Business Manager On Trade

We are looking someone based at Grosseto

WHO ARE WE? 

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 
• Talent: Deliver against talent management objectives 

THE REWARDS 

For this role, you will receive the following:  A competitive base salary (starting from 38K gross annual base salary), incentive bonus in line with our variable Plan and competitive local market benefits. 

BACARDI CONNECTIONS 

REPORTING LINES 

Reports To (solid lines): On-trade Area Manager  

KEY RELATIONSHIPS AND INTERDEPENDENCIES 

Your ability to operate and orchestrate seamlessly within the matrix will be critical for your success in this role and of the function. 

Internally:  

• Convey information to: None 
• Adapt and Exchange (reach agreement with): HR; Country KAM Team, Country Commercial development Team, Country CPA Team, Country Consumer Marketing Team 
• Influence (affect change):  Cluster Commercial Development 
• Negotiate with: none 

Externally: 

• Convey information to: None 
• Adapt and Exchange (reach agreement with): None 
• Influence (affect change): None 
• Negotiate with: Customers 

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 negotiation skills & customer focus 
• Strong in self organization, administration and priorities setting 
• Entrepreneurial capability & capacity 
• Good English language skills 

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  

LEADERSHIP EXCELLENCE 

Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future.  We have a clearly defined Leadership Excellence framework, and you will be expected, as a Bacardi team leader, to develop deepening experience and inspire your teams in all 6 elements: Focus Externally to Win / Drive Execution & Results / Lead Strategically & Know your Business / Make the Matrix Work / Lead by Example / Develop and Inspire Talent 

LEADERSHIP AGILITY

At Bacardi we care deeply about finding brilliant talent who can bring the following personal attributes to help elevate our 3Fs: Fearless, Family, Founder culture to the next level.
 

• Belonging: You have a strong capacity to create a culture of ‘Belonging’, where people feel appreciated for who they are, what they do, and who they can become

• Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others

• People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance

• Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others.

• Mental Agility: You can think critically to penetrate complex problems and expand the possibilities by making fresh connections. You think strategically whilst being execution focused and bring creativity to the challenges you’re presented with

• Change Agility: You have a deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change. You have a growth and learning mindset: ready to test, stumble, learn and apply from experience

Disclaimer: Bacardi seeks talent from all backgrounds to bring diversity of thought, agility and capability to our organization across the globe. We promote a working environment where all employees are treated and rewarded fairly. We do not tolerate any form of discrimination that adversely affects individuals or groups on the basis of national origin, race, color, religion, sex, gender, sexual orientation, marital status, disability, age, and any other legally protected aspect of a person’s identity. 

U.S. applicants have rights under Federal Employment Laws.

Perks of Working for us

At Bacardi, we are committed to providing our Primos (employees) with a comprehensive Total Rewards package of compensation, benefits, incentives, allowances, well-being, and much more to meet the needs of themselves and their families. It goes beyond just Cash! The total rewards program is based on pay for performance, whereby the incentive programs are linked to company and individual performance.

Compensation, Paid Time Off & Retirement:

• Competitive Pay Package

• Competitive Holiday/Paid Time Off, plus additional days offered ( i.e., volunteer day, allowing you to give back to the community)

• Retirement/Pension Plan

Health & Wellbeing

• Medical, Critical Illness, and Life Insurance

• Employee Assistance Programs

• Best-in-class, family-friendly, and inclusive leave policies

Additional Benefits

The benefits /perks may vary depending on the nature of your employment with Bacardi, your work location, and are subject to change.

Some benefits may be subject to an employee contribution.

Some benefits may be fully or partially subsidized. Incentive plans are linked to the nature of your employment and can vary based on region, market, function or brand.