Regional Sales Manager, GSTR - India Sub

Description

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 25 plants worldwide and has its own distribution network in 26 countries, and employs approximately 4,700 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

• P&L accountability for the GTR India Sub Region (NSV, DD, Gross Margin & EBIT)

• Management of GTR India Sub Key/National Accounts

• Drive the Annual Customer Joint Business Planning process

• Negotiate Customer Terms, Pricing, Sell-out targets, Promotion Calendar, Brand Visibility

• Maintain a robust S&OP process

• New Business across all GTR channels: Airport / Airlines / Port Shops/ Ship Chandling

• Grow Distribution of Campari Portfolio across GTR Network

• Collaborate with the CCM team to develop Customer Promotional Plans in line with Campari’s Global Brand guidelines

• Ensure brand activations are executed to the highest standard

• Manage the Brand Ambassador team (Roles and Responsibilities) setting KPIs

Key Responsibilities and Activities

Commercial

• Monitor Sales Performance (Sell IN and Sell OUT) for Legal Entities & all Key Accounts

• Record, and analyse Sell-Out, to measure / correct Promotional Program effectiveness

• Manage Sales FCST/BDGT in line with Monthly/Annual Expectation

• Deliver Gross Margin Accretive Strategy / Deliver Budgeted Gross Margin Deliverables

• Month End & RB/LE Accountability

• Full ownership of the India Sub Region P&L, including delivery of Net Sales, Gross Margin, Trade Investment, Operating Expenses and EBIT, with accountability for monthly, quarterly and annual financial performance

Distributor Management

• Own the strategic relationship with Campari’s distributor partner(s) across the India Subcontinent.

• Lead the Joint Business Planning (JBP) process with distributors to deliver NSV, Gross Margin and EBIT targets.

• Drive distributor performance through agreed commercial KPIs covering sales, distribution, inventory, execution excellence and financial performance.

• Conduct regular business reviews, identify capability gaps and implement performance improvement initiatives.

• Ensure alignment between distributor, key customers and Campari stakeholders across Commercial, Marketing, Supply Chain and Finance.

• Govern distributor investment, commercial agreements and incentive programmes to maximise profitable growth

Annual / Quarterly Strategic Business Planning & Review

• Development of Local Plan-on-a-Page / Go to Market Strategy for Campari GTR India S

  • This should address / deliver against both Global and Local Priorities

• QBR (Internal) Development and Presentation to Regional Commercial Director

Market Share / Competitor Activity

• Monitor & report on Competitor Activity

• Monitor & report on local Channel Trends, Passenger Activity & Purchase Behaviour

• Monitor, report and analyse Customer / Industry & Channel Data

Budget Management

• Ensure budget is phased accurately

• Update and deliver the sales forecast on a monthly basis, Net Turnover / Net Sales; contribution to Regional & Global P&L

• Track and Manage Trade Spend (DD + A&P), ensuring adherence to BDGT/RB/LE

Marketing Implementation & Merchandising Standards

• Develop, Agree and Implement Marketing Plan with ALL Key Customers

• Negotiate, Retain & Place NEW Permanent Visibility Locations; do this in conjunction with support from Regional Channel and Customer Marketing Team

• Connect Customer Marketing Teams, with Campari Marketing Teams; to create synergy of priorities and annual brand/marketing deliverables

• Ensure Perfect-Store / Best-in-Class Merchandising Standards across all Key Locations (5Ps)

S&OP

• Responsible for Full Year FCST, and Monthly Consensus FCST

• Regular liaising with Supply & Demand Team/s

• Regular liaising with Innovation & Master Data Teams

• Responsible for R&O Summary, ensuring this is presented / managed in a timely fashion to maximise opportunities, and manage any risk to economic deliverables

Brand Ambassador / Personnel Leadership

• Lead and develop the Airport Brand Ambassador organisation across India.

• Own recruitment, capability development, succession planning and performance management in partnership with agency partners.

• Set KPIs covering advocacy, sales conversion, visibility, merchandising and execution excellence.

• Coach Brand Ambassadors through regular market visits and performance reviews.

• Ensure best-in-class consumer engagement and execution across all airports.

1. Customer Relationship Management

• Quarterly Business Reviews with ALL Key Customers

• Key Airport/ Customer Visits in the region

• Maintains excellent relationship with internal & external customers

1. Administrative

• Monthly Management of Customer Claims (Review Supporting Data, Code & Approve in SAP)

• Monthly Management of T&E

1. General/Other

• Champion Campari GTR, Share Best Practice, Host Delegates

Experience Required

• Bachelor’s Degree

• Minimum 8 years Sales / Commercial Experience; in a National Account Mgr. Capacity / Similar

• Travel Retail Experience preferred, but not essential

• Mobile, Energetic and willing to travel extensively (approx. 25%-30% travel)

• Refined presentation skills, written and verbal

• Proficient in MS Office (PowerPoint, Excel)

• Proficient in Spoken / Written English

Our commitment to Diversity & Inclusion:

At Campari Group we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual’s race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.

Campari Group believes that fair compensation and equal opportunities are crucial for employees’ well-being, empowerment, and engagement. Our efforts to ensure fair pay have earned us the Fair Pay Certification by Fair Pay Workplace, an independent organization dedicated to dismantling pay disparities based on gender, race and their intersection.

Note to applicants:

Your application will be assessed based on your abilities, expertise, general knowledge and experience, not because of any confidential, proprietary or trade secret information you may possess. You must not disclose to Campari Group any such information. In the event that you are asked a question that cannot be answered without disclosure of any confidential, proprietary or trade secret information (including from a current or prior employer or their vendors or customers), you must decline to answer the question.

Notice to third party agencies:

Please refrain from cold-calling or emailing our executive leadership team or the HR community directly. The Talent Acquisition department manages centralized recruiting operations globally, including the selection and management of external suppliers. Currently, our preferred supplier list is at full capacity. To ensure we have your information on file for future consideration, we kindly request that you complete the online form provided here.