Regional Sales Force Effectiveness

Date: Oct 1, 2024- Location: Singapore, SG- Additional Location:
- Function: Sales- Seniority Level: Mid-Senior level- Employment type: Permanent- Workplace Type: Hybrid- Company: Campari Singapore Pte.LtdCampari 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.

**Mission of the role**
- Lead the Sales Capability building effort; including but not limited to; skills assessment and competencies development for APAC.
- Drive efficiency and effectiveness of the sales force and improve the execution standards of Perfect Stores based on the defined picture of success in each APAC markets.

**Expectations on the role**
- The incumbent will be focusing on building world-class sales team in terms of efficiency and effectiveness. He/She will lead the capability building agenda with a structured approach; leveraging the assessment tools and output to upskill and upgrade the key competencies for the various Sales & Channel & Customer (CCM) roles. This includes measuring its progress over time via a skill-index methodology.
- He/She will be responsible for deployment of right Sales Force Automation (SFA) tools and driving both the sales efficiency and effectiveness and execution metrics improvements for the On & Off Trade channels in APAC.

**Operational responsibilities to include but not limited to**:
**Support the Regional Commercial Director in the following areas**:

- Lead the annual Sales Force Diagnostics assessment to ascertain the competency gaps for key sales and CCM roles across the markets in APAC and develop the right capability plan and training content for each markets.
- Act as champion for the Commercial/Sales, CCM academies. Assess suitability of markets for deployment and then to adapt program modules to suit the local context.
- Collaborate cross-functionally on Category, Brand, Product, and Account/Joint Business Planning, Perfect Stores related training content development. Deliver these training programs either physically or virtually to upgrade and upskill the Sales & CCM teams
- Drive Sales Force productivity through Sales Force Automation tool deployment and implement the supportive training programs to facilitate its success (e.g. Sales selling steps, field coaching, negotiations, overcoming customer objections).
- Route-To-Market model assessment and optimization across APAC markets.
- Custodian of the Sales Incentive Plan. Align framework and ensure adherence to its key principles and guidelines across APAC markets

**Key Relationships**
- Internal : Global Commercial team, Channel & Customer Management (CCM) team, Regional functional (Sales, CCM, Marketing, HR, IT) teams, Local Market Managing Directors, Sales & Commercial Heads.
- External: Vendors, consultants as and when involved in projects.

**Key Requirements**:
**Education**:

- University degree or equivalent.

**Language**:

- English is mandatory. Knowledge of other Asian languages would be a plus.

**Experience & Skills**:

- Prior experience as country/channel sales head or region sales head. Ideally with prior experience in sales/commercial capability building roles, or sales training facilitation experience
- 7+ years experience in sales within alcohol beverages or FMCG industry
- Strong experience in managing both On Premise/ Off Premise channels, with 5+ years managing sales team particularly in leading sales force effectiveness and field execution
- Good project management/planning skill and time management
- Excellent communication, selling and negotiation skills
- Prior experience in coaching skills is preferred
- Strong ability to influence stakeholders at all levels, build strong relationships.

**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.

**Note to applicants**:
**Notice to third party agencies**: