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Head of Travel Retail

Dubai - United Arