On Premise Territory Manager, Greater Toronto Area

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.
Role Overview
The On Premise Territory Manager is responsible for growing Campari Canada’s presence and sales across the On Premise channel which includes, but not limited to, neighborhood bars, mixology bars, casual and premium dining. In this role, you will work closely with the other Territory Managers on the Sales team, assigned Field Sales Manager and National OP Key Account Manager to drive actionable partnerships that align with Campari’s account segmentation, that can be leveraged to execute assigned programs in the Toronto territory. You will influence communities, foster brand advocacy and win the drink preference within bartender / cocktail culture.
Purpose:
Establish and develop long-term profitable customer relationships, through continuous engagement and best-in-class customer service. Execute strategies geared at improving Campari portfolio value, driving optimal brand distribution, focused on driving the right Campari portfolio brands in the right accounts, at the right time. Focus on brand building activities via securing placement of strategic cocktails on menus, maximizing back bar visibility and supporting the creation of premium cocktail customer experiences.
Key Responsibilities and Activities
Given the nature of Campari’s business and the marketplace, the business and/or job will evolve and change over time. Accordingly, Campari may add to or remove from the duties and responsibilities set out below as
circumstances change. Current duties and responsibilities of the On Premise Territory Manager in Toronto include:
Customer Engagement

• Identify and nurture new opportunities, develop custom programs to expand Campari brand visibility and drive profitable growth via menu lists, cocktail features, back bar placements and special events within the assigned territory.
• Utilize local CRM tool to manage customer relationships, keeping key account contact information and portfolio status up to date.
• Ensure all allocated channel programs are executed with excellence in the right accounts, with appropriate follow up to ensure the maximum return on investment.
• Apply the Campari Way of Selling techniques to sell and negotiate effectively to achieve positive outcomes.
• Develop direct and actionable relationships with key accounts with laser focus on the top On Premise key accounts to drive distribution and usage of the Campari portfolio.
• Conduct on-site bar staff training and educational sessions, as well as incentive programs on a regular basis to ensure that all brands are on the forefront of the staff’s mind within targeted establishments.

Brand Building

• Offer and schedule tasting events, menu and cocktail creation in partnership accounts.
• Monitor and report competitive supplier or other volume/ value increasing activity in assigned territory as a means to improve future Campari brand promotion/ strategy in the On Premise channel and key accounts.
• Work within the guildelines defined by Campari Marketing team to increase brand awareness through social media and social networking sites.
• Provides input and supports the National On Premise Manager in key account program execution.
• Collaborates with the Campari Marketing and Channel Marketing departments to assist with the planning and execution of creative, local events that increase the presence and visibility of all brands within the territory.
• Work with local Brand Ambassadors, Senior Manager Trade, Advocacy & Portfolio Development on market and brand specific cocktails that drive usage and visbility.

Territory Management / Reporting

• Leverage internal financial P&L tools to maximize sales revenue focusing on high-margin brands, creating strategies for gap-closing exercises.
• Utilize CRM tool to record meeting outcomes, objective tracking, data for fact based selling and engage in localized account surveys to build insights.
• Analyze territory sales trends and programming calendar to create customized programming for partnership accounts.
• Conduct quarterly reviews with key accounts to manage volume and growth expectations.
• Complete all administrative duties including budget assignment, expenses and updating ROI tools.
• Effectively plan a route to market strategy for covering the On Premise accounts in assigned territory on a daily, weekly, monthly and quarterly basis.

Key Relationships
Internal:

• Brand Marketing Team
• Field Sales Team
• Senior Commercial Manager
• Consumer and Customer Marketing Teams

External:

• Brand Ambassadors
• Mixologists
• On Premise Customers

Experience Required

• Experience working in multi channel environment
• Current and effective in market understanding of On Premise channel relationships and marketing
• 1 to 3 years of experience in On Premise beverage alcohol industry

Education / Professional Qualifications:

• Degree or diploma in business with a focus on sales and/or marketing
• Driver’s license
• Smart Serve Program certificate preferred

Skills:
Functional

• Strong selling and negotiation skills.
• Strong account management and follow-up skills
• Demonstrated ability to develop and maintain effective working relationships with key customers and stakeholders
• Ability to manage multiple priorities and manage multi-brand portfolio
• Sound understanding of in market selling skills in the On Premise channel
• Ability to analyze territory sales trends to gain key insight to drive sound business decisions.
• Ability to develop creative brand building programs that drive volume and share growth in key accounts
• Business financials and experience in managing a budget
• Familiarity with product sales – ability to develop compelling selling stores to grow distribution and back bar placement.

Managerial:

• Able to work effectively with teams – driving results through others
• Organizational and planning skills

Other:

• Act responsibly, always, concerning the consumption of any of Campari’s portfolio of products and any forms of alcoholic beverages
• Excellent verbal and written communication skills with the ability to speak and present to key decision makers, both internally and externally as required
• Ability to prioritize and balance required tasks with sensitivity to time, resources, and budget
• Demonstrate the ability to communicate positively and work effectively with others
• Strong analytical skills, including quantitative analysis
• Microsoft Office Suite
• Proactive, well-organized, and able to demonstrate attention to detail
• Strong critical thinking and problem-solving skills
• Motivated to complete tasks independently and ability to work with minimal supervision
• Prioritize company goals and live the Campari values

Other Requirements

• Attend events and promotions after hours
• Personal vehicle and flexibility to work from home
• Regular travel
• Digital media understanding and social media proficiency
• As per business needs, available to work evenings and weekends

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.
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 note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency