JOB DETAILS

JOB DETAIL

Department: Duty Free and Special Accounts
Reports To: Managing Director

Job Summary
We are seeking a highly motivated and results-oriented Duty Free and Special Accounts Sales Manager to lead and grow our sales efforts across key strategic channels, including airport travel retail, international export, duty-free special accounts, and direct-to-consumer (DTC) sales. This pivotal role requires a strategic thinker with strong leadership abilities, exceptional problem-solving skills, and a proven track record in driving sales performance and market expansion within a complex, multi-channel environment.

Key Responsibilities
1. Airport Travel Retail Management
• Oversee and lead the Airport Travel Retail sales team, consisting of 1 Sales Executive, 1 PC Supervisor, and 2 Product Consultants.
• Develop and execute strategic sales plans to achieve and exceed revenue targets with airport travel retail operators.
• Build and maintain strong, collaborative relationships with key stakeholders.
• Analyze sales performance, market trends, and competitive activities to identify opportunities for growth and implement corrective actions.
• Proactively identify and resolve operational challenges, logistical issues, and sales-related obstacles, demonstrating strong troubleshooting capabilities.
• Ensure high standards of brand representation, merchandising, and display are maintained across all travel retail points of sale.

2. Export Sales Development
• Spearhead the development and expansion of the company's export business, identifying new market opportunities and strategic partnerships.
• Formulate and implement effective export strategies, including market entry plans, pricing structures.
• Manage the entire export sales cycle from lead generation to deal closure.
• Build and nurture relationships with distributors, agents, and key clients to establish long-term, profitable partnerships.
• Monitor global market trends, competitive landscapes, and regulatory changes to inform export strategies.

3. Special Accounts Oversight
• Manage and provide leadership to 1 Sales Administrator responsible for servicing accounts with duty-free privileges.
• Develop and maintain robust relationships with key special accounts, such as embassies, diplomatic missions, and international organizations.
• Ensure seamless order processing, inventory management, and timely delivery of products to special account clients.
• Oversee compliance with all duty-free regulations and protocols for these privileged accounts.
• Identify opportunities to enhance service offerings and expand product penetration within existing special accounts.

4. Direct-to-Consumer (DTC) Sales Growth
• Guide and support 1 Sales and 1 Sales Administrator in the strategic development and execution of the direct-to-consumer business.
• Identify and implement strategies to build and grow DTC sales channels, including online platforms, social media, direct mail, or specialized retail initiatives.
• Analyze consumer behavior, sales data, and market trends to optimize DTC strategies and maximize profitability.
• Collaborate with marketing and product teams to create compelling offers and campaigns that drive direct sales.
• Ensure an excellent customer experience across all DTC touchpoints.

KEY MEASURES:
- Sales targets achievement (and growth)
- Profit
- DSO (Days Sales Outstanding)

REQUIRED WORK EXPERIENCE

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 5−7 years of progressive sales experience, with at least 2−3 years in a managerial or supervisory role.
• Demonstrable experience in at least two of the following areas: airport travel retail, export sales, special/duty-free accounts, or direct-to-consumer sales.
• Proven track record of consistently achieving and exceeding sales targets.
• Strong understanding of sales processes, negotiation techniques, and customer relationship management (CRM) principles.
• Exceptional leadership and team management skills, with the ability to coach, motivate, and develop a high-performing sales team.
• Excellent communication, interpersonal, and presentation skills.
• Highly analytical with strong problem-solving and troubleshooting abilities.
• Ability to work effectively in a fast-paced, complex, and evolving market.
• Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint).
• Willingness to travel frequently, both domestically and internationally, as required.
Preferred Qualifications (Optional)
• Master's degree in a relevant field.
• Experience with specific CRM software (e.g., Salesforce).
• Fluency in additional languages relevant to key export markets.
• Knowledge of customs regulations and international trade agreements.