FA10042 - Commercial Manager Retail - dnata Catering & Retail - UAE - Apply here

As a Commercial Manager Retail, you will lead and manage the commercial activities (relationships, sales, marketing, branding, supplier and Group Partnerships) of dnata, and support the department head to develop, implement and manage an integrated commercial strategy to increase  revenue and yield for the business.

In this role, you will

• Support VP Retail to develop and implement a commercial, sales and marketing strategy. Develop a strong, competitive Business Development environment that encourages commercial thinking and drives business growth.

• Develop and enhance the existing systems to maximise the revenue generating potential and enable dnata to build and maintain important data on its key customers and markets.

• Establish an effective communication process with key customers to ensure account potential is maximized across the dnata local and overseas businesses, in a coordinated and consistent manner.

• Provide market analysis on airports, airlines, volumes, revenues, yields etc. in the areas that dnata operate in to better understand the markets and contribute to the identification and targeting of new business and the creation of strategic plans for each of these new  businesses. Compare similar operations across the globe to develop new business proposals and customer offerings.

• Establish relationships with relevant colleagues and interface with the rest of dnata and EK Group to ensure commercial opportunities are identified and acted upon as effectively as possible.

• Implement and maintain a system of Strategic Account Management, to ensure that the business understands and develops its key customer relationships both locally in each business and network-wide in order to increase both yield and revenue. Perform analysis of customer opportunities, revenues and profitability and recommend appropriate corrective action to be taken as a result.

• Oversee commercial activity such as corporate events, collateral (brochures, newsletters, gifts etc.) and branding.  Work closely with the Corporate Communications Account Manager to prepare briefs, annual and quarterly plans and Corporate Communications strategy for dnata.

• Work with dnata International/dnata Catering/dnata AO in order that sales and marketing activity is undertaken in an integrated and unified manner.

• Ensures compliance to all relevant safety policies, procedures and controls across the department  to guarantee employee safety, legislative compliance and a responsible environmental attitude.

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FA10041 - Associate Director, Travel Retail - Godiva Chocolatier (Asia) - Hong Kong - Apply here via hk.jobsdb 

Job Responsibilities:

 The successful candidate will be responsible for leading our travel retail sales, marketing, and operation teams to ensure the deliverables in APAC can be achieved. The work scope will encompass:

 

Sales Management

 

• Participate in annual business plans that are in alignment with the company’s strategic and financial objectives.  

• Develop and implement APAC commercial strategies to drive revenue growth. 

• Lead the setup of annual sales plan and ensure the execution running smoothly.

• Manage and follow-up the P&L and ensure appropriate measures are taken.

• Drive product assortment planning and pricing strategies in line with market trends and customer demand.

• Compile monthly sales reports for senior leadership review.

 

Business Development

 

• Monitor market trends and competitors’ activities to identify business opportunities and improve the brand’s positioning. 

• Build and maintain strong relationships with key travel retailers, distributors, and other relevant stakeholders.

• Explore new business opportunities to enhance market share.

• Proactively participate in different travel retail channels / trade shows / conferences to arouse brand awareness. 

 

Team Management

 

• Coach the team members and build a robust and dynamic team. 

• Collaborate with cross functional team to ensure the process and procedures are effective and efficient.

• Drive the implementation of corporate guidelines/rules and standards.

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FA27031- Food & Beverage Manager - Qatar Duty Free - Doha, Qatar - Apply here 

Qatar Duty Free is recruiting for Food & Beverage Manager to organize, manage and control all QDF front of house food and beverage (F&B) operations as per established strategy and business plan for the financial year. Further responsible to provide oversight and coordination for associated QDF F&B businesses, such as Concessions and JV oversight. Drive business analytics for maintaining market share within Hamad International Airport.  

 

• Drive operational excellence as per Senior Manager / Divisional leadership.

• Develop cyclical Product offers: Menu and composition calendar to optimize business performance.

• Develop and implement F&B Sales data management system to ensure optimal price and quality balance (PQM)

• Day to day management and oversight of all HIA F&B operations and landside outlets.

• Implement and maintain all F&B operational policies and procedures, and ensure standards are met and maintained as per guidelines.

• Ensure safe food service practices are maintained for food handling, cleaning and hygiene, as per HACCP.

• Achieve financial objectives in accordance to the AOP and maximize revenues and profitability.

• Ensure customer service standards are maintained at all times for both internal and external customers.

• Ensure all in-store and marketing activity is correctly briefed and executed.

• Develop financial astuteness of team through monthly business analysis as per established standards. Implement financial policies in the department, including cash handling processes.

• Develop individual business unit (IBU) profit system to enable optimization of net operating income by location, based on changing guest profile.

• Analyze variances to financial targets and initiate corrective actions, provide financial sales data

• Maximize profitability through well identified opportunities for cost mitigation, and improved margins in each revenue stream.

• Control all par levels in outlets and merchandise to ensure effective cost management.

• Complete and present monthly reports on outlets.

• Initiate an ongoing product improvement program that ensures consistent improvement; in co-ordination with the Executive Head Chef, review the F&B offer with the view to further develop the QDF brand to ensure it is relevant, fresh, innovative and achieving desired returns.

• Ensure the QDF F&B offer is in line with the QDF brand equity and excellence achieving regional and global recognition.

