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- Tasks: Manage key client relationships and drive sales growth in the perfume and cosmetics sector.
- Company: Join SYNERGY - GLOBE TRAVEL RETAIL, a leader in travel retail with over 20 years of experience.
- Benefits: Enjoy competitive pay, opportunities for travel, and a dynamic work environment.
- Why this job: Be part of a mission to enhance retail experiences for global shoppers and brands.
- Qualifications: Experience in sales, strong communication skills, and a knack for negotiation are essential.
- Other info: Opportunity to participate in industry events like TFWA in Cannes.
The predicted salary is between 36000 - 60000 £ per year.
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.
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.
Key Account Manager employer: GLOBE TRAVEL RETAIL
Contact Detail:
GLOBE TRAVEL RETAIL Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Key Account Manager
✨Tip Number 1
Familiarise yourself with the travel retail sector, especially in perfumes and cosmetics. Understanding the unique challenges and opportunities in this market will help you engage more effectively with potential clients and demonstrate your expertise during interviews.
✨Tip Number 2
Network actively within the industry. Attend events like the TFWA in Cannes to meet key players and learn about the latest trends. Building relationships with professionals in the field can open doors and provide valuable insights that will set you apart from other candidates.
✨Tip Number 3
Develop your negotiation skills by practising scenarios relevant to the role. Being able to demonstrate your ability to negotiate effectively with clients will be crucial, so consider role-playing with a friend or mentor to refine your approach.
✨Tip Number 4
Showcase your strategic thinking by preparing a mock client account strategy. This will not only help you understand the role better but also give you a concrete example to discuss during your interview, demonstrating your proactive approach and readiness for the position.
We think you need these skills to ace Key Account Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in sales, particularly in the travel retail sector. Emphasise your achievements in managing key accounts and any specific results you've delivered.
Craft a Compelling Cover Letter: In your cover letter, address how your strategic thinking and customer-oriented approach align with the company's mission. Mention specific examples of how you've successfully built relationships and improved sales margins in previous roles.
Showcase Your Skills: Highlight your communication and negotiation skills, as these are essential for the role. Provide examples of how you've effectively communicated with clients and negotiated contracts to achieve better outcomes.
Research the Company: Familiarise yourself with SYNERGY - GLOBE TRAVEL RETAIL's operations and values. Understanding their focus on operational excellence and customer experience will help you tailor your application and demonstrate your fit for the role.
How to prepare for a job interview at GLOBE TRAVEL RETAIL
✨Research the Company and Industry
Before your interview, make sure to thoroughly research SYNERGY - GLOBE TRAVEL RETAIL and the travel retail industry. Understand their key pillars, recent developments, and how they differentiate themselves in the market. This knowledge will help you tailor your responses and demonstrate your genuine interest in the role.
✨Prepare for Behavioural Questions
Expect questions that assess your strategic thinking, customer orientation, and negotiation skills. Use the STAR method (Situation, Task, Action, Result) to structure your answers, providing specific examples from your past experiences that showcase your competencies relevant to the Key Account Manager role.
✨Showcase Your Financial Acumen
Since the role requires a strong understanding of financial performance and gross margin calculations, be prepared to discuss your experience with financial analyses. Bring examples of how you've improved margins or developed budgets in previous roles to illustrate your capability in this area.
✨Demonstrate Your Communication Skills
Effective communication is crucial for building relationships with clients. During the interview, focus on articulating your thoughts clearly and confidently. You might also want to prepare a brief presentation on a relevant topic to showcase your presentation skills and ability to engage an audience.
