Key Account Manager, Travel Retail

Job Purpose

As Key Account Manager – Travel Retail, you are responsible for driving sales growth and profitability across a defined portfolio of customers within airport retail, airlines (inflight), and cruise channels.

You own the full commercial relationship with your accounts, from strategy definition to execution, ensuring the achievement of quarterly and annual sales targets.

Through strong commercial leadership, performance monitoring, and cross-functional collaboration, you play a key role in the sustainable development of the Travel Retail business.

Key Responsibilities

Key Account Management & Sales Strategy

• Manage and develop a portfolio of travel retail customers
• Define and implement customer-specific commercial strategies aligned with regional and brand objectives
• Set and deliver sales targets by customer, brand, and product category
• Negotiate commercial agreements, assortments, and promotional plans
• Act as the main commercial point of contact for assigned accounts

Business Development

• Drive sustainable business growth through distribution expansion and productivity improvement
• Identify and onboard new customers within the travel retail channel
• Monitor market trends and competitive landscape to identify opportunities

Relationship Management

• Build and maintain strong, long-term partnerships with key stakeholders
• Conduct regular client and market visits to ensure strong market presence
• Ensure a deep understanding of customer needs and retail environments
• Maintain a high level of customer satisfaction and service quality

Performance Monitoring & Reporting

• Monitor sell-in, sell-out, stock levels, and key performance indicators
• Analyze performance trends and implement corrective actions when needed
• Provide accurate sales forecasts to support supply and production planning
• Deliver regular sales reports, performance analysis, and market insights internally

Marketing & Retail Execution

• Collaborate with Marketing teams to define and implement customer-specific activation plans
• Ensure optimal return on marketing investments
• Oversee product launches and monitor their performance

Product & Brand Management

• Manage a portfolio including fashion watches, jewellery, and Swiss watch brands
• Deliver product presentations and lead seasonal launches (twice per year)
• Monitor new product performance and recommend optimization actions
• Conduct training sessions for retail staff (products, brands, selling techniques)
• Act as a brand ambassador, ensuring strong brand visibility and engagement

Cross-functional Collaboration

• Work closely with Marketing, Supply Chain, Finance, and Brand teams
• Ensure alignment between commercial strategy and operational execution
• Coordinate internally to ensure product availability and smooth execution

Skills & Experience

Education & Experience

• Bachelor’s degree in business administration, Marketing, or related field
• Minimum 6 years of experience in sales or key account management
• Strong experience in watches, jewellery, luxury, or related industries
• Proven track record of achieving sales targets and managing retail customers
• Experience in travel retail or international retail is a strong advantage

Skills & Competencies

• Proficient in MS Office (Excel, PowerPoint)
• Knowledge of SAP is a plus
• Fluent in English (mandatory)
• French is a strong plus; additional languages are an advantage
• Strong commercial acumen and negotiation skills
• Results-oriented with a data-driven mindset
• Excellent analytical and problem-solving skills
• Strong project management capabilities
• Excellent interpersonal and communication skills
• Ability to manage multiple priorities in a fast-paced environment
• Team player with strong cross-functional collaboration skills
• Proactive, hands-on, and solution-oriented mindset
• High level of ownership, autonomy, and accountability
• Ability to work under pressure and manage complexity
• Willingness to travel regularly
• Strong motivation to grow within an international environment

What We Offer

• A dynamic, respectful, and international environment
• A supportive and positive team
• Flexible working hours
• Hybrid working (2 days home office per week)
• Health insurance contribution
• Attractive employee discounts
• Long Service Awards
• Competitive pension plan
• Central location, close to the train station