State Manager - Massachusetts / Rhode Island

Campari Group

7d•$118,350 - $150,000•Hybrid

About The Position

The State Manager is responsible for managing the development and execution of a plan to deliver the profitable execution of the commercial objectives for one or more assigned states. 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. The parent company, Davide Campari - Milano N.V., has been listed on the Italian Stock Exchange since 2001. Campari Group is the sixth-largest player worldwide in the premium spirits industry.

Requirements

5 to 7 years’ experience in alcohol beverages sales, of which 3 to 5 years include distributor management experience.
Bachelor’s Degree required – preferably in Business Administration.
Strong negotiation skills
Ability to oversee and profitably manage a business
Strong financial understanding (pricing, P&L, invoice management etc)
Ability to plan volume and deal structures to build and manage against an effective business plan
Proficient in Word, Excel, and PowerPoint required.
Excellent verbal and written communication skills; strong presentation skills.
Effective leader and ability to grow and manage a business through the influence and alignment of others
Strong organizational and planning skills.
Able to work effectively with teams – driving results through others.
Ability to work weekends and extended workdays (generally 3+ nights per week for on premise account development and programming.
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 assigned geography – generally 3-4 days per week.
Must have a motor vehicle and possess a valid driver’s license.

Responsibilities

Manages the execution of the Campari Sales plans for one or more states, through one or more Distributors – largely working at the Distributor mid-management level.
Supports the Division Vice President in the setup and execution of regular Distributor Management meetings, QBRs, etc.
Develops and implements plans and activities to ensure assigned Distributor Management is informed and aligned to influence program compliance and Campari focused execution.
Follows up and develops contingency plans to address market gaps and Distributor performance issues.
Monitors Distributor inventory levels to meet objectives and minimize out of stocks.
Effectively leverages Distributor teams to support key account activities as needed.
Initiates and manages sales blitzes and market surveys.
Manages new product introductions to ensure on target shipments and depletions. Actively coordinates with Brand Management and/or Trade Marketing to optimize programs for successful market launch plans.
Conduct monthly Distributor sales meetings, presenting Campari national and local programs.
Trains and assists distributor sales personnel to conduct brand presentations to key on premise staff at targeted accounts to ensure the proper implementation of brand strategies for all brands.
Develops strong working relationships with key accounts (on and off) in assigned geography.
Provides key accounts with compelling stories and/or programming initiatives to grow distribution and depletion activity.
Identifies new key account opportunities and develops compelling selling stories and/or programming initiatives to grow distribution and depletion activity.
Delivers fact based selling presentations to on and off premise sub channels.
Works in conjunction with Campari‘s Marketing and Trade Marketing departments to assist with the planning and execution of creative, local events that increase the presence and visibility of all brands with the target market.
Prepares volume and resource plans detailed by period and deal.
Works with Commercial Finance to develop pricing structures that reflect brand strategies; manage distributor margins while optimizing Campari profit rates.
Responsible for managing the State P&L (sometimes for multiple states) within an assigned budget.
Evaluates gross margin reports before and after deal approvals.
Contributes to the input to the annual budget planning cycle.
Monitors the market and competition and assesses opportunities, keeping management informed appropriately.
Develops a Sales plan to meet budget and provides forecasting information to update and monitor performance to plan status and to enable Sales & Operations Planning (S&OP).
Train and develop direct report(s) to reach a “best in class” sales force.
Manage the performance of direct reports to ensure on target delivery of objectives and key priorities.
Recruit and retain high performing talent ensuring appropriate annual performance and development plans are in place.
Coach and mentor others.