Area Sales Manager

Position

Commercial Strategy Development

• Develop and execute the commercial strategy for the travel retail sector in Africa, aligned with the company's overall objectives
• Identify growth opportunities, market trends, and competitive insights to drive business expansion and increase market penetration
• Conduct market research and analysis to understand customer preferences, demands, and behaviors in the travel retail space
• Collaborate with cross-functional teams to develop innovative product offerings, pricing strategies, and promotional campaigns

Key Account Management

• Establish and maintain strong relationships with key travel retail accounts, including airport authorities, duty-free operators, and travel retail operators.
• Negotiate contracts, terms, and conditions to secure profitable deals and favorable shelf placements for the company's products.
• Monitor account performance, track sales data, and identify areas for improvement to optimize revenue and profitability.
• Provide regular reports and updates to senior management on sales performance, market trends, and competitor activities.

Team Leadership and Development

• Lead and manage a team of sales professionals, providing guidance, coaching, and performance feedback.
• Set clear objectives, targets, and KPIs for the team, and monitor progress towards achieving sales goals.
• Foster a collaborative and high-performing team culture, promoting teamwork, accountability, and continuous learning.

Cross-Functional Collaboration

• Collaborate with marketing, supply chain, finance, and other departments to ensure seamless execution of commercial strategies.
• Coordinate with the marketing team to develop and implement effective promotional activities, visual merchandising strategies, and branding initiatives in travel retail locations.
• Work closely with supply chain and logistics teams to ensure timely product availability and efficient distribution across travel retail channels.

Compliance and Budget Management

• Ensure compliance with legal and regulatory requirements, including customs regulations and duty-free policies across different African countries.
• Develop and manage the travel retail commercial budget, effectively allocating resources and monitoring expenditures to achieve financial targets.

Profile

• Bachelor's degree in business administration, marketing, or a related field. A master's degree is a plus.
• Fluent in English, French is a plus.
• Proven experience (at least 8-10 years) in travel retail or commercial roles within the consumer goods industry, preferably in Africa.
• Strong understanding of the travel retail landscape, including airport operations, duty-free retailing, and travel retail trends in Africa
• Demonstrated track record of successfully developing and executing commercial strategies to drive sales growth and increase market share.
• Excellent negotiation and relationship management skills with the ability to build and maintain strong partnerships with key accounts.
• Strong leadership abilities with experience in managing and motivating a sales team.
• Analytical mindset with proficiency in data analysis and market research techniques.
• Exceptional communication and presentation skills, both verbal and written.
• Ability to work in a fast-paced, dynamic environment and adapt to changing market conditions.
• Willingness to travel frequently within Africa and occasionally internationally
• Additional information

Additional Information