Business Manager On Trade Toscana (LI-GR-SI)

Bacardi; Toscana; On-site; EUR 52,000 - 80,000; Full time

Job summary

Bacardi is seeking a Field Account On Trade professional for the Italian market, focused on driving sales and building strategic relationships with key On-trade customers in the Tuscany area. You will lead a sales team, delivery revenue targets, and implement customer programs across the Bacardi portfolio.

You will travel within your area, work closely with local teams, and be accountable for executing country IAP initiatives while embodying Bacardi's values and entrepreneurial spirit.

Qualifications

• Must have sales experience in FMCG in Italy.
• Proven field sales experience.
• Deep knowledge of Italian on-trade market and key customers.
• Strong track record of delivering to WHS.
• Strong organizational and prioritization skills.

Responsibilities

• Deliver results and excellence in execution.
• Hit financial targets (NSV, gross margin, profitability).
• Deliver on Pictures of Success and channel programs.
• Build relationships with strategic customers.
• Input into route-to-market optimization.

Skills

Field sales

FMCG experience

On-trade knowledge

Customer relationships

Strategic thinking

Entrepreneurial mindset

Job description

Bacardi is a family, a company and a brand

A family-owned company full of passionate employees and iconic brands, shaped by our rich history of spirited entrepreneurship.

Bacardi Limited is built on the enduring legacy of a family. Ours is a vibrant, family owned spirits company, nurtured by seven generations of the Bacardí family. We are the largest, privately held spirits company. Bacardi was founded in 1862 in Santiago de Cuba, when Don Facundo Bacardí Massó revolutionized the spirits industry by creating the world’s first light-bodied rum.

Since then, our Company has grown to encompass an impressive portfolio of more than 200 brands and labels. These include BACARDÍ® rum, the world’s best-selling and most-awarded rum, as well as the world’s most-awarded spirit; GREY GOOSE® vodka, the world’s leading super-premium vodka; DEWAR’S® Blended Scotch whisky, the world’s most awarded blended Scotch; BOMBAY SAPPHIRE® gin, the top valued and fastest growing premium gin in the world; MARTINI® vermouth and sparkling wines, the world’s leading vermouth and the world's favorite Italian sparkling wines; CAZADORES® 100% blue agave tequila, one of the most popular premium tequilas in Mexico and the United States; and other leading and emerging brands including WILLIAM LAWSON’S®, the fastest-growing global Scotch whisky brand; ERISTOFF® vodka, one of the fastest-growing vodka brands in the world; and ST. GERMAIN®, a super-premium elderflower liqueur.

We are focused on building upon our successes by recruiting the best and brightest talent in order to have a well balanced employee population that reflects our diverse society, customers and consumers. Around the globe we employ nearly 6,000 people who are the guardians of a tradition of excellence dating back more than 152 years. Our products are sold in more than 150 markets worldwide by our own companies and third-party distributors, and we operate 27 production facilities – for bottling, distilling and manufacturing – in 16 countries.

Bacardi Limited refers to the Bacardi group of companies, including Bacardi International Limited. The Company is headquartered in Hamilton, Bermuda.

OUR WAYS OF WORKING

Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We’re caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We’re passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we’re most proud of: our True Heart and Winning Spirit – both in our home markets and across the world.

ABOUT THE ROLE

As the Field Account On Trade in the area, you will be accountable for creating value through driving sales and developing strategic relationships with key customers in the area assigned. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s full portfolio presence in the Italian On trade. Your deep commercial knowledge, ability to develop strategic relationships and lead and inspire a Sales team will be key to your success in this role.

You will be responsible to deliver key revenue and commercial targets as determined by the Country financial plan.

You will build and maintain effective relationships with strategic customers for your channel.

You will be accountable for the implementation of the customer and shopper programs within your channel as agreed in the Country Integrated Activity Plan (IAP).

You will drive use of Commercial Excellence assets (e.g. Pictures of Success) and approach to activate our brands to influence consumers at the point of purchase.

You will identify opportunities for new business development and provide critical input into the development of category and channel plans.

You are an entrepreneur and a full portfolio thinker

You will drive a shared vision and winning team spirit among the sales teams

This role is varied and a large percentage of your time will be spent interacting with the local sales team’s members as well as key customers. As a result, you can expect to be travelling extensively within your area in order to stay connected to all stakeholders.

KEY ACCOUNTABILITIES AND RESPONSIBILITIES

Deliver results and excellence in execution

Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)

Deliver on Pictures of Success, temporary activities and new business targets

Deliver impact from channel and shopper marketing programs agreed in the Country IAP

Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business

Create effective long-term relationships with strategic customers and key stakeholders to drive financial impact

Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized

Continuously work on maximizing the effectiveness and efficiency

Create a winning culture

Drive executional excellence through a strong, functioning and orientated agenda

Work close with the On-trade Area Manager to build a shared sense of purpose among your teams

Align all employees behind the targets and create a passion for winning in the organization

Recognize accomplishments and behaviors in a timely manner

Ensure all employees have a knowledge of Bacardi history and culture

MEASURES OF SUCCESS

Performance: Achieve financial targets (revenue, profitability) vs. budget; Achieve Pictures of Success targets

Value share: Drive value share growth of key Bacardi brands in Key Accounts

Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan

Customer: Achieve target customer satisfaction measures – Picture of succes

Employee engagement: Drive sustained improvement in engagement and enablement

CRITICAL EXPERIENCES FOR SUCCESS

To be successful in this role you will have/be:

• Experience in sales in a leading FMCG company
• First hand field sales experience
• Profound knowledge of the Italian On-trade market, Key customers, structures and ways of working
• Strong track record of delivery with Customers WHS
• Strong in self organization, administration and priorities setting
• Entrepreneurial capability & capacity

The following experiences are preferred:

• Experience in the Spirits and/or Beverage Industry is a distinct advantage
• Experience in additional functions beyond the ones listed above