Team Manager Off Trade at Campari Group

General Description of the Role
Campari Group is one of the top international players in the Premium Spirits Category. In South Africa we are further developing our already solid market presence, founded on the Premium Vodka Market Leader, SKYY,  and on the expanded portfolio of Cinzano Vermouth, Wild Turkey Bourbon, Grand Marnier, Frangelico, Glen Grant Whiskey, Bisquit Cognac, Espolon, Aperol, Campari, Appleton Rum. 

The Team Manager is a key role in the local commercial team within South/North/ East regions and will be responsible for managing and influencing key performance indicators and driving volume and market share through the sales force.. 

Key Responsibilities and Activities 

Ability to analyze, plan and implement plans through the sales team to achieve volume and market share aspirations

• Analyze business and sales information
• Ability to develop and implement plans by way of influencing sales teams
• Consolidate and feedback on competitor activity in the area with proposed action plans to counter such activity
• Manage and influence key performance indicators through the sales force and 3rd parties in order to achieve volume and market share aspirations

Achieve and influence business KPI’s

• Call adherence, strike rate and time in trade monitored and addressed
• Ensure promotional implementation targets are achieved through influencing and guiding the sales team
• National and regional promotions evaluated and feedback provided
• Achieve team listing objectives
• Manage and influence price adherence in trade through RSP’s and price ladders
• Manage and influence category management and positioning of our trade
• Influence and monitor sales execution in accordance with channel and brand strategies

Manage budgets and maintenance of key documents and relationships

• Align the budget with the regional and national business plans and strategic outlet plans to ensure that no overspend takes place
• Manage expenditure against budget and forecast 
• Request for additional spend submitted with business case for spend needed
• Manage channel assets & POS to minimize loss of return on investment 
• Manage and update the Customer Mata Data file along with consolidating proposed route changes for sign off
• Ensure all trade agreements and signed documentation is stored and tracked to ensure all audit requirements are met.
• Merchandising performance monitored and reviewed with 3rd parties to identify areas of improvement and capitalize on opportunities
• Relationships and interactions with internal and external stakeholders developed and maintained to enhance customer service
• Display high levels of cross functional collaboration between departments and 3rd parties
• Apply financial and commercial acumen 

Build capability through coaching

• Coach individuals and teams to build the disciplines of executing “Look of success”
• Conduct scheduled route riding and trade visit with sales force
• Coaching plan developed for individuals based on skills gaps and requirements
• Provide development feedback through necessary stakeholders

Review and improve performance

• Quarterly and monthly results prepared and presented
• Follow-up on implementation of action plans agreed with team to ensure objectives are achieved

Key Relationships

• Internal: National Manager Off Trade; National Key Accounts Manager; National Trade Marketing Manager; National Trade Marketing Specialist; Marketing Manager and Off Trade Sales Executives
• External: Third Party Distributors.

Experience Required

• Minimum 5 years Sales management experience of which at least 2 years must be at an Operational Management level. 
• Proven positive track record of leading a Sales function and related operations in an FMCG environment. 
• Strong experience within the South African Market 

Education / Professional Qualifications

• A relevant 3-year B-degree (tertiary qualification) in Sales and Marketing 

Additional Requirements

•  Ability to travel extensively across the region 
• South African Citizenship or possessing a valid work permit / immigration status 

Skills 

•   Channel management and sales management 
• Knowledge and demonstrated competence of the compilation and application of principles, 
• Strategies and techniques relating to sales management
• A solid brand and category understanding. 
• Strong customer relationships with evidence of customer recognition. 
• Strong and proven commercial acumen 
• Ability to articulate the business strategy and imperatives to relevant stakeholders. 
• Knowledge of volume growth techniques to stimulate new business ideas within CSA and the 
• region. 
• Strong analytical skills including scenario planning and comparative analyses. 
• Strong leadership and people management skills. 
• Excellent presentation and communication skills.