Key Account Manager

Pernod Ricard; Dubai; On-site; USD 60,000 - 100,000; Full time

Job summary

Join a forward-thinking company that thrives on innovation and teamwork in the travel retail sector. This dynamic role involves managing key accounts across diverse regions, focusing on sales and brand activation. You will develop strategic sales plans, foster strong customer relationships, and oversee a team of brand consultants. With a commitment to excellence and a passion for the industry, your contributions will directly impact the success of the business. If you are a motivated self-starter with a growth mindset, this is the perfect opportunity to elevate your career in a vibrant and inclusive environment.

Qualifications

• 5+ years in key account management within travel retail or FMCG.
• Strong negotiation and analytical skills are essential.

Responsibilities

• Develop annual business sales plans and manage key accounts.
• Build relationships with retailers and ensure sales targets are met.

Skills

Key Account Management

Negotiation Skills

Sales Planning

Customer Relationship Management

Analytical Skills

Presentation Skills

Organizational Skills

Education

5+ years in Travel Retail or FMCG

Knowledge of Supply Planning

Tools

Excel

PowerPoint

Job description

This position is within our Global Travel Retail (GTR) business, a key market segment that brings Pernod Ricard brands to life in the travel retail channel, including airports, airlines, and border shops worldwide. Our diverse team spans over 20 locations and more than 30 nationalities, fostering an inclusive and dynamic culture driven by a passion for travel and its transformative power. Stay connected with our latest projects via our @pernodricardtravel Instagram page.

Position Summary :

The role reports to the Head of Commercial for GTR India, Middle East, and Africa Business Unit. It involves managing selected key accounts in the region, with a focus on Israel and Africa. The incumbent is responsible for achieving sales, merchandising, and promotional objectives through effective key account management. Main responsibilities include:

Business Development

1. Develop annual business sales plans for each customer, based on sales goals (sell-in/sell-out), key markets, new product launches, and activation programs.
2. Present plans to key customers and conduct regular follow-ups to ensure objectives are met.
3. Participate in monthly team meetings and prepare necessary data and reports.

Customer Relationship

1. Build and nurture strong relationships with key retailers at all organizational levels through regular meetings and hospitality to reinforce our partnership.

Forecasting

1. Monitor customer orders, depletions, and stock levels to forecast business accurately and meet sales targets.
2. Coordinate with planning teams and customers to align forecasts with actual orders.

Point of Sales Management

1. Secure activation space aligned with annual business plans and sales targets.
2. Conduct regular market visits to ensure proper execution of activations, adherence to planogram guidelines, and quality merchandising.
3. Collect insights from store teams to facilitate quick and effective decision-making.

Brand Consultants Management

1. Manage the team of Brand Consultants, including performance assessments and recruitment as needed.
2. Design and implement retail strategies.

Reporting

1. Manage A&P budgets and accruals to maximize efficiency and strategic outcomes.
2. Follow up on account receivables/payables and keep finance updated on payment statuses.

Additional tasks may include preparing management presentations and conducting deep-dive analyses on specific issues.

Qualifications / Requirements :

Education :

• Minimum 5 years of relevant industry experience (travel retail, wine & spirits, FMCG, luxury brands) or similar key account management roles.
• Knowledge of supply planning and inventory management is advantageous.
• Proven success in negotiations with international customers.
• Motivated, proactive, team-oriented with positive work attitude.
• High energy, excellent organizational and time management skills.
• Strong presentation, communication, and negotiation skills.
• Results-oriented with strong analytical abilities.
• Adaptable to changing environments and capable of strategic planning.
• Self-starter with innovative ideas and growth mindset.
• Ambition to learn and develop within the team.
• Fluent in English is required.

Technical Skills :

• Proficiency in Excel and PowerPoint.

Travel / Market Visits :

Approximately once every two months, depending on the destination and current situation.