Key Account Manager (City of London)

A subsidiary with expertise in sales promotion and passenger activation in airports and duty free areas. With over 20 years' experience, SYNERGY - GLOBE TRAVEL RETAIL operates in France, Germany, Switzerland and the United Kingdom. Its offering is built around four pillars: Data, Operational excellence, coverage and inclusive recruitment.

Tourists and global shoppers from the four corners of the world, professionals in a hurry or regular travellers, these travellers with their varied cultures and expectations are all potential customers for travel retail. The challenge for brands is to break away from traditional retail recipes to attract a captive customer who is versatile, not very loyal and highly price-oriented. Our mission is to help brands in the travel retail network by improving the retail experience: hyper-specialisation of our sales forces to develop cross-selling and up-selling, dramatisation and merchandising.

The Position

Purpose of the position:

• To assist the commercial director in achieving sales and gross margin targets;
• To build strong relationships and grow sales with perfume and cosmetic clients, across the UK and Ireland to achieve the company's objectives;
• To improve gross margins across all clients through effective negotiation and the provision of value-added services;
• Identify new clients and develop opportunities with existing clients to improve revenue streams;
• Respond to requests for quotes, develop them, optimise margins, propose solutions adapted to client budgets;
• To take full ownership of new projects from initial agreement through to completion;
• To engender a culture of continuous improvement & respect with the company and with our clients.

Key accountabilities:

• Managing commercial relationships of key clients on a daily basis;
• Coordinate communication with the operational teams to ensure they are fully briefed on the client's expectations and that the company's standards of operational excellence are met, and output is maximised;
• Achieving sustainable sales growth with existing clients;
• Identifying sales opportunities with new clients;
• Negotiation of framework contracts that improve our commercial position;
• Develop and implement a Key client account strategy for each client;
• Build relationships with top level client contacts outside of normal operational interactions;
• Maintain and circulate an updated forecast of sales orders & leads reflecting business development progress;
• Grow, maintain & build all reporting functionality chargeable to clients;
• Maintain up to date SAP inputs from order through to cash collection;
• To understand and use all available tools such as AIROTA & Power BI to improve GM;
• Participate in the TFWA (tax-free world association) in Cannes, organise customer meetings, and develop a business strategy by account;
• Travel as required to maintain good relationships in the field and view operational activity in the field.

Key performance indicators:

• Company sales growth to be driven in line with Globe TR expectation in 2025 volume/hours targets prescribed for each terminal;
• Build and submit for approval an annual budget for each client, including two scenarios: Optimistic and Realistic;
• Ensure the overall Perfume & Cosmetics (P&C) budget aligns with Globe TR’s projected growth targets;
• Achieve annual positive growth in gross margin figures across each client in line with company expectation;
• Targets to be reviewed annually.

Profile required

Essential qualities & competencies of the role:

• Qualities:

• Strategic thinking: identify and develop long term client strategies;
• Customer oriented: ability to understand and meet customer needs;
• Communication skills: Excellent verbal and written communication that strengthens brand relationships and consistently reflects Globe TR’s values;
• Negotiation: Skilled at reading between the lines, anticipating objections, and developing effective negotiation strategies;
• Financial acumen: understand performance and create actions to improve;
• Ability to identify and close out opportunities.

• Presentation skills;
• Proficient in sales management tools, SAP, Excel, PowerPoint;
• Financial analyses - Calculation of gross margin and budget analysis;
• Experience in the travel retail sector;
• P&C experience;
• Networking;
• Workflow management - follow up on quotes, leads, contracts.