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General Description of the Channel
Global Travel Retail (GTR) is the channel where we show case our key international brands. The GTR team is responsible for commercial activities at international level, partnering key GTR channel customers (serving airports, cruises, airlines and borderstores) with the aim to maximize core Campari Group brands’ visibility and awareness and strengthen their international development.
The central team is based in Milan with our Group HQs and includes the Managing Director and the Marketing team. The trade marketing and sales are based instead into the regions.
Role Overview
As a Key Account Manager for Global Travel Retail at Campari Group, you will be responsible for driving the commercial success and international growth of our key brands within the GTR channel. This role is pivotal in building strong partnerships with major customers (airports, cruises, airlines, borderstores), maximizing brand visibility, and delivering sustainable, profitable growth. You will act as a strategic partner, leveraging data-driven insights, commercial acumen, and cross-functional collaboration to adapt to evolving market dynamics.
Mission/Objectives

Strengthen and expand business relationships with key GTR customers in the region.
Deliver profitable growth by executing commercial strategies aligned with Campari Group’s global objectives.
Champion brand visibility and activation across all relevant GTR touchpoints.
Adapt to changing market conditions, leveraging recent acquisitions and evolving retail dynamics.
Foster a culture of collaboration, innovation, and continuous improvement within the team and with external partners.

Key Responsibilities and Activities

Customer Relationship: Manage a smooth day-to-day relationship with our key customers. Always add value to the business partnership through constructive actions and clear communication.
Execution and Negotiation: Make sure yearly plans and quarterly reviews are translated into operation. Execution of excellence of all national and regional agreements inclusive of instore visibility, product placement, pricing, range and promotional activity. Negotiation of additional sales drivers and stronger brand building activity, within budget.
Business Planning: Provide inputs contributing to the yearly budget definition, quarterly reviews and ultimately the mid-long term business plans. Formulate and execute a tight strategy to deliver to the plans. Eyes and ears on the ground for progress reports, additional opportunities and threats to achieving.
Data Analysis and presentation: Analysis of sales/depletions data from multiple sources. Construction and presentation of results to internal and external stakeholders. Responsible for sales forecasting into Group’s demand planning tool (APO).
Creative Thinking: Provide solutions to overcome challenges. Thinking outside the box to deliver opportunities for future positive growth and add value to the business relationship.
Knowledge Bank: Knowledge and understanding of the current customer’s retail environment. Insights on shopper behavior, brand/product performance and merchandising opportunity at the point of purchase (GTR). Share ongoing learning with the team to help provide stronger offerings to grow the business.
Brand Ambassador: Acquire in-depth understanding and knowledge of the brands, shopper need and the categories. Impart this knowledge and enthusiasm into the front line sales force on a regular basis also through the organization and deployment of staff trainings.

Key Relationships

Internal: Field Sales Managers, Regional Managers, Key Account Managers in GTR, Marketing Manager GTR and Trade Marketing Specialists, Sales Support Specialist, Finance team, Domestic marketing and sales teams.
External: Different roles within our customers and business partners’ organization: Promotions Managers, Category Assistants, Retail Managers at the airports, Merchandising Managers, Logistics and Pricing, front line staff, Agencies.

Experience & Education

Minimum 5 years of Sales experience within the spirits industry (preferred) or within FMCG, with at least 3 years in GTR
Experience in management of a group of accounts or Key buying group (on/off)
Has been exposed to Trade Marketing, Brand Activation activities or Customer Marketing
Track record of developing effective business relationships
Experience in working remotely/self-management
International mindset with exposure to different cultures
University Degree or equivalent professional qualification

Functional and Technical Skills

Proven commercial understanding
Proficient sales and negotiation skills
Brand building and Sales performance balance
Merchandising
Category Management
Shopper behavior and/or consumer needs training
Effective Business Relationship Management
Business development
Presentation preparation and delivery
Project management
Effective time management and prioritisation
Strong analytical skills and able to process huge quantity of data
Microsoft Office proficient (especially Excel and Power Point)
Familiar with the use of ERP systems (such as BI, SAP APO)

Managerial Skills and Traits

Execution & Foresight: able to deliver extraordinary results, overcoming difficulties, anticipating the future of the business and driving change through solid commercial acumen, ability to win in the short term and long term envisioning.
Business Judgment: proven track record of making timely and effective decisions balancing market, products, financial and organisational issues. Solid financial understanding.
Consumer Focus: able to put himself/herself in the consumer/clients’ shoes, understanding their current needs and anticipating the future ones.
Teamwork: able to work well across all boundaries to reach common objectives and extraordinary results. Excellent emotional intelligence and ability to be successfully interact with different cultures in an international corporate environment.
International mindset and cross culture working attitude

Other Requirements

Flexibility to balance working across multiple global time zones
Availability to travel, mainly within the region, and spend approx. 30% of time in the field with retailers, distributors and key stakeholders

Our commitment to Diversity & Inclusion:
At Campari Group we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual’s race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.
Campari Group believes that fair compensation and equal opportunities are crucial for employees’ well-being, empowerment, and engagement. Our efforts to ensure fair pay have earned us the Fair Pay Certification by Fair Pay Workplace, an independent organization dedicated to dismantling pay disparities based on gender, race and their intersection.
Note to applicants: Your application will be assessed based on your abilities, expertise, general knowledge and experience, not because of any confidential, proprietary or trade secret information you may possess. You must not disclose to Campari Group any such information. In the event that you are asked a question that cannot be answered without disclosure of any confidential, proprietary or trade secret information (including from a current or prior employer or their vendors or customers), you must decline to answer the question.
Notice to third party agencies: Please refrain from cold-calling or emailing our executive leadership team or the HR community directly. The Talent Acquisition department manages centralized recruiting operations globally, including the selection and management of external suppliers. Currently, our preferred supplier list is at full capacity. To ensure we have your information on file for future consideration, we kindly request that you complete the online form provided here.
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