The APAC Key Account Manager – Travel Retail will be responsible for driving commercial growth and expanding the company’s presence across Travel Retail channels throughout Asia Pacific. The role serves as the primary commercial contact for key distributors, duty-free operators, airports, airlines, cruise operators, and other travel retail partners.
Key responsibilities include:

• Managing and growing strategic Travel Retail and Duty Free accounts across APAC.
• Leading commercial negotiations covering pricing, listings, promotional investments, and commercial agreements.
• Identifying and developing new business opportunities across airports, airlines, cruises, ferries, border stores, and downtown duty-free channels.
• Developing route-to-market strategies and expanding presence in both established and emerging markets.
• Managing account profitability, revenue growth, forecasting, and P&L performance.
• Collaborating closely with Marketing, Trade Marketing, Finance, Supply Chain, and other cross-functional stakeholders to ensure successful execution.
• Representing the business at key industry events and maintaining strong relationships with senior customer stakeholders.
• Supporting portfolio growth through product launches, innovation, channel strategy, and customer activation initiatives.

Coverage: APAC Region
Travel Requirement: Approximately 40–50% regional travel
Qualifications & Experience
Required Experience

• 5–8 years of commercial experience within FMCG, Beverage, Consumer Goods, Luxury, Beauty, or related industries.
• Proven experience in Key Account Management, Business Development, Distributor Management, or Commercial Sales roles.
• Travel Retail, Duty Free, Export, or regional channel management experience strongly preferred.
• Experience managing multi-country or APAC markets.
• Strong track record managing pricing, contracts, negotiations, and commercial performance.
• Experience owning or influencing P&L, revenue, margin, and ROI performance metrics.

Skills & Competencies

• Strong commercial acumen and negotiation capability.
• Ability to build and manage senior customer relationships.
• Strategic thinker with a hands-on, execution-oriented mindset.
• Strong financial literacy, including pricing, margin, ROI, and business planning.
• Excellent stakeholder management and cross-functional collaboration skills.
• Comfortable working within multinational and matrix organizations.
• Entrepreneurial, proactive, and results-driven approach.
• Fluent English required; additional Asian language capabilities are advantageous.

Education

• Bachelor’s degree or equivalent qualification.
• Business, Marketing, Commercial, or related disciplines preferred.