• Coordinate with and provide support to all JVCo's and concessionaires in regard to brand and menu development, HACCP, training, marketing, logistics and general landlord support. Ensure all tenants remain contractually compliant.

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JESTRFA25031 - Senior Key Account Manager Travel Retail - KoRo - Berlin, Germany - Apply here​

Started as a Germany-based online shop, we have now grown beyond our borders. In the same way, we are also pushing our products beyond the borders of the internet into the stationary trade. In our Sales team, we make sure that KoRo is available in stores all over Germany and wins new partners every day. Help us to make KoRo accessible in all touchpoints beyond online & traditional retail and tap into new businesses, focusing on travel retail and new businesses like Ho.Re.Ca., with your friendly, curious, and charismatic personality!
 

• You identify market opportunities for new businesses and build new relationships

• You are responsible for the personal support and care of customers and intensify customer relations in the process

• You optimize sales processes to ensure the best supply of products and services to customers. At the same time, you are available for all related questions

• You realize customer- and territory-related sales and turnover targets

• You conduct annual reviews and market analyses

• You will work closely with the Marketing and Operations team, as well as Product development and Management

• You create and manage the controlling (e.g. performance reporting) of your customers

• The evaluation of the key figures becomes the basis for your operative and strategic decisions and the achievement of your goals

• You ensure a smooth flow of information between your customers and your team

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JESTRFA20032 - Key Account Manager GTR - Ferrero - Luxembourg - Apply here​

Ferrero Luxembourg HQ is looking for a Key Account Manager to join the Travel Retail Team in an international and dynamic environment and be the point of reference for Travel Market.

Working in a diverse and inclusive environment and learning from different cultures and personalities will make you feel part of the Ferrero family, with employees at the heart of everything you do.

Main responsibilities

Sales Strategy, Forecast, Budget and Objectives
In this role, you will be in charge of proposing annual strategic plans and the Sales Budget (volumes, trade spending, etc.) for the key accounts assigned. You will be monitoring and tracking the trade spend, forecast vs. orders vs. objectives as well as the Sales Targets achievement and sell out. In case of a negative trend, you will propose recovery plans in advance.

Customer Plans
You will also be analyzing the current Customer Performance and defining future Business Opportunities, Customer-specific goals, and strategy. Additionally, you will develop SWOT Analyses & Performance Reviews as well as Action Plans by Customer and continuously monitor Customers Performance.

Negotiation Activities
As a Key Account Manager, you will define and negotiate contracts with the assigned customers. With the support of Trade Marketing, you will develop specific sales arguments to achieve the Strategic Goals of the customers assigned. Moreover, you will negotiate implementations of planograms and positions at central level and provide support and guidance to sales field for local implementation. You will be in charge of keeping Trade Spending within the Guidelines and ensuring the best ROI.

Deployment & Control
You will monitor the actual in-store deployment, follow up and coordinate with key accounts to ensure local execution is aligned with defined plans and policies. In addition, you will monitor Sales, Stocks & Building Blocks KPIs for the customers assigned and maintain the assigned assortment through on time listing and code opening

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JESTRFA20031 - Key Account Manager GTR - Ferrero - Singapore - Apply here

The purpose is to reach sales targets of the customers assigned, developing the Ferrero business with the Travel Market Key Accounts with a positive P&L, analyzing their performance, creating customer plans, following promotional implementation, negotiating with clients on contracts and joint business plans, managing the budget assigned and placing promotional orders.

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• Manage and follow-up important accounts in area and responsibility of 30%-50% (depending on final assigned accounts) of Asia sales

• Give field support to key account coordinator APAC-MEA in key locations for the company like Taiwan, Hong Kong, Korea, Macau and with the focus on P.R. of China

• Carry out strategy that can vary by customer cluster, with a good understanding of the culture and needs of the designated area

• Propose annual strategical plans and sales budget (volumes, trade spending, etc.) for the key accounts assigned

• Monitor sales targets achievement on monthly basis and propose recovery plans in advance when trend is going negative, monitor and track the sellout trend and trade spend monthly

• Initiate and collect novelties forecast from key accounts, monthly updating the forecast where necessary

• Analyze current customer performance and define future business opportunities, develop customer-specific goals and strategy

• Develop SWOT analyses & performance reviews by customer with a defined action plan by customer

• Define and negotiate contracts with the customers assigned, negotiate with customers the annual / session promotion plan according to marketing plan

• Provide support to trade marketing, specific sales arguments to achieve the strategic goals of the customers assigned

• Negotiate implementation of planogram and position at central level, and provide support and guidance to sales field for local implementation

• Keep trade spending within the guidelines established by the Ferrero commercial policy

• Analyze trade spending and ensure the best return on investment, respect and improve the profit and loss by customer

• Clearly communicate to Key Account Coordinators the agreements reached with customers and the action plan (promotions, etc.) to be deployed on the market

• Monitor the actual in-store deployment, follow up and coordinate with key accounts to ensure local execution is aligned with defined plans and policies

• Monitor sales, stocks and building blocks KPIs for the customers assigned

• Maintain the assigned assortment through on time listing and code opening

• Collect and analyze key account performances and market trends, prepare the necessary reports

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