Key Account Manager – Travel Retail (Middle East)

About the role

Our client, a leading regional FMCG company, is looking for a commercially‑savvy Key Account Manager to lead its Travel Retail business across the Middle East. You will develop strategic partnerships with airport retailers, duty‑free operators and other travel‑related channels, driving profitable growth and expanding the brand’s presence in airports and travel‑convenience locations.

Key responsibilities

• Develop and execute the Travel Retail growth strategy for the Middle East.
• Manage relationships with duty‑free operators, airport retailers, travel convenience stores, airline retail partners and lounge operators.
• Drive sales growth, distribution expansion and visibility across existing and new travel retail accounts.
• Lead annual business planning, commercial negotiations, promotional agreements and joint business reviews.
• Identify opportunities for new listings, airport expansion and channel‑specific initiatives.
• Optimize assortment, pricing, promotional plans and visibility programs based on passenger demographics.
• Collaborate with Marketing, Trade Marketing, Supply Chain, Finance and Category teams to meet commercial objectives.
• Monitor sell‑in and sell‑out performance, inventory levels and promotional effectiveness.
• Conduct regular airport and customer visits to ensure execution excellence.
• Drive innovation such as travel‑exclusive packs, premium gifting formats and category development.

Required profile

• Bachelor’s degree in Business, Marketing, Commerce or a related discipline.
• 5‑10 years of experience in Travel Retail, Duty Free, Airport Retail or Channel Management.
• Proven track record managing airport retailers, duty‑free operators or travel retail accounts.
• Strong commercial acumen with experience in key account management and contract negotiations.
• Experience in FMCG, snacks, confectionery, beverages, premium food or luxury gifting.
• Deep understanding of travel‑retail shopper behavior and gifting, impulse, premium convenience and destination‑led buying.
• Demonstrated ability to deliver sales growth and build long‑term customer partnerships.
• Excellent analytical, communication and stakeholder management skills.
• Regional Middle East experience preferred.

Required skills