Account Manager - Travel Retail

Diageo India Pvt Ltd; Gurugram District, Gurgaon; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Diageo India Pvt Ltd is seeking an for Delhi Duty Free to manage a premium travel retail portfolio from Gurugram. You will own P&L, build strong relationships with distributors, and drive brand and category growth through JBPs and well-executed trade plans.

The role requires 5–7 years in client or key account management within FMCG or related sectors, with strong negotiation and leadership abilities. Travel to duty-free channels and airports will be required; you will collaborate across Finance,

Qualifications

• 5–7 years of client management / Key Account Management experience (FMCG, food & beverage, or cosmetics preferred).
• Travel Retail experience preferred.
• Strong negotiation experience in complex commercial environments.
• Proven ability to develop and implement strategy while driving execution to completion.
• Proactive, resilient, and self-motivated; thrives in ambiguity.
• Strong attention to detail in both planning and execution.
• Ability to inspire and lead cross-functional teams.
• Excellent understanding of P&L management.

Responsibilities

• Own and deliver full P&L performance across Delhi Duty Free accounts.
• Lead S&OP and AOP cycles, engaging senior leadership.
• Drive forecasting across depletions, shipments, stock, Trade Spend and A&P budgets.
• Conduct distributor performance reviews and implement corrective actions.
• Develop and agree Joint Business Plans with stakeholders.
• Lead cross-functional collaboration to deliver JBPs and trade plans.

Skills

Client management

Negotiation

Strategic thinking

Leadership

P&L management

Job description

Account Manager Delhi Duty Free

Job Description : Job Title: Account Manager Delhi Duty Free

About us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future. Join us to create a career worth celebrating.

About the Function

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year. We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

Diageo Context

Diageo was created in 1997, built on the foundations laid by industry pioneers including Arthur Guinness, John Walker, and Elizabeth Cumming. Today, Diageo is a global leader in beverage alcohol with a portfolio of over 200 brands. The company owns the world’s two largest spirit brands, Johnnie Walker and Smirnoff, as well as 20 of the world’s top 100 spirit brands. The portfolio includes Crown Royal, J&B, Buchanan’s and Windsor whiskies; Cîroc and Ketel One vodkas; Captain Morgan; Baileys; Don Julio; Tanqueray; and Guinness. Diageo has built a strong growth platform through sustained brand investment and strategic acquisitions, expanding both geographical footprint and category depth. Its diversified portfolio spans multiple price tiers, allowing participation where consumer opportunity is greatest and capturing shifts in consumer preference. Diageo’s culture is guided by five core values. Employees are passionate about customers and consumers, strive to be the best, empower each other to succeed, and take pride in both what they do and how they do it. While the company evolves continuously, its values remain constant.

Context / Scope

The Account Manager role carries significant responsibility in delivering Diageo’s growth plan through exceptional management of India Travel Retail customers and world-class execution of commercial Joint Business Plans. Delivery of the Annual Operating Plan (AOP) through customers and Brand Ambassadors is central to success. Stakeholder engagement and relationship management are critical drivers. The role is accountable for P&L performance and market share growth, requiring strong commercial acumen to identify sustainable and profitable share growth levers.

Dimensions

• Financial accountability


• High market complexity within an ambiguous, multicultural environment

Top Accountabilities

• Own and deliver full P&L performance, including volume (shipments and depletions), NSV, OP, pricing, A&P, Trade Spend, and margin mix through strong negotiation and long-term value creation.


• Lead S&OP and AOP cycles, confidently engaging senior leadership to articulate business vision.


• Drive accurate forecasting across depletions, shipments, stock control, Trade Spend, and A&P budgets.


• Conduct regular distributor performance reviews against agreed commercial scorecards, implementing corrective action plans.


• Apply entrepreneurial and creative thinking to over-deliver KPIs and mitigate risks through scenario planning.


• Develop and agree Joint Business Plans (JBP) aligned with Diageo 365 essentials for sustainable stakeholder value.


• Lead cross-functional collaboration (Finance, Customer Marketing, etc.) to deliver exceptional JBPs.


• Build impactful trade plans that enhance consumer experience at point of purchase and grow category share.


• Ensure world-class execution at airport level aligned with Diageo Global Brand Standards.


• Maintain full compliance with governance, policies, and SOAs.


• Build and sustain strong customer relationships, even through challenging negotiations.

Qualifications & Experience Required

• 5–7 years of client management / Key Account Management experience (FMCG, food & beverage, or cosmetics preferred).


• Travel Retail experience preferred.


• Strong negotiation experience in complex commercial environments.


• Proven ability to develop and implement strategy while driving execution to completion.


• Proactive, resilient, and self-motivated; thrives in ambiguity.


• Strong attention to detail in both planning and execution.


• Ability to inspire and lead cross-functional teams.


• Excellent understanding of P&L management.

Leadership Standards

Win Through Execution

• Sets direction independently and takes broad accountability.


• Demonstrates high energy and ambition for successful outcomes.


• Balances analysis with execution and adapts to new information.


• Identifies urgent and important opportunities or risks.


• Generates solutions, makes decisions, and takes action.

Shape the Future

• Sees the bigger picture from multiple perspectives.


• Creates clarity and integrates diverse thinking.


• Breaks down complex problems thoroughly.


• Encourages new approaches and ways of working.

Inspire Through Purpose

• Finds meaning in work and aims to make a difference.


• Understands cultural context and its influence.


• Demonstrates awareness of impact on others.


• Communicates persuasively and effectively.


• Adapts influencing style to different audiences.

Invest in Talent

• Shows confidence and resilience.


• Maintains optimism and recovers quickly from setbacks.


• Demonstrates self-awareness and seeks development opportunities.


• Actively pursues feedback and growth.

Flexible Working Statement

Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you’re supported from day one.

Diversity statement

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this. We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Worker Type

Regular

Primary Location

Gurugram

Job Posting Start Date

2026-03-06

Experience Level

Mid Level