Key Account Manager - Americas Travel Retail - Miami, FL

Ref: 493 Date Posted: Monday 14 Oct 2019
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The priority and focus of Global Travel Retail is to Lead in Luxury Retail and build a leading portfolio of exceptional super premium spirits. Reporting to the Commercial Manager, the Key Account Manager will be a key part of the Americas Travel Retail. The Americas territory includes Canada, USA, Central America and South America. The purpose of this role is to improve the support for Retail channel (airports), drive accelerated profit growth through key customer relationships, and build Edrington portfolio equity. The focus will be to manage customer relationships, accelerate brand plans, align with customer business, and strategically drive new business opportunities. This role will deliver the commercial P&L, enhance the premium brand plans, and to implement strategic visibility for the region. The Key Account Manager will provide full operational management, be in close and frequent contact with key decision makers at key customers, ensure a cost efficient route-to-market, and maintain excellent working relationships.

Job Responsibilities

  • Maximize brand visibility at retail and ensure optimal execution at the point of sale
  • Develop and manage quality customer relationships (key accounts, distributors, agents) across the region
  • Tailor account strategies & joint agreed action plans, leading to maximizing retailers’ sales
  • Contract negotiations including pricing, assortment, activation plans and brand presence
  • Tracking of selling cost and account specific A&P spending vs. budget and forecast
  • Monthly reporting on performance, competitor intelligence and business environment
  • Build and oversee the rolling brand sales forecast (throughout the year), working closely with supply chain team
  • Drive new products presentations and listings
  • Proactively seek new profitable business opportunities

Knowledge, Skills & Core Competencies Required

  • BA degree in Marketing, Business Administration or related field; Master’s/MBA is a plus
  • Fluent in English and Spanish. required
  • 5 years Duty Free / Travel Retail experience with established relationships within the industry
  • Experienced Key Account Manager – Luxury Industry preferred (major categories: Liquor, Perfume, Cosmetics, Watches, Fine Jewelry, and Confectionery)
  • Commercial acumen (P&L, price modelling, promotional evaluation, etc.) & able to demonstrate a successful track record in the achievement of targets & objectives
  • Must be passionate about brands and sensitive to the quality of brand execution.
  • Strong ability to work cross functionally with the team
  • A self-starter who leads by example
  • Strong personality with highly developed interpersonal skill set, excellent relationship builder
  • Strong influencing & negotiations skills to a senior level in customer base
  • Ability to think about the business and brand execution strategically and with a long term approach (beyond fiscal year delivery).
  • Thrives in high-pressure and autonomous role
  • Must be open to travel (40-50% within region) and trade entertaining

Benefits & Perks

  • Competitive salary
  • 100% employer paid premium medical, vision, and dental coverage
  • 401k with company match
  • Flexible Spending Account
  • 100% employer paid premium long and short term disability
  • 100% employer paid premium life insurance and AD&D insurance
  • Additional life insurance options
  • Flex time
  • 13 Paid Holidays
  • 25 PTO Days
  • Summer Fridays Program
  • Employee Assistance Program
  • Generous employee referral program
  • Discounts platform access 
  • Paid parental leave
  • Pre-tax parking/commuter benefit


Edrington provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to general legal requirements, Edrington complies with applicable federal, state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.