Key Accounts Manager

The Key Account Manager (KAM) – Global Travel Retail is accountable for developing and managing a broad relationship with GTR customers, as well as manage day to day operations. This role requires a highly motivated and commercially driven professional who can anticipate customer needs, deliver tailored solutions, and translate brand strategy into commercial success.The KAM is responsible to work closely with the VP – GTR in delivering sales growth, increasing market and category share, and driving incremental contribution through effective use of incentives, initiatives, cycle plans, and marketing activity.KEY RESPONSIBILITIESOperational ExcellenceLead account and purchase order (PO) creation processes, ensuring accurate and timely order placement for the GTR channel.Support annual contract renewals, maintaining alignment with commercial objectives and compliance standards.Develop and execute comprehensive account and cycle plans in alignment with global, regional, and channel strategies.Lead, mentor, and manage a team of Brand Ambassadors, ensuring best-in-class brand representation, retail execution, and consumer engagement.Collaborate closely with the marketing team to manage all New Product Introductions (NPIs), as well as the development and deployment of POSM and promotional materials.Business LeadershipBuild a comprehensive understanding of customers’ businesses through multiple data sources and insights, identifying and pursuing strategic commercial opportunities.Oversee the implementation of strategic initiatives designed to maximize mutual value creation, measured through contribution, profitability, and growth performance.Act as the principal liaison between customers/retailers and internal stakeholders, ensuring strategic alignment, effective communication, and collaborative execution.Conduct comprehensive market intelligence and performance analyses to monitor account health, pricing evolution, regulatory developments, and competitor actions.Support the planning and execution of the company’s participation in relevant trade shows, optimizing brand visibility and business opportunities.Account & Performance OversightCollaborate with the VP – GTR and EVP – MEAA to define annual targets for assigned accounts, ensuring alignment with the company’s overall strategic priorities and growth ambitions.Develop, manage, and monitor annual account plans and forecasts (monthly, quarterly, and annual) in partnership with the supply chain team to maintain optimal stock levels and ensure product availability.Work closely with the Logistics Division to guarantee timely, efficient, and accurate order fulfillment across all operating markets.Track and report on account performance against established KPIs, identifying gaps and implementing corrective actions to ensure continuous improvement.Plan and implement promotional activities, launches, and merchandising programs in coordination with marketing teams.Monitor sales performance, inventory levels, and in-store execution to ensure compliance with brand guidelines.Growth InitiativesConduct regular in-person and virtual business reviews with customers and retailers to strengthen relationships, evaluate performance, and identify opportunities for enhancement.Drive supply chain optimization and portfolio alignment with domestic market priorities to ensure operational efficiency and category coherence.Introduce and embed Key Account Management (KAM) and Category Management (CatMan) methodologies to elevate partnerships and achieve Category Manager status with key strategic accounts. SKILLS AND QUALIFICATIONBasic Qualification / EducationBachelor's Degree in Business Administration or related field.Minimum Experience7 - 9 years of experience of KAM in preferably in GTR with experience in bordershop and airport business, the tobacco industry or international FMCGCore Competencies and Technical Skills Cultural awareness / valuing diversity, teamwork and cooperation, results orientation, accountability, customer focus.Skills in leadership, strategic planning, decision making, problem solving, negotiation, motivational, personnel development, organizational, time management, interpersonal, analytical, conflict management, risk management, computer, written and verbal communication in English. Ability to build effective relationship with key customers and distributors. Proven track record in KAM/CatMan, distribution and trade marketing, forecasting and supply chain management.