Campari Group

Campari Group today is a major player in the global branded spirits industry, with a portfolio of over 50 premium and super premium brands, marketed and distributed in over 190 markets around the world, with leading positions in Europe and the Americas.

Headquartered in Milan, Italy, Campari Group owns 22 plants worldwide and has its own distribution network in 22 countries, and employs approximately 4,000 people.

Shares of the parent company Davide Campari – Milano N.V. are listed on the Italian Stock Exchange since 2001. Campari Group is today the sixth-largest player worldwide in the premium spirits industry.

Role Overview

Campari Group is looking for a National Account Manager, to the join the Route to Market commercial team.

This role requires a commercially minded, customer and consumer focused individual with the ability to quickly build customer relationships and partnerships, to deliver strong sales across their account base, building insight-led business plans to deliver key commercial and brand metrics. In addition, the candidate will be able to deliver excellent consumer focused activation and evaluation.

The successful candidate will report into the National Account Controller Wholesale.

Key Responsibilities And Activities

  • Support Route to Market team in implementation of business strategy in channel and defined customer account list
  • Route to Market customers will include a range of nationwide wholesale operators and their associated businesses, including digital platforms
  • Responsibility for supporting the wider team on managing and developing our business on B2B and B2C platforms across the channel
  • Develop and maintain customer relationships in order to increase business performance, develop sales opportunities and increase profitability
  • Support in the development, management and implementation of joint business plans with the key customers to ensure delivery of key agreed volume and value targets aligned to the commercial and business unit strategy
  • Support line manager with key business tasks in line with channel strategy, e.g. trade shows, distribution drives and engagement of wholesale field sales teams to excite and engage them on Campari UK brands
  • Promote teamwork and collaboration across Route to Market team
  • Analyse consumer, customer insight and sales data to include in comprehensive customer proposals
  • Maintain a strong awareness and understanding of the spirits and licensed trade market to ensure business plans and practices adequately reflect market and customer changes / demands
  • To work cross functionally with the wider Campari UK team, including Customer Marketing, Finance and Brand teams
  • Identify sales volume / value growth opportunities through ongoing analysis of customer and market performance
  • Proactive in seeking new business opportunities within defined channel
  • Commercial accountability for delivering against targets, securing new business and developing mutually beneficial existing relationships
  • On-going evaluation of customer terms and activation to maximise ROI and provide future recommendtations
  • Ability to influence key customer stakeholders to secure distribution, new and improved feature and new business
  • Delivering accurate financial and volume forecasts

Key Relationships

Reporting Lines:

  • Reports to National Account Controller Wholesale

Other Internal Relationships:

  • Wider Commercial team
  • Customer Marketing team
  • Marketing team
  • Finance team
  • Customer Services
  • Supply chain

External Relationships:

  • Customers in account base (and their field sales teams)
  • Agencies
  • Sales data partners

Experience And Skills


  • Minimum of degree level or equivalent
  • Minimum 3 years of sales experience in the UK drinks industry / FMCG
  • Solid account management experience with track record in successful negotiation and category understanding
  • Experience working with wholesale customers
  • Good understanding of how to develop business via customer online platforms


  • Excellent relationship-building and communication skills
  • Strong analytical skills and ability to derive insight from data
  • Robust commercial understanding, good numerical and analytical skills
  • Strong negotiation skills
  • Ability to interact at and deliver change through different levels
  • Team player also being able to work independently
  • Ability to influence peers/stakeholders and senior management both internally and externally
  • Proficient in using MS Office applications

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