Territory Manager - Toronto North

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 Territory Manager is responsible for growing Campari Canada’s presence and sales across the Off Premise channel which includes LCBO stores and LCBO Agency stores. Working with and reporting to the assigned Field Sales Manager, to optimize sales in the retail channel. Driving executional excellence on retail programs and leveraging them for maximum return on investment.

Mission/Objectives:

Establish and develop long-term profitable customer relationships through continuous engagement and best-in-class customer service. Execute strategies geared at improving Campari Canada’s brand value, volumes, and share of shelf. Optimize brand distribution, planogram strategies, effective inventory management to meet sales demand, as well as inspecting outlets for secondary placement and impulse purchase opportunities. Educate retail staff on product attributes via staff educational seminars and product tastings.

Key Responsibilities and Activities

Given the nature of the Company’s business and the marketplace, the business and/or job will evolve and change over time. Accordingly, the Company may add to or remove from the duties and responsibilities set out below as circumstances change. Current duties and responsibilities of the Territory Manager include:

Customer Engagement:

• Apply the Campari Way of Selling techniques to effectively sell and negotiate to achieve positive outcomes.
• Using weighted distribution approach, targets the top retail accounts to increase distribution and usage of the Campari portfolio in Off Premise.
• Utilize local CRM tool to manage customer relationships, keeping key account contact information and portfolio status up to date.
• Conduct on-site staff training and educational sessions to ensure that all brands are on the forefront of the staff’s mind when selling to customers.
• Ensure all allocated channel programs are executed with excellence in the right accounts, with sufficient inventory levels, as well as appropriate follow up to ensure the maximum return on investment and review of program performance.
• Act responsibly, always, concerning the consumption of any of Campari’s portfolio of products and any forms of alcoholic beverages.
• Develop direct, actionable relationships with retail account staff.
• Identify and nurture new commercial opportunities to expand Campari’s portfolio in store via sales trends, retail programming investments and category gaps within the assigned territory.

Brand Building

• Work within the guildelines defined by Campari Marketing team to increase brand awareness through social media and social networking sites.
• 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 Off Premise channel.
• Increases brand awareness through secondary displays, impulse placement, new listings, promotions, limited-time offers (LTOs) and other marketing tools, ensuring brands are at risk of being purchased.
• Collaborates with the Channel & Customer Marketing Team and Brand Marketing Team to assist with the planning and execution of creative, local events that increase the presence and visibility of all brands within the territory.

Territory Management / Reporting

• Complete all administrative duties including budget assignment and expenses.
• Leverage internal financial P&L tools to maximize sales revenue focusing on high-margin brands, creating strategies for gap-closing exercises.
• Effectively plan a route to market strategy for covering the Off Premise accounts in assigned territory on a daily, weekly, monthly and quarterly basis.
• Analyze territory sales trends and programming calendar to create customized programming for partnership accounts.
• Utilize CRM tool to record meeting outcomes, objective tracking, data for fact based selling and engage in localized account surveys to build insights; all aimed at creating the Campari Perfect Store.
• Develop plans in collaboration with FSM focused on growth of assigned accounts.

Key Relationships

Internal:

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

External:

• Merchandiser / Tasting agencies
• LCBO Retional / District Managers
• LCBO Retail Managers

Experience Required

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

Education / Professional Qualifications:

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

Skills:

Functional

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

Managerial:

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

Other:

• Proactive, well-organized, and able to demonstrate attention to detail
• Demonstrate the ability to communicate positively and work effectively with others
• Uphold the qualities of high integrity and commitment, with a strong work ethic
• Strong analytical skills, including quantitative analysis
• Microsoft Office Suite
• Prioritize company goals and lives the Campari values
• Excellent verbal and written communication skills with the ability to speak and present to key decisions makers, both internally and externally as required
• Motivated to complete tasks independently and ability to work with minimal supervision
• Strong critical thinking and problem-solving skills
• Ability to prioritize and balance required tasks with sensitivity to time, resources, and budget

Other Requirements

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

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