Key Account Manager - Long Island

Campari 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

 

The Key Account Manager is responsible for ensuring the execution of Off-Premise sales plans in Long Island, New York through a focus on key account development, distributor team management, and the implementation of programming.

 

Mission/Objectives

 

The Key Account Manager’s mission is to use key account relationships, channel specific data, distributor sales teams, & budget management to increase sales and effectively execute sales plans.

 

Key Responsibilities and Activities

 

Key Account Management

• Develops strong working relationships with off-premise key accounts in assigned territory.  Some on-premise account responsibility may exist, where OPS coverage is not viable.
• Uses channel data analysis to provide key accounts with compelling selling stories and/or programming initiatives to grow distribution, shelf management, and appropriate product assortment.  Utilizes Perfect Store model as a guideline.
• Continually identifies new key account opportunities to execute on strategically important initiatives.
• Utilizes tools to drive and evaluate sell out data within key account universe and across the market.
• Ensures the execution of in market programs in targeted key accounts.
• Regularly surveys account universe defining correct account and portfolio segmentation.
• Approximately 75% of time should be spent in market, developing key accounts.

 

Distributor Management:

• Implements plans and activities to ensure Distributor teams have the appropriate information to execute Campari portfolio plans and meet assigned depletion, visibility, and account growth goals.
• Follows up and develops plans to address market gaps and Distributor performance issues.
• Effectively leverages Distributor teams to support key account activities as needed.
• Trains and assists Distributor team to ensure proper implementation of brand strategies for all brands.
• Collaborates with Field Marketing to ensure the effective execution of programs.
• Gathers input from the field on POSM needs and opportunities.
• Approximately 15% of the time is expected to be spent on Distributor Management activities.

 

Budget & Planning

• Works in collaboration with Off-Premise Channel Manager to support the business planning cycle, provide input on POSM needs, and contribute to monthly forecasting process.
• Responsible for managing within an assigned budget and communicating investment needs.
• Reviews post-evaluation reports and sell-out data to provide insights for continuous improvement.
• Approximately 10% of time should be spent planning and analyzing channel data.

 

Key Relationships

 

Internal:

• Sales management
• Field Marketing Team
• Field Activation Team
• Marketing
• Commercial Finance

 

External:

• Distributor management
• Distributor teams
• Key Accounts

 

Experience Required