Vice President, National & Regional Accounts - On Premise

Campari Group

About The Position

The VP, National Accounts – On Premise is a critical leadership position within the Campari America organization. The Vice President of On-Premise Sales is responsible for setting and executing the national on-premise strategy across the United States, driving sustainable growth, distribution expansion, and premium brand building across key accounts and customer segments. This leader plays a critical cross-functional role within the organization, serving as the primary commercial voice of the on-premise channel in partnership with Marketing, Innovation, Trade Marketing, Finance, and Revenue Management. The role informs portfolio strategy, customer-led innovation opportunities, and go-to-market solutions based on deep customer insight and market dynamics. The Vice President leads a large team National Account Managers and is accountable for building a high-performing, engaged organization that consistently delivers results and develops future leaders. This is a highly visible leadership role with significant enterprise exposure and strong pathways for future growth.

Requirements

12+ years of progressive sales leadership experience within beverage alcohol (spirits industry preferred).
Deep knowledge of the on-premise landscape, distributor systems, and regulatory frameworks.
Proven success leading national account teams and developing complex customer strategies.
Experience partnering cross-functionally to influence innovation and portfolio strategy.
Strong financial acumen including forecasting, pricing strategy, and trade investment optimization.
Demonstrated ability to build and develop high-performing teams.
Executive presence with strong negotiation and influence skills.
Ability to work extended workdays, 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 – generally 3-4 days per week.
Must have a motor vehicle and possess a valid driver’s license.

Responsibilities

Drives the development and execution of a strategic plan that results in ongoing profitable growth in the national on premise account channel.
Ensures the plan encompasses key measures and consideration, to include but not limited to: Channel trends Competitive threats and opportunities Brand placement and growth targets aligned with the national brand plans and in a way that leverages Trade Marketing programming
Partner with key leadership in Sales, Marketing and Trade Marketing in the plan development and ensure alignment on phasing and execution.
Manages a team of National Account Managers, aligning focus and deliverables to ensure a timely, quality and profitable execution of the strategic plan.
Identifies and prioritizes the National Account Manager universe and drive alignment on the new activation, growth and/or stabilizing plans.
Drives the development of key measures to ensure visibility to account profitability, share and positioning vs. the competition.
Provides key leadership influence in channel top-to-top meetings and coordinates the introduction and interface of other key Campari resources to ensure account confidence and long-term partnering.
Monitors the competition, consumer and category trends to proactively identify new key account opportunities and develop compelling selling stories and/or programming plans to grow distribution and depletion activity at the national account level.
Directly manages an assigned set of key on premise accounts.
Partners with Field Sales leadership and Trade Marketing to ensure timely and clear coordination of account plan activations.
Develops key partner relationships within the wholesaler network national account resources.
Drives the identification of opportunities to leverage wholesaler resources to the growth advantage of the Campari portfolio in the Strategic Accounts On Premise Channel.
Ensures the smooth coordination of communications to align Distributor Management on Strategic Accounts plans and to ensure Campari focused execution nation-wide.
Communicates regularly with Field Sales and Campari America leadership on Strategic Account growth opportunities, attack plans and key successes.
Develops, retains and inspires a team of National Account Managers.
Drives continuous improvement in metric based, profitable selling methods and tools.
Provides coaching and/or training to your team and/or other Campari Field Sales resources to help drive effective account management skills and outcomes.
Ensures the National Account Managers are equipped, trained and capable of developing and delivering compelling, fact-based, selling stories.
Leverages the team to ensure ongoing development of the channel and delivery of the channel plan.
Able to successfully hire, manage, mentor, engage, motivate and develop a team.
Creates a culture within the team of continuous improvement, best in class practices and focus on how and where brands are sold in addition to meeting sales goals.
Drives clear and profitable pricing strategies and ensures the team executes consistently with plans.
Partners with Finance to develop and consistently report on account profitability and programming ROI.
Ensures the delivery of the National Accounts Manager plan within an assigned budget, reaching target volume and Gross Margin targets.
Contributes to the S&OP process.