APAC Key Account Manager – Travel Retail

About the role

The APAC Key Account Manager – Travel Retail will lead commercial growth across the Asia‑Pacific travel retail landscape. Reporting to senior leadership, you will act as the primary business contact for duty‑free operators, airports, airlines, cruise lines and other travel‑focused partners.

Key responsibilities

• Manage and expand strategic travel retail and duty‑free accounts throughout APAC.
• Lead negotiations on pricing, listings, promotional spend and commercial agreements.
• Identify and develop new opportunities across airports, airlines, cruises, ferries, border stores and downtown duty‑free locations.
• Design route‑to‑market strategies for both established and emerging markets.
• Own account profitability, revenue forecasting and P&L performance.
• Collaborate with Marketing, Trade Marketing, Finance, Supply Chain and other functions to ensure seamless execution.
• Represent the business at industry events and maintain senior stakeholder relationships.
• Support portfolio growth through product launches, innovation and customer activation initiatives.

Required profile

• 5–8 years of commercial experience in FMCG, beverage, consumer goods, luxury or beauty sectors.
• Proven track record in key account management, business development or distributor management.
• Experience in travel retail, duty‑free, export or regional channel management is strongly preferred.
• Demonstrated ability to manage multi‑country or APAC markets.
• Experience influencing P&L, revenue, margin and ROI metrics.
• Fluent English; additional Asian language skills are a plus.

Required skills

• Strong commercial acumen and negotiation capability.
• Ability to build and manage senior customer relationships.
• Strategic thinking with a hands‑on, execution‑oriented mindset.
• Financial literacy covering pricing, margin, ROI and business planning.
• Excellent stakeholder management and cross‑functional collaboration.
• Comfortable working in multinational, matrixed organisations.