Key Account Manager, National Accounts - Off Premise

Campari Group

1d•Hybrid

About The Position

Campari Group is a major player in the global branded spirits industry with over 50 premium and super premium brands distributed in over 190 markets. Headquartered in Milan, Italy, Campari Group owns 25 plants worldwide and has its own distribution network in 26 countries, employing approximately 4,700 people. Campari Group is the sixth-largest player worldwide in the premium spirits industry. This role is responsible for building the future of iconic brands by owning the strategy behind a portfolio of high-impact off-premise accounts, shaping business plans, partnering with distributors, and bringing brands to life. The Key Account Manager, National Accounts – Off Premise thrives on turning bold ideas into shelf-ready wins and loves the mix of relationship-building, sharp commercial thinking, and disciplined execution to see tangible market results.

Requirements

3–5 years of FMCG sales experience, preferably within the alcoholic beverage category (not required), with familiarity across the U.S. off-premise channel, customer landscape, and route-to-market partnerships, including distributors and/or brokers.
Experience managing customer relationships, executing account plans, and delivering sales objectives within retail or chain account environments.
Bachelor's Degree required – preferably in Business Administration or some other related field.
Solid understanding of basic business financials, including working within budgets and supporting profitable growth.
Experience supporting pricing and promotional plans, including reviewing and helping execute customer pricing strategies.
Strong analytical skills with the ability to use syndicated data and basic category insights to support account planning and execution.
Ability to gather and interpret data from multiple sources and turn it into clear, simple selling points for customer presentations.
Strong relationship-building skills with the ability to work effectively with customers, distributors, and internal teams.
Good communication and presentation skills with the ability to support account discussions and deliver customer-facing materials.
Proficient in MS Word, Excel and PowerPoint required.
Excellent verbal and written communication skills; strong presentation skills.
Ability to work weekends and extended workdays (account conferences, relationship-building activities, industry events).
Make in-person presentations – communicating verbally information about Campari's brands and portfolio.
Access online data and review/analyze for information and opportunities within key accounts and assigned geography.
Ability to travel within geography as needed.
Must have a motor vehicle and possess a valid driver's license.

Nice To Haves

Familiarity within the alcoholic beverage category.
Familiarity across the U.S. off-premise channel.
Familiarity with customer landscape and route-to-market partnerships, including distributors and/or brokers.

Responsibilities

Manages the execution of customer-level sales and marketing programs within assigned key accounts.
Develops and implements plans to achieve customer objectives while ensuring strong execution of Campari priorities.
Identifies execution gaps and develops corrective action plans in partnership with distributors and field sales teams.
Effectively leverages distributor resources to support customer initiatives and drive marketplace execution.
Ensures the execution of shelf management, merchandising, and promotional programs that support Campari brand strategies within assigned accounts.
Manages new product introductions to assigned accounts, coordinating with Brand Management and Customer & Channel Marketing to maximize distribution and depletion performance.
Conducts customer business reviews and presentations to support growth initiatives and strengthen customer partnerships.
Collaborates with Customer & Channel Marketing and agency partners to develop account-specific merchandising and promotional programs aligned with customer strategies.
Develops and maintains strong relationships with key decision-makers within assigned accounts.
Creates compelling customer selling stories and business plans designed to increase distribution, volume, and market share.
Monitors consumer, category, and competitive trends to identify growth opportunities and proactively develop customer-specific solutions.
Delivers fact-based presentations utilizing syndicated data, consumer insights, and category trends.
Partners with Marketing and Customer & Channel Marketing to execute local programs and events that increase brand visibility and customer engagement.
Develops annual business plans and account objectives for assigned customers.
Manages customer budgets, promotional investments, and financial performance to ensure positive ROI.
Executes account plans and sales initiatives to achieve volume, distribution, and profitability targets.
Ensures pricing strategies are executed effectively within assigned accounts while maintaining pricing integrity.
Manages account investments and budgets to achieve volume, share, and profitability objectives.
Monitors customer performance, market conditions, and competitive activity to identify risks and opportunities.
Develops sales forecasts and business plans to support annual planning and Sales & Operations Planning (S&OP) processes.
Evaluates promotional effectiveness and investment returns to maximize trade marketing resources.
Performs additional responsibilities and duties as assigned.