Job Summary
The Key Account Manager is responsible for managing and growing strategic retail and travel retail accounts by developing strong customer relationships, driving sales performance, executing commercial strategies, and ensuring excellent account profitability. The role involves negotiating commercial agreements, identifying growth opportunities, coordinating cross-functional teams, and delivering business objectives across modern trade, duty-free, airport retail, airlines, cruise operators, and other travel retail channels.
Key Responsibilities
Account Management
- Develop and maintain long-term relationships with key retail and travel retail customers.
- Serve as the primary commercial contact for assigned accounts.
- Create annual business plans aligned with company objectives.
- Conduct regular business reviews with customers.
- Ensure high levels of customer satisfaction and service excellence.
Sales & Revenue Growth
- Achieve monthly, quarterly, and annual sales targets.
- Identify new business opportunities within existing and prospective accounts.
- Drive category growth through promotional activities and product launches.
- Expand product listings and improve shelf visibility.
- Maximize account profitability while achieving volume objectives.
Commercial Negotiation
- Negotiate:
- Annual trading agreements
- Pricing
- Promotional calendars
- Listing fees
- Display opportunities
- Trade marketing investments
- Ensure commercial agreements support profitability goals.
Travel Retail Development
- Manage relationships with:
- Airport retailers
- Duty-free operators
- Airlines
- Cruise operators
- Border shops
- Travel concessionaires
- Develop exclusive travel retail product assortments where applicable.
- Monitor passenger trends and seasonal opportunities.
- Execute airport and duty-free promotional campaigns.
Business Planning
- Prepare annual joint business plans.
- Develop sales forecasts.
- Monitor inventory levels and stock availability.
- Coordinate demand planning with supply chain teams.
Market Analysis
- Monitor market trends and competitor activity.
- Analyze sales performance and customer insights.
- Recommend pricing and promotional strategies.
- Identify emerging retail and travel retail opportunities.
Qualifications
- Bachelor's degree in Business Administration, Marketing, Commerce, or related field.
- MBA preferred.
- 5–8+ years of FMCG sales experience.
- Experience managing modern trade, retail chains, or travel retail accounts.
- Experience in duty-free or airport retail is an advantage.
Preferred Experience
- FMCG multinational or regional company experience.
- Experience managing major retail groups and travel retail operators.
- Exposure to airport retail, duty-free, airline catering, or travel concession businesses.
- Experience launching new products and executing promotional campaigns.
- Knowledge of shopper behavior in retail and travel retail environments.
