Sales Director, Off Trade

Job Description

Why become a Camparista? “Toasting Life Together” is at the core of our culture. It’s what unites us and is strongly felt by all Camparistas. Our story is made of celebrations, earned over the years by people who are passionate about what they do and put their efforts to ensure our business success. Camparistas work to create unique moments to celebrate life, together with our consumers, customers, and partners, through our brands and every cocktail being served, promoting occasions to meet together with other people and celebrate life in a positive and responsible way. If you are successful, you’ll join a family of passionate Camparistas who are all about our customers and consumers. In addition to being part of our amazing culture, you’ll also have access to the following: 5 weeks Annual Leave Enhanced Personal Leave Company Paid Parental leave Summer hours – Start your weekend early on Fridays! Eligibility to participate in our Camparista Share Purchase Scheme Product and Wellbeing Allowances General Description of the Role The Sales Director for Off Trade will lead the sales strategy and execution for our licensed products across retail and distribution channels. This role involves building and managing relationships with key accounts, driving revenue growth, and ensuring the effective implementation of marketing initiatives in the off-trade sector. Key Responsibilities and Activities Sales Strategy Development: Develop and implement comprehensive sales strategies to achieve revenue targets in the off-trade market. Analyze market trends and customer needs to identify opportunities for growth. Market Analysis: Conduct regular market assessments to understand competitive positioning and customer preferences. Utilize data analytics to inform strategic decisions and identify sales opportunities. Organization evolution: Design and execute an efficient organizational structure to optimize performance and productivity in the Off-Trade channel. Strategic Planning: Contribute to the development of the Business Unit's strategic plan, annual budget, and budget revisions. Collaborate on accurate sales forecasting and planning. Customer Relationship Management: Build and nurture long-term relationships with key Off-Trade customers and retail chains, fostering partnership-driven growth. Contract Negotiation: Serve as the final sign off for national agreements. Provide guidance to the national key account team, who act as the primary negotiators, ensuring deals align with business goals and maintain profitability. Sales Deployment: Oversee the distribution and achievement of sales targets across the Off-Trade sales organization. Team Leadership: Lead, mentor, and develop the Off-Trade sales team, fostering a high-performance culture that drives sustainable growth. P&L Accountability: Own the profit and loss (P&L) for the Off-Trade channel, ensuring profitability and effective cost management. Cross-Channel Collaboration: Work closely with the On-Trade Sales Director and other departments to ensure balanced, cohesive sales management across all channels. Commercial Planning: Collaborate with Channel and Customer Marketing teams to create annual commercial plans, customized for individual customers, chains, and regions. Focus on driving top-line growth and maximizing returns on trade marketing investments. Execution of Commercial Plans: Lead and coordinate the implementation of Off-Trade commercial strategies, reinforced by agreements with key customers. Performance Analysis: Regularly track, analyze, and report on key performance indicators (KPIs) to measure the success of the Off-Trade channel and drive continuous improvement. Reporting and Forecasting: Prepare and present regular sales reports, forecasts, and analyses to senior management. Monitor performance metrics and adjust strategies as necessary to meet targets. Compliance and Ethical Standards: Ensure all sales activities adhere to company policies, ethical guidelines, and legal regulations. Key Relationships Internal: Australian Leadership team, Off-Trade sales teams, Channel and Customer Marketing teams, Finance, and Supply Chain. External: Key Off-Trade customers, retailers, and strategic partners. Experience Required 15+ years of sales experience within FMCG and/or Liquor industry, with significant experience in a senior sales leadership role in Off-Trade. Multinational experience in managing channels and customer relationships, with a preference for experience in large, complex organizations. Proven success in building and transforming sales organizations, with a strong focus on talent development and team growth. Demonstrated ability to drive and deliver strategic growth initiatives within a competitive market. Functional Competencies Commercial Acumen: Outstanding commercial acumen and ability to achieve stretching commercial targets, whilst building businesses with long term vision. Negotiation and Influence: Excellent ability to negotiate and influence at the most senior level, including external and internal stakeholders. Utilising data insights and presenting with influence and storytelling to drive outcomes for the business. Data Analysis: Exceptional data analysis. Ability to consolidate, interpret and understand key financial data (P&L, budgeting). Formulating Strategies and Concepts: The ability to think at a big picture, future oriented level and think at the forefront of new and cutting edge concepts in the field. Individuals with this competence quickly grasp new concepts and theories, are able to synthesise complex information and recognise patterns and possibilities, and new directions for their function and the business. Presenting and Communicating: Able to present information, ideas and proposals and communicate in an influential, confident, clear and open way with both internal and external stakeholders. Being able to articulate strategy, and demonstrate how it connects through to the channel execution plan is central. Relating and Networking: The ability to establish relationships both inside and outside the organisation as well as cultivating a wide range of contacts that lead to a greater ability to source information and build competitive advantage. 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: Prioritizes 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 Team Work: 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. Managerial Skills Execution and Foresight: The ability to deliver results, overcoming difficulties, anticipating the future of the business/work and driving change. Leadership: The ability to enable, envision, energize, and empower a team, and lead the organization to extraordinary results. Innovative Problem Solving: The ability to find, implement and disseminate a culture of innovative solutions. Cross Functional Team Working: The ability to work with others across all boundaries to reach common objectives and extraordinary results. Consumer & Customer Focus: The ability to put himself/herself in the “consumer/clients’ shoes”, understanding their current needs and anticipating the future ones. Technical Excellence: Mastery of a body of knowledge, coupled with the ability to apply, transfer and disseminate excellence across the organization. Business Judgment: The ability to take effective decisions balancing market, products, financial and organizational issues. 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 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 . #J-18808-Ljbffr