Overall responsibility for the strategy, management, commercial performance and profitability, including sales, key accounts, distributors, new business, pricing, portfolio, forecasting, supply and team leadership.

(1) Develop and implement strategy, including market priorities, channel development, distribution expansion, portfolio development, and long-term growth plans.

(2) Take responsibility for the commercial and financial performance of the Travel Retail business, including sales, profitability, commercial investments, and A&P expenditure within approved budgets.

(3) Lead annual business planning, including sales targets, budgets, forecasts, KPIs, A&P requirements, and headcount planning.

(4) Lead the Travel Retail sales function and ensure achievement of approved sales, profitability, distribution, and market development objectives.

(5) Build and maintain senior-level relationships with key Travel Retail operators, distributors, customers, and strategic partners.

(6) Lead major customer negotiations, annual business reviews, pricing discussions, and commercial agreements.

(7) Monitor sales, depletions, distribution, stock levels, customer performance, and profitability and implement corrective actions where required.

(8) Identify and develop new markets, customers, distributors, and business opportunities across airport duty-free, border stores, cruise, inflight/airlines, seaports, and other relevant Travel Retail channels.

(9) Define appropriate routes to market and lead new business opportunities from initial evaluation through negotiation, listing, and commercial launch.

(10) Develop and manage Travel Retail pricing and commercial conditions, including customer pricing, margins, discounts, rebates, commissions, and promotional support.

(11) Monitor competitor pricing, customer margins, retail prices, and market conditions and recommend adjustments where required.

(12) Develop Travel Retail portfolio and customer-specific assortment strategies, including SKU prioritization, new listings, new product introductions, and portfolio expansion.

(13) Develop and manage the annual Travel Retail A&P and commercial investment plan within the approved budget.

(14) Allocate approved A&P across customers, markets, brands, promotions, visibility programs, HPP/SPP, incentives, POSM, tastings, and other commercial activities.

(15) Evaluate the effectiveness and ROI of major commercial and marketing investments.

(16) Cooperate with Marketing on Travel Retail-specific campaigns, exhibitions, events, promotional activities, and brand activations.

(17) Lead Travel Retail sales forecasting and demand planning, including annual and rolling forecasts and major customer requirements.

(18) Coordinate with Supply Chain, Production, and Logistics to ensure product availability and timely fulfillment of customer requirements.

(19) Lead, manage, and develop the Travel Retail team, including setting objectives and KPIs, allocating customers and markets, monitoring performance, and providing coaching.

(20) Define team structure and recommend headcount and resource requirements based on business priorities and growth objectives.

(21) Monitor Travel Retail market trends, competitor activity, pricing, customer requirements, and channel developments.

(22) Prepare and present management reports, forecasts, business reviews, and annual Travel Retail plans.

(23) Provide senior management with commercial analysis and recommendations regarding sales, profitability, customers, competitors, and growth opportunities.

(24) Represent the Company at customer meetings, negotiations, Travel Retail exhibitions, and industry events.

(25) Carry out other duties reasonably directed by the Line Manager in connection with the above responsibilities.

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Decision-Making Authority

At the beginning of each financial year, the Head of Travel Retail Department prepares and agrees with the Managing Sales Director and CEO the key commercial framework for the Travel Retail business, including: pricing and customer commercial terms, discount and rebate levels, annual A&P budget and major commercial investments, sales and profitability targets, team structure and headcount requirements.

Within the approved annual business plan, pricing framework, commercial terms, and A&P budget, the Head of Travel Retail Department has authority to approve customer discounts, promotional activities, incentives, visibility programs, HPP/SPP, POSM, tastings, and allocation of approved A&P funds.

Pricing, discounts, commercial conditions, additional A&P expenditure, headcount, or other material commitments outside the approved framework require additional approval from the Managing Sales Director and/or CEO in accordance with Company procedures.

Minimum Education Qualifications

(1) University degree in Business Administration, Economics, Marketing, Management, International Business, or a related field.

(2) Additional qualification in sales, marketing, international business, Travel Retail, or commercial management is an advantage.

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Experience

(1) At least 10 years of professional experience in the alcoholic beverages industry, preferably within the spirits or premium spirits’ sector.

(2) At least 5 years of experience in managerial or senior commercial positions.

(3) At least 4 years of proven experience in international Travel Retail, duty-free, airport retail, or related international duty-free distribution channels.

(4) Strong experience managing international Travel Retail operators, distributors, customers, and key accounts across multiple markets.

(5) Proven track record of achieving sales, profitability, distribution, and market development targets.

(6) Proven experience managing and developing commercial or sales teams.

(7) Strong experience in commercial negotiations, pricing, discounts, contracts, budgeting, forecasting, profitability, and A&P management.

(8) Strong knowledge of international Travel Retail and duty-free structures, distribution models, pricing, trade marketing, and competitive dynamics.

(9) Strong senior-level negotiation, presentation, analytical, and stakeholder management skills.

(10) Fluent English, both written and spoken, including business negotiations, presentations, reporting, and correspondence.

(11) Willingness and ability to travel internationally on a frequent basis.

Head of Travel Retail Department

Job Description