Senior Travel Retail Key Account Manager – Airports

Summary
The Senior Key Account Manager, Retail And Airports will own and drive end-to-end performance of key travel retail accounts across the Americas airports, leading commercial strategy, negotiations, and in-store execution. This role leads Retail Operations Managers and Sales Ambassadors to maximize visibility, sell-out and long-term profitability while coordinating cross-functional activities including marketing, logistics and finance. The position is accountable for P&L, budget performance and delivering best-in-class retail activation.
Responsibilities
Own commercial strategy and lead negotiations with regional and local travel retail partners to maximize revenue and market share.
Lead business reviews and ensure accurate pricing strategy across airports.
Drive end-to-end retail execution from negotiation to in-store activation and performance tracking.
Set priorities for Retail Operations teams and monitor KPIs (sell-out, conversion rate) with action plans to improve performance.
Lead, develop and motivate Retail Operations Managers and Sales Ambassadors to ensure flawless execution.
Accountable for P&L, budget planning and monthly financial reporting.
Coordinate supply planning, shipment schedules and partnerships with local operations and supply teams.
Build and strengthen partnerships with airport authorities and retail partners to increase brand exposure.
Travel approximately 30% to support regional and local accounts.
Requirements
Degree required; MBA preferred.
Fluent in English and Spanish.
Minimum 7 years of international sales experience, ideally in the wines and spirits market.
Strong knowledge of LAC markets and Travel Retail channels.
Proven team management and leadership skills; able to influence cross-functional and non-direct-report teams.
Demonstrated P&L management, negotiation and analytical skills.
Ability to travel ~30% and lift up to 20 lbs.
Must be authorized to work in the United States on a full-time basis.

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