Territory Manager, Off Trade

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

As the Territory Manager you are the front line of the Commercial Sales function and the primary customer service contact for retail and on-premise 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.
• 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 trail and incremental growth.
• Maintain customer records and reviewing performance at regular intervals.
• Manage and administer all trade promotional and incentive schemes and redemptions in line with any Marketing Program. 
• Merchandise shelf, fridge, and floor to gain maximum display 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: Territory Managers report to the North or South Island Sales Manager 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, 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 result-focussed 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 literacy and good understanding of Microsoft Office suite including Excel and PowerPoint
• Demonstrate a clear understanding of brand distribution and target objectives
• Good communication in both written and oral formats

General Competencies

• Work Results & Execution – Pays attention to details; Achieves key objectives and meets the defined deadlines; Is highly productive and delivers high-quality; Works effectively under pressure or heavy workload, balances multiple projects; Accepts new and greater responsibilities.
• Initiative and Judgement - Prioritises own work efficiently; Takes direction without being prompted; Knows when to consult and when to act independently; Keeps management and peers informed of status and potential problems; Handles confidential information appropriately.
• Consumer/Client Focus - Understands consumers / customers / internal clients' needs; Provides all customers with solutions that best meet their needs; Proactively anticipates future needs and seeks out opportunities.
• Communication and Teamwork - Communicates persuasively and passionately; articulates ideas clearly; Demonstrates effective relationship skills; Responds well to constructive criticism; Obtains acceptance and takes action for ideas; Is an active contributor to the team.
• Ability to Learn - Shows curiosity and interest to be exposed to new situations / challenges; Quickly acquires and puts into practice new knowledge, behaviours, and skills 

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.