Key Account Manager

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.