Senior Manager - Commercial Capabilities

Campari Group•New York, NY

1d•Onsite

About The Position

The Commercial Capabilities Senior Manager will serve as the functional expert responsible for strategically enhancing & advancing the Commercial Capabilities within our US Sales organization. This role involves developing and implementing Commercial Capability programs and training modules that drive internal talent growth for superior succession planning, enhanced operational efficiency, and elevated distributor & customer engagement. The Capabilities Manager will be instrumental in standardizing our Commercial tools & processes to ensure consistency and improvement in our joint business planning with our distributor partners. The objective is to position our organization as the preferred supplier for our distributor partners & customers, accelerate value creation in the marketplace, and transform our Commercial function to have a competitive advantage for building profitable brands. We are seeking a candidate with strong Sales driven expertise in the U.S. Spirits three‑tier system and a proven ability to navigate its commercial and route‑to‑market complexities. A strong commercial acumen and a deep understanding of the P&L are key to connecting everyday Sales decisions to commercial outcomes. Their proven ability to lead the development, implementation and continuous improvement of training programs will be instrumental in the success of this role.

Requirements

Bachelor’s Degree required in Business, Finance, or data driven field
Minimum 5 years of proven beverage alcohol experience at a supplier, distributor, or key outlet
Deep knowledge of Sales force structure and processes in the Spirits industry
Knowledge of overall market trends as well as external factors that could impact our performance
Proven excellent strategic mindset and broad commercial acumen
Solutions oriented with strong analytical & problem-solving skills
Self-starter with a passion for achieving results
Excellent interpersonal, negotiation, and conflict resolution skills
Ability to create strong and effective business relationships at all levels of the organization
Adjust to changing business needs and proactively address challenges.
Efficiently prioritize tasks, manage competing demands, and meet deadlines
Advanced Excel, Power Point & Power BI for report & presentation building and data analysis
Beverage alcohol data sources: VIP applications, TD Linx, NABCA, SGWS Compass, SGWS Sales Nav, YDrink

Nice To Haves

MBA preferred

Responsibilities

Strategically lead the development & implementation of our capability enhancement program in close collaboration with our Global network, CampUS, HR and Sales Leadership
Ensure a comprehensive long term capabilities journey for the Commercial team with a focus on continuous improvement through business evolution and a challenging environment
Gain a deep understanding of the specific needs and requirements of key stakeholders within our Sales regions and markets
Coordinate closely with Sales Leadership & Commercial Directors to identify and prioritize program development initiatives as well as localized solutions
Drive the comprehensive deployment of our learning program modules in collaboration with key stakeholders
Leverage a strong commercial and financial acumen to translate daily sales decisions into measurable commercial outcomes
Ensure that the acquired knowledge and skills are effectively applied in the workplace to measure and demonstrate the program's impact and benefits.
Develop a clear feedback process that will ensure the participants’ satisfaction and perceived value of the capabilities journey. Ensure ROI of the program through business results
Develop and implement tools and reports to enhance commercial planning processes
Lead or contribute to the development of standardized tools that improve work process efficiency and provide better data insights for informed business decisions
Establish a consistent framework for business reviews with our distributor partners
Drive improvements through consistency & automation for all areas of commercial planning & analysis
Provide analytical guidance to designated region through partnership with DVPs & State Managers
Proactively provide monthly risk & opportunity analysis across all markets to help improve forecasting phasing, size mix etc. to facilitate an optimized production plan
Lead distribution, segmentation, market share, and sellout reporting and analysis to set minimum distribution standards utilizing VIP & SalesNav competitive data to improve quality of accounts & velocity
Assist region with any ad hoc analysis including but not limited to distributor NSV, KPI & execution program tracking to ensure localized market support
Support innovation optimization & help mitigate supply risk for the region