Key Account Manager FMCG Retail / Travel Retail

Position Overview

We are seeking a dynamic and results-driven Key Account Manager to oversee and expand our strategic relationships within the FMCG retail and travel retail sectors. This role is pivotal in driving sales performance, negotiating commercial agreements, and fostering long-term partnerships with key accounts across modern trade, duty-free, airport retail, airlines, cruise operators, and other travel retail channels. The ideal candidate will combine commercial acumen with exceptional relationship-building skills to deliver sustainable growth and profitability while ensuring customer satisfaction and service excellence.

Core Responsibilities

Strategic Account Management

As the primary commercial liaison for assigned accounts, you will be responsible for cultivating and maintaining high-value relationships with key retail and travel retail customers. Your role will involve developing and executing annual business plans that align with both company objectives and customer expectations. Regular business reviews will be conducted to assess performance, address challenges, and identify opportunities for collaboration and growth. Ensuring customer satisfaction and service excellence will be a cornerstone of your responsibilities.

Sales Leadership & Revenue Growth

Your mandate will include achieving and exceeding monthly, quarterly, and annual sales targets through strategic planning and execution. You will proactively identify new business opportunities within existing and prospective accounts, driving category growth through targeted promotional activities and innovative product launches. Expanding product listings and optimizing shelf visibility will be critical to maximizing market presence and sales performance. Additionally, you will focus on enhancing account profitability while meeting volume objectives.

Commercial Negotiation & Strategy

This role requires a keen ability to negotiate complex commercial agreements, including annual trading agreements, pricing structures, promotional calendars, listing fees, and display opportunities. You will also oversee trade marketing investments to ensure alignment with profitability goals and market demands. Your strategic negotiation skills will be instrumental in securing favorable terms while maintaining strong, mutually beneficial partnerships.

Travel Retail Development

In the travel retail segment, you will manage relationships with airport retailers, duty-free operators, airlines, cruise operators, border shops, and travel concessionaires. Your responsibilities will include developing exclusive product assortments tailored to the travel retail environment, monitoring passenger trends, and capitalizing on seasonal opportunities. Executing targeted promotional campaigns in airport and duty-free settings will be essential to driving sales and brand visibility in these high-traffic channels.

Business Planning & Market Insights

You will prepare comprehensive annual joint business plans, develop accurate sales forecasts, and monitor inventory levels to ensure optimal stock availability. Collaboration with supply chain teams will be necessary to align demand planning with market needs. Additionally, you will conduct in-depth market analysis to monitor trends, track competitor activity, and analyze sales performance. Your insights will inform pricing and promotional strategies, as well as the identification of emerging opportunities in both retail and travel retail sectors.

Qualifications & Experience

Essential Requirements

• Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field; an MBA is a plus.
• Minimum of 5–8 years of progressive experience in FMCG sales, with a proven track record in managing modern trade, retail chains, or travel retail accounts.
• Demonstrated experience in negotiating commercial agreements and driving sales growth in competitive markets.
• Strong analytical skills with the ability to interpret market data and translate insights into actionable strategies.
• Excellent communication and interpersonal skills, with the ability to build and maintain high-level relationships.

Preferred Qualifications

• Prior experience within an FMCG multinational or regional company, with exposure to major retail groups and travel retail operators.
• Hands-on experience in airport retail, duty-free operations, airline catering, or travel concession businesses.
• Proven ability to launch new products and execute large-scale promotional campaigns in retail and travel retail environments.
• Deep understanding of shopper behavior in both traditional retail and travel retail settings.

Why Join Us?

As a Key Account Manager, you will play a pivotal role in shaping the commercial success of our FMCG and travel retail divisions. This position offers the opportunity to work with industry-leading brands, influence strategic decisions, and drive innovation in a dynamic and fast-paced environment. If you are a strategic thinker with a passion for sales and relationship management, we invite you to apply and take the next step in your career with us.