Territory Manager, On Trade

Date: Jun 17, 2025
- Location: Auckland, NZ
- Additional Location:

- Function: Sales
- Seniority Level: Mid-Senior level
- Employment type:

- Workplace Type: Hybrid
- Company: Campari New Zealand Ltd

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**

As the **_Territory Manager, On Trade_** you are the front line of the Commercial Sales function and the primary customer service contact for on-trade customers.

The primary objective of this role is to drive sales, distribution, and growth targets of Campari New Zealand Limited products within your defined territory.

**Key Responsibilities and Activities**:

- Build and maintain strong relationships with the customer base within your territory, build your network.
- Achieve sales and distribution objectives because of planning and execution of call cycle objectives.
- Provide ongoing superior customer service to your customer base in territory.
- Effectively drive brand education and sales with established client-base, encourage trial and incremental growth.
- A focus on direct on-trade accounts and investment opportunities within, ability to build and understand value chains for the outcome of positive value and volume outcomes, create internal and external proposal docs and present to a high degree to both int/ext stakeholders.
- Maintain customer records and review performance at regular intervals through JBP processes
- Manage and administer all on-trade promotional and incentive schemes and redemptions in line with any Marketing Program.
- Maintain ‘segmentation’ and ‘perfect store’ guidelines to gain maximum brand exposure of Campari Zealand products at point of sale, to enhance sales opportunities.
- Provide relevant information on key industry trends/ developments and major competitor activity
- Display sound time management skills by meeting deadlines, planning calls, and following up on queries as soon as possible.
- Be a ‘Team Player’ and assisting fellow ‘Camparistas’ within the National Field team and across the organisation, maintaining highly positive staff morale and teamwork.
- Complete monthly reports and prepare territory reviews at Call Cycle team meetings.
- Attend and/or host tasting events, visits, fairs, trade events and functions as required by customers or Campari New Zealand.
- Attend Sales Meetings and implement any actions arising from these meetings.

**Key Relationships**:
**Internal**:_ _**The On-Trade**_ _**Territory Managers report to the Head of On-Trade and play a key role with the Commercial Sales team, working closely with peers from around the country and in other departments.

**External**:_ _Customer base within defined territory (Total South Island), agencies and third party vendors as required.

**Experience Required**:

- At least 3 to 5 years’ experience in Liquor/Beverage or other FMCG organisation is highly desirable.
- Currently operating or have previously operated in a Territory Management or Sales Representative role (or similar).
- A deep knowledge and understanding of the local market and territory.

**Education / Licences / Other Requirements of Role**:

- Degree qualified is desirable but not essential
- Unrestricted Driver’s Licence
- Physicall fit to lift, move, organise and carry objectives of up to 20 kilograms.

**Functional Skills**:

- **Territory Management (Customer Management)** - Creates strong relationships with customers based on respect and trust; delivers strong results based on ability to negotiate good customer solutions; is efficient in their time management; plans well in advance and sets clear resultfocussed objectives to make the most of each call; has strong product knowledge and is up to date with current pricing & promotions.
- **Entrepreneurial and Commercial Thinking** - Keeps up to date with competitor information and market trends; Identifies business opportunities for the organisation; Demonstrates financial awareness; Controls costs and thinks in terms of profit, loss and added value; Has an understanding of trade marketing principles.
- **Sales Skills**-** Understands the basic questioning and closing techniques of collaborative sales; Takes and enters customer orders; Easily calculates pricing and offers for customers within signed off parameters for price and volume; Understands the different approaches required in on and off premise venues.

**Other Skills**:

- Computer