned geography - generally 3-4 days per week.
- Must have a motor vehicle and possess a valid driver's license.
The expected base salary for this position ranges from $118,350 - $150,000. 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.
