National Account Manager

3 days ago

Auckland City, New Zealand Campari Group Full time

Date: Feb 8, 2024- Location: Auckland, NZ- Additional Location:
- Function: Sales- Seniority Level: Mid-Senior level- Employment type: Permanent- Workplace Type: On-site- Company: Campari New Zealand Ltd**Want to be a crowd-stopper rather than a crowd-pleaser? Become a Camparista**

At this point, you may not know exactly what it takes to be a Camparista, but you have the makings to be one of us. We’re the independent minded and passionate achievers in the spirits industry, innovating the iconic.

Be Part of Our Signature Mix

**General Description of the Role**

As the National Account Manager - On Premise, you will be responsible for all aspects of the business partnership between Thirsty Camel Limited and oversee all On Premise Customers within the North Island. Responsibilities include: maximising brand exposure, leveraging category insights, presenting new products and maximising margin mix from promotional expenditure and all business partnership activities.

With the primary objective of this role being to achieve agreed volume, market share and profit targets - this will involve establishing and managing strong commercial business partnership relationships via development of an aligned joint business plan. You will actively seek new opportunities to maximise profitability through effective account management, business development and execution of banner promotional programs.

**Key Responsibilities and Activities**

**Responsibility for Nominated Key Accounts**
- Achieve volume, share and profit targets with key On Premise Groups/Customers through aligned business plans, in a way that encourages long term business growth and sustainable business relationships.
- Develop and successfully negotiate business growth opportunities with key customers that drives P&L growth and enhances brand equity.
- Analysis of data and insights of On Premise channel (category, market & customer) making recommendations to support growth opportunities and performance improvements
- Negotiation and execution of trading terms focused on mutual value exchange principles - focusing on optimising trade spend.
- Work closely with Territory Managers - On Premise and National Sales Managers to achieve sales targets and objectives.
- Development of supply forecasts for customer base with demand planning team.
- Build internal capability of key account landscape, key account strategies and build stakeholder support for identified opportunities.
- Development of customer focused presentations - using internal and external data sources for new products, reviews and keeping internal stakeholders informed.
- Management of day-to-day queries and issue resolution for key account base.
- Development and updating of AC Nielsen reports for identified key accounts.
- Ensure all key internal stakeholders are kept well informed of agreements, activities and promotional plans negotiated for key accounts base.
- Review account & promotional performance on a rolling quarterly basis - presenting performance and insights for continuous improvement internally and with key account business partners.
- Liaise with relevant industry bodies.

**Cross-Functional Partnering and Team Development**
- Ensure that Brand Plans and strategies are reflected within own Key Account promotional programs.
- Work with Marketing team to develop On Premise promotional program plan, supporting key brand activities and timings.
- Execution of new products, as per agreed brand strategies.
- Timely communication of relevant information to the Field Sales team to ensure effective execution
- Ensure compliance is monitored in conjunction with field teams to ensure a maximum return on investment

**Key Relationships**

**Internal**: North and South Island Sales Managers; Territory Managers - On Premise; Marketing and Customer Marketing teams. Leadership team

**External**: Promotional/Business Managers, On Premise Group Managers and assistants and Industry bodies.

**Experience Required**
- 5+ years National Account management experience within FMCG, Liquor/Beverage. Experience within a category team also an advantage
- Degree qualified in Business or Commerce, or equivalent is preferred.
- Proven analytical and financial modelling skills (advanced excel skills highly desirable)
- Proven field sales & key account management experience with an excellent understanding of the FMCG industry
- Proven ability to work cross functionally, identify trends, develop commercial initiatives to address commercial performance challenges
- A robust understanding of the NZ market dynamics is essential
- Excellent communication and presentation skills

**Skills**
- **Customer Management** - Understands the needs of the customer and can articulate their business strategy. Actively finds ways to meet and exceed customer expectations.
- **Financial Management** - Can demonstrate the impact on sales, profit, and market share of funds invested with the customer. Constantly pursues ways in which

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