Assistant Key Account Manager (Shanghai, CN, 000000) @ Campari Group Careers

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 25 plants worldwide and has its own distribution network in 26 countries, and employs approximately 4,700 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.

General Description Campari Group is a major player in the global spirits industry, with a portfolio of premium and super premium brands including Aperol, Campari, SKYY, Wild Turkey, The Glen Grant, Courvoisier and Grand Marnier. Campari China is focused on building brand equity and commercial growth in Mainland China through disciplined channel strategy, strong distributor partnerships and targeted below-the-line execution, especially across the On-Premise channel.

The Assistant Key Account Manager, National On-Premise manages assigned national and strategic On-Premise customers across China, initially focusing on High Energy, nightlife chains, KTV, Casual Bar and other scalable multi-outlet systems. This hands-on individual contributor role is positioned between Senior Sales Rep and Sales Manager, with a focus on account development, outlet execution, depletion and customer investment. Reporting to the Head of National Key Accounts & E-commerce, the role coordinates with Regional Commercial teams, Marketing, CCM, Finance, Supply Chain and distributors. The Head sets strategy, governance and approval frameworks; the AKAM executes approved customer plans, manages day-to-day performance and supports major negotiations. Commitments and exceptions require approval in line with delegated authority.

Key Accountabilities

• 1. National On-Premise Account Development Execute the national account strategy for assigned priority customers, including nightlife chains, High Energy, KTV, Casual Bar and other scalable multi-outlet systems. Manage customer-specific account plans covering listing, distribution, active outlets, visibility, activation and outlet-level sell-through. Support account prioritisation by identifying chain customer opportunities and providing customer and outlet insights.
• 2. Key Account Management Manage day-to-day relationships with customer headquarters, procurement, operations and regional management teams. Prepare annual customer plans covering assortment, outlet expansion, menu listing, activation, investment and agreed KPIs; support the Head on strategic Joint Business Plans. Manage routine negotiations within approved commercial guidelines; support the Head on major national trading terms, investment frameworks and customer agreements. Coordinate the cascade of approved customer plans to regional teams, distributors and outlets, with clear execution requirements and follow-up actions.
• 3. Customer Investment & Outlet Execution Execute and manage customer investment plans within approved guidelines and budgets, covering listing, visibility, promotional funding and activation support. Coordinate consistent outlet execution covering menu placement, POSM, display, serve standards, consumer activation and outlet staff communication. Execute approved promotional mechanics suited to the customer and outlet format, including bottle programmes, mixer bundles, signature serves and menu promotions. Manage execution follow-up and supporting evidence; link customer investment to agreed deliverables and escalate unsupported claims or execution gaps.
• 4. Channel Activation & Portfolio Execution Coordinate with Marketing and CCM to execute activation plans for assigned nightlife, High Energy, KTV, Casual Bar and other approved On-Premise customers. Execute portfolio priorities by matching the approved brand, SKU, serve and activation mechanic to each customer and outlet format. Support new product launches, seasonal campaigns and brand initiatives through national customer systems, ensuring activation toolkits are clear, scalable and executable. Execute approved pricing, promotional and visibility guidelines; escalate price erosion, cross-region diversion and policy exceptions before commitment.
• 5. Commercial Performance & Trade Investment Management Prepare and track forecasts, shipment, distributor-to-outlet depletion and inventory separately; support promotion and investment efficiency reviews with the Head and Finance. Manage agreed account KPIs including volume, NSV, listed and active outlets, visibility and activation coverage; track rate of sale and outlet sell-through where reliable data is available. Support performance reviews with customer and outlet data; identify data gaps, execution issues and corrective actions. Shipment alone is not evidence of consumer sell-out. Manage trade investment documentation, approved commitments, execution evidence and claim reconciliation in line with company policies.
• 6. Cross-Functional & Distributor Collaboration Coordinate day-to-day follow-up between national customers, Regional Commercial teams, Marketing, CCM, Finance, Supply Chain and distributor partners.

Coordinate with regional teams to execute national customer agreements and approved investment plans at outlet level.

• Coordinate distributors on order fulfilment, outlet service, stock availability, replenishment, depletion reporting and execution documentation.
• Support route-to-market improvements with customer insights; escalate unresolved stock, pricing, credit and execution issues to the Head and relevant functions.
• Key Requirements Experience Typically 4–6 years of relevant sales or key account experience in FMCG, alcoholic beverages or hospitality, with practical On-Premise exposure in China; assess hands-on account capability alongside tenure.
• Hands-on experience developing and managing chain or multi-outlet customers, preferably in nightlife, High Energy, KTV or Casual Bar channels.
• Track record of delivering growth through customer negotiation, outlet execution, trade activation and disciplined investment management.
• Experience working with distributors, regional sales teams and cross-functional stakeholders in a multi-city operating environment.
• Skills & Capabilities Practical key account skills in customer planning, relationship management and negotiation; ability to support Joint Business Planning and execute approved agreements.
• Working knowledge of China’s On-Premise customers, consumption occasions and outlet execution requirements.
• Strong commercial acumen with the ability to balance volume growth, brand building, investment efficiency and compliance.
• Ability to translate national customer agreements into clear outlet-level execution standards and follow-up routines.
• Practical Excel, commercial reporting and coordination skills; ability to interpret sales, depletion, stock and investment data and follow up actions.

Languages Fluent Mandarin; working English is an advantage. What Success Looks Like Assigned national nightlife and On-Premise customers are developed and managed against agreed account plans and measurable outlet expansion objectives. Approved investment plans, promotional mechanics and execution standards are consistently implemented and documented across customer outlets. Agreed distribution, active-outlet, verified depletion, execution and investment efficiency objectives are delivered, with healthy inventory and timely reconciliation. Brand and portfolio priorities are translated into outlet execution, supporting stronger terminal management and sustainable customer growth. Regional Commercial teams and distributors coordinate against approved national agreements, with clear action follow-up and timely escalation.

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.

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