Key Account Manager
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Key skills for this role
About the Role
Mindfield Resources seeks a commercially astute Travel Retail Manager for a well-established regional FMCG client. You will lead the Travel Retail business across the Middle East, developing strategic partnerships with airport retailers and duty-free operators.
Key Skills for This Role
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
Requirements
- Bachelor's degree in Business, Marketing, Commerce, or 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
- 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 focus on gifting, snacking, or impulse categories
Full Job Posting
Our Client
- Well established regional FMCG business with strong presence across the Middle East and expanding Travel Retail channel.
- Seeking a commercially astute Travel Retail Manager to drive growth across airports, duty free operators, travel convenience retailers, lounges, and related channels.
Your Role
- Lead the Travel Retail business across key regional markets.
- Develop strategic partnerships with airport retailers and duty free operators.
- Drive 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.
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