General Description of the Role
Campari Group is seeking to strengthen its APAC Global Travel Retail Team to further boost growth in this key channel and region. Within Campari, GTR serves as the window to the world, where we showcase our brands in the right locations, targeting the appropriate demographics and adhering to global guidelines and standards. The GTR team is responsible for planning, securing, executing/maintaining and analyzing the brand presence and brand sales of a select Campari Portfolio within the channel (airport ecosystems, downtown DF, cruise, airlines and borders) in collaboration with our retail and distribution partners.
Mission/Objectives
The GTR Field Sales Manager plays a vital role in supporting the implementation of ongoing strategic initiatives by brand, key customer and by sub-channel. As the owner of the final stages in the shopper's path to purchase, the manager needs to builds a team network among the front-line staff, engaging them with our brands and empowering them to represent our products effectively. The role involves day-to-day management of existing GTR accounts across various geographies, ensuring proper support for activities aimed at improving business growth and brand health results. The manager needs to add value and insight to ongoing plans, polish all sales drivers and strengthens Campari GTR's position in our partners value chain.
Key Responsibilities and Activities
- Customer Relationship Management:
- Maintain smooth day-to-day relationships with key customers, including front-line store-level interactions.
- Support the commercial and CCM regional teams in account management
- Field Support:
- Translate yearly plans and quarterly review action points into operational execution.
- Ensure excellence in regional agreements, including in-store visibility, product placement, pricing, range, stewardship and promotional activity.
- Business Planning:
- Provide inputs and add value to ongoing reporting processes.
- Contribute front-line insights to ongoing reporting processes, quarterly customer reviews, and our mid-to-long-term business plans.
- Monitor progress reports, identify additional opportunities, track competitor activity, and address areas of concern.
- Data Analysis and Presentation:
- Analyze sales and depletion data from multiple sources.
- Construct and present results to internal and external stakeholders.
- Knowledge Bank:
- Understand the current customer's retail environment and processes.
- Gain insights into shopper behavior, brand/product performance, and merchandising opportunities at the point of purchase/consumption.
- Share ongoing learning with the team to enhance business offerings.
- Brand Ambassador:
- Acquire in-depth understanding and knowledge of product categories and brands.
- Understand shopper needs and behaviors.
- Facilitate brand training and build strong relationships with store managers, promoters, and brand ambassadors.
Key Relationships
- Internal:
- GTR: Sales, Marketing and Trade Marketing, Campari Brand ambassadors, Supply Chain, Domestic colleagues, Capability and Legal
- External:
- Promotions Managers, Category Assistants, Retail Managers at the stores, Merchandising Managers, Front-line staff, Agencies, Distribution partners, GTR colleagues
Experience & Education
- 4 years of field sales experience, with at least 2 years within the GTR
- Track record of developing effective business partnerships
- Experience in working remotely/self-management
- Experience in managing a group of accounts or Key retail groups
- International mindset with exposure to different cultures
- University degree or equivalent professional qualification
- English and Mandarin
- A passion for dark spirts (whisky and Cognac) would be beneficial
Functional and Technical Skills
- Proven commercial understanding, sales & negotiation foundation skills, with a balance between brand building and sales performance
- Project management and presentation preparation and delivery
- Effective time management and prioritization
- Analytical skills and ability to extract key insights from varied data sources
- Team player
- Proficient in Microsoft Office
- Highly organized and motivated
Other Requirements
- Flexibility to balance working across multiple APAC time zones
- Availability to travel, mainly within the region, and spend approximately 60% of time in the field with retailers, distributors, and key stakeholders
- No convictions or records that may prevent airport passes from being offered
- Comfortable and responsible working with alcohol
