Key Account Manager

Essential Job Functions:

• Financial responsibility for P&L down to CAAP S/T for the perimeter and customer assigned within: Canada Duty-Free retailers (airports and border), US Duty-Free retailers (airports, Northern border), ship chandlers, Mexico Duty-Free retailers, Caribbean Duty-Free Retailers (not supplied by local distributors), Latin America Duty Free; Airlines Duty-Free and on-board suppliers, railways supply.
• In charge of preparing budget estimates for customers within his/her territory
• Responsible for achievement of volume and margin objectives for respective geography.
• In partnership with General Manager, recommends the commercial strategy and priorities for his/her customers.
• In “Key BMCs”, responsible for overseeing the successful implementation of approved brand building activities as developed and agreed upon with Marketing.
• In “Other BMC’s”, responsible for development and execution of trade marketing strategies and promotional plans in-line with brand plans and marketing guidelines.
• Responsible for the setting and implementation of customer pricing.
• Ensures commercial team is focused on appropriate priorities in order to achieve long term objectives.
• Provides customer analysis of trends and needs, analyzes market data
• Directs negotiations with customers on pricing and promotions within assigned remit.
• Oversees subordinates’ negotiations/account management.
• In conjunction with Sr Marketing Manager, monitors Marketing A&P budget in-line with functional areas of responsibility and customer/brand mix.
• Manage T&E budgets for his/her team.
• Responsible for managing and developing a culturally diverse team of skilled Duty-Free experts.
• Adheres to policy and procedures related to decisions on shipments and payments.
• Responsible for the timely identification of changes in the field and communicating changes and recommendations for improvement to Senior Management.
• In partnership with Business support, creates monthly reports for Senior Management.
• In partnership with Business support, responsible for gathering information from direct reports for all adhoc requests made from Senior Management.
• Conducts Quarterly Business Analysis Reviews with accounts in order to ensure that the long-term/short term goals are achieved.
• Defines adequate team management processes (regular meetings, reporting documents, etc.) with General Manager in order to ensure goals are achieved.

Qualifications/Requirements:

Education: Bachelor’s Degree

Experience: Minimum of 8 of sales experience, preferably with at least two (2) years within travel retail industry.  Minimum of three (3) years of direct sales management required. 

Languages: English required, Bi Lingual English/Spanish may be required.

Other languages a plus.

Expectation of travel is:  50%
 

Job Posting End Date:

2024-01-31

Target Hire Date:

2024-01-31

Target End Date: