Key Account Manager – FMCG Retail & Travel Retail

About the role

The Key Account Manager will be responsible for growing strategic retail and travel‑retail accounts across modern trade, duty‑free, airport retail, airlines, cruise operators and other travel channels. You will build strong customer relationships, drive sales performance and ensure profitable account management.

Key responsibilities

• Develop and maintain long‑term relationships with key retail and travel‑retail customers.
• Serve as the primary commercial contact for assigned accounts and create annual business plans aligned with company objectives.
• Achieve monthly, quarterly and annual sales targets while identifying new business opportunities.
• Negotiate annual trading agreements, pricing, promotional calendars, listing fees and trade‑marketing investments.
• Manage relationships with airport retailers, duty‑free operators, airlines, cruise operators and other travel concessionaires.
• Prepare joint business plans, sales forecasts and monitor inventory and stock availability.
• Analyse market trends, competitor activity and customer insights to recommend pricing and promotional strategies.

Required profile

• Bachelor’s degree in Business Administration, Marketing, Commerce or related field (MBA preferred).
• 5–8+ years of FMCG sales experience, preferably managing modern trade, retail chains or travel‑retail accounts.
• Experience in duty‑free, airport retail or travel concession businesses is an advantage.
• Proven track record of achieving sales targets and driving category growth.

Required skills