Commercial Capabilities Senior Manager

About

Campari Group is a major player in the global branded spirits industry, with over 50 premium and super premium brands marketed and distributed in over 190 markets worldwide. Headquartered in Milan, Italy, Campari Group owns 25 plants worldwide, has its own distribution network in 26 countries, and employs approximately 4,700 people. It is the sixth-largest player worldwide in the premium spirits industry.

Role Overview

The Commercial Capabilities Senior Manager will serve as the functional expert responsible for strategically enhancing and advancing the Commercial Capabilities within the 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 and customer engagement. The Capabilities Manager will standardize Commercial tools and processes to ensure consistency and improvement in joint business planning with distributor partners. The objective is to position the organization as the preferred supplier for distributor partners and customers, accelerate value creation in the marketplace, and transform the Commercial function to have a competitive advantage for building profitable brands.

Key Responsibilities

Commercial Capabilities

• Strategically lead the development and implementation of capability enhancement programs in collaboration with Global network, CampUS, HR, and Sales Leadership
• Ensure a comprehensive long-term capabilities journey for the Commercial team focusing on continuous improvement
• Understand specific needs and requirements of key stakeholders within Sales regions and markets
• Coordinate with Sales Leadership and Commercial Directors to identify and prioritize program development initiatives and localized solutions
• Drive deployment of learning program modules with key stakeholders
• Translate daily sales decisions into measurable commercial outcomes using commercial and financial acumen
• Ensure effective application of acquired knowledge and skills to measure program impact and benefits
• Develop feedback processes to ensure participant satisfaction and program ROI

Commercial Planning Standardization & Continuous Improvement

• Develop and implement tools and reports to enhance commercial planning processes
• Lead or contribute to development of standardized tools to improve work efficiency and data insights
• Establish consistent framework for business reviews with distributor partners
• Drive improvements through consistency and automation in commercial planning and analysis

Region Analysis & Support

• Provide analytical guidance through partnership with DVPs and State Managers
• Provide monthly risk and opportunity analysis to improve forecasting and production planning
• Lead distribution, segmentation, market share, and sellout reporting and analysis to set minimum distribution standards
• Assist region with ad hoc analysis including distributor NSV, KPI, and execution program tracking
• Support innovation optimization and help mitigate supply risk

Key Relationships

• Internal: Sales, Commercial Excellence, Human Resources, Global Capabilities
• External: Agency partners and distributors

Education / Professional Qualifications

• Bachelor’s Degree required in Business, Finance, or data driven field; MBA preferred
• 5+ years of proven beverage alcohol experience at a supplier, distributor, or key outlet
• 10+ years of sales experience

Skills & Competencies Overview

• Deep knowledge of Sales force structure and processes in the Spirits industry
• Knowledge of overall market trends and external factors impacting performance
• Excellent strategic mindset and broad commercial acumen
• Solutions oriented with strong analytical and problem-solving skills
• Self-starter with a passion for achieving results
• Ability to analyze data, identify trends, and provide actionable insights
• Excellent interpersonal, negotiation, and conflict resolution skills
• Ability to create strong business relationships at all organizational levels
• Adaptability and proactive problem solving
• Efficient time management and prioritization

Technical Proficiency

• Advanced Excel, Power Point, and Power BI for reporting and data analysis
• Beverage alcohol data sources: VIP applications, TD Linx, NABCA, SGWS Compass, SGWS Sales Nav, YDrink

Compensation

The expected base salary ranges from $118,350 to $157,800. Salary offers are based on various factors. Employees are eligible for a discretionary bonus and a generous benefits package.

Diversity & Inclusion

Campari Group is committed to equal employment opportunities and values diversity in all forms as a source of enrichment. Employment policies ensure non-discrimination based on protected characteristics.

Note to Applicants

Applications are assessed based on abilities and experience. Applicants must not disclose confidential or proprietary information.

Notice to Third Party Agencies

Talent Acquisition manages recruiting operations globally. External suppliers should complete the online form for future consideration.