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Territory Manager - Calgary North

Date: Jun 26, 2023

Location:

CA

Additional Location:

Function: Sales

Seniority Level: Associate

Employement type: Permanent

Workplace Type: Remote

Company: Forty Creek Distillery Lt

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.

Position Description
The mission of the Territory Manager, Calgary North role is to establish and develop long-term profitable customer relationships, through continuous engagement, and best-in-class customer service and execute strategies geared at improving Campari\'s brand value, volumes, the share of shelf, distribution, knowledge, and visibility. We support each other, engage early, and proactively partner with key stakeholders in pursuit of shared goals. We have a can-do attitude, take ownership, act with purpose, urgency, and discipline, take calculated risks, celebrate success, and learn as we go.

Key Responsibilities and Activities
Given the nature of the Company\'s business and the marketplace, the business and/or jobs will evolve and change over time. Accordingly, the Company may add to or remove from the duties and responsibilities set out below as circumstances change. Current duties and responsibilities of the Territory Sales Manager include:

• Live the Campari Way of Selling Techniques
• Identify and nurture brand building and innovation opportunities in assigned channel/s
• Visits assigned customers in adherence to the agreed customer call plan, ensuring regular servicing of all accounts
• Ensures attainment of business objectives for assigned accounts through distribution improvements, planogram management, MOQ optimization, and innovation proliferation
• Develop plans in collaboration with FSM for the growth of assigned customers
• Influence, train and educate consumers on brand, perfect serve, planogram, and POSM use
• Build and maintain strong, actionable relationships to ensure \xe2\x80\x9cpartner of choice\xe2\x80\x9d status for key in-account executions
• Execute Customer & Channel marketing activities as required.
• Identify commercial opportunities, track, analyze and use financial information to drive channel profitability
• Use the Campari Way of Selling tools to influence and negotiate effectively to achieve positive outcomes.
• Manages the Company\'s portfolio of products in assigned accounts to ensure appropriate stock levels, stock rotations, and identification and collection of off-specification products.
• Reconciles customer concerns, and problems and provides ongoing after-sales support; liaising with back-office support teams as necessary and required
• Prepares monthly reports of business transactions and activities (including competitive information and industry trends) in assigned accounts, as per the defined format.
• Provide ongoing support to related promotional activities in the assigned territory, attend meetings and training sessions as required
• Participates in any stocktaking exercise as required
• Observes and maintains a strict adherence to established health and safety policies and practices
• Develops and implements a profitable and geographically comprehensive prospecting initiative, targeting high-potential customers
• Works with government and private retail stores/chains to customize programming both on shelf and floor displays to increase distribution
• Increases brand recognition through sell-in displays, new listings, promotions, flyers, menu and cocktail listings, limited-time offers (LTOs), and other marketing tools
• Hires and trains third-party promotional staff for in-store tastings and events
• Deploys effective and efficient budget control principles to ensure all defined spending is within established budget plans including advertising and promotional (A&P) spending, travel and entertainment (T&E) expenses, and selling, general and administrative (SG&A) budgets
• Completes all administrative duties including reporting (monthly sales, planning, expense, etc.), forecasting, territory planning
• Ensures that all activities are conducted within the provincial and Federal laws and regulations, particularly those related to general trade practices
• Acts responsibly, at all times, concerning the consumption of any and all of Campari\'s portfolio of products, and any and all forms of alcoholic beverages
• Participates in ad-hoc \xe2\x80\x9cCrew Drives\xe2\x80\x9d in selected markets, both within and external, to the primary territory during peak volume periods (i.e. new launches, long weekends, December, special \xe2\x80\x9cblitzs\xe2\x80\x9d)
• Any other duties assigned from time to time

Key Relationships

Internal:

• Sr. Commercial Manager
• Field Sales Manager
• All Canadian Sales employees
• Brand Managers/Trade Marketing Managers

External:

• Retail and on-premise customers (as applicable)
• Local Media and Industry Influencers
• Liquor Control Boards Representatives (as applicable)
• Consumers and public

Experience Required

• 3+ years of experience in a sales position
• Previous sales experience in a multi-channel environment
• Previous experience working with Consumer-Packaged Goods/Alcoholic Beverage Industry preferred

Education / Professional Qualifications

• Degree or diploma in business with a focus on sales or marketing or equivalent experience
• Valid Driver\'s License
• Applicable Alcohol Service Training Program (Smart Serve, ProServe, etc.)

Skills

Functional:

• Basic understanding of Spirits with a keen interest to learn at an aggressive pace in order to make confident sales calls and presentations
• Understanding of the On-Premise food service and/or beverage alcohol environment
• Strong customer orientation, possessing strong negotiation skills with the ability to motivate others to achieve mutually beneficial sales objectives
• Ability to analyze territory sales trends to gain key insight in order to make sound business decisions
• Successful experience building and growing a channel
• Successful experience building and managing a territory
• Physically able to lift at least 40 pounds

Technical:

• Ability to set up and design visually appealing promotional displays at point of sale

Other:

• Team oriented
• Proactive, well-organized and able to demonstrate attention to detail
• Strong critical thinking and problem-solving skills
• Strong analytical skills, including quantitative analysis
• Ability to prioritize and balance required tasks with sensitivity to time, resources, and budget
• Customer service skills and customer relationship management
• Excellent verbal and written communication skills with the ability to speak and present to key decisions makers, both internally and externally as required
• Strong decision-making skills and sound judgment
• Must be a person of high integrity and commitment, with a strong work ethic
• Motivated to complete tasks independently and ability to work with minimal supervision
• Prioritizes company goals and lives the Campari values
• Demonstrated ability to communicate positively and work effectively with others
• Strong achievement orientation with a commitment to delivering business results
• Microsoft Office Suite

Other Requirements

• Regular travel required
• Requires personal vehicle and flexibility to work from home
• May be required to attend events and promotions after hours
• Using social media frequently and effectively for promotional purposes
• Working evenings, weekends, and sometimes training staff or coaching

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 note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency

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