Key Account Manager
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Key skills for this role
About the Role
Our Client: Our client is a well-established regional FMCG business with a strong presence across the Middle East and an expanding footprint within the Travel Retail channel.
Key Skills for This Role
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Our Client
Our client is a well-established regional FMCG business with a strong presence across the Middle East and an expanding footprint within the Travel Retail channel.
They are seeking a commercially astute Travel Retail Manager to drive growth across airports, duty-free operators, travel convenience retailers, lounges, and related travel retail channels.
Your Role
You will be responsible for leading the Travel Retail business across key regional markets, developing strategic partnerships with airport retailers and duty-free operators, and driving profitable growth through effective account management, channel expansion, assortment optimization, and commercial execution.
Key responsibilities
- Develop and execute the Travel Retail growth strategy across the Middle East.
- Manage relationships with duty-free operators, airport retailers, travel convenience stores, airline retail partners, and lounge operators.
- Drive sales growth, distribution expansion, and visibility across existing and new travel retail accounts.
- Lead annual business planning, commercial negotiations, promotional agreements, and joint business reviews with key customers.
- Identify opportunities for new listings, airport expansion, and channel-specific growth initiatives.
- Optimize assortment, pricing architecture, promotional plans, and visibility programs based on passenger demographics and shopper behavior.
- Partner closely with Marketing, Trade Marketing, Supply Chain, Finance, and Category teams to deliver commercial objectives.
- Monitor sell-in and sell-out performance, inventory levels, and promotional effectiveness across all accounts.
- Conduct regular airport and customer visits to ensure execution excellence and strengthen customer relationships.
- Drive innovation initiatives including travel-exclusive packs, premium gifting formats, and category development opportunities.
Must-Have
- Bachelor's degree in Business, Marketing, Commerce, or a related discipline.
- 5-10 years of experience within Travel Retail, Duty Free, Airport Retail, or Channel Management.
- Proven experience managing airport retailers, duty-free operators, or travel retail accounts.
- Strong commercial acumen with experience in key account management and contract negotiations.
- Experience within FMCG, snacks, confectionery, beverages, premium food, luxury gifting, or related consumer categories.
- Strong understanding of travel retail shopper missions including gifting, impulse purchasing, premium convenience, and destination-led buying behaviors.
- Demonstrated ability to deliver sales growth and build long-term customer partnerships.
- Strong analytical, communication, and stakeholder management skills.
- Regional Middle East experience is highly preferred.
- Experience working with major travel retail operators and airport retail environments.
- Exposure to premium consumer brands with a strong focus on gifting, snacking, or impulse categories.
- Experience launching travel-exclusive products, promotional campaigns, or category-building initiatives.
- Ability to work effectively across multiple markets and diverse customer groups.
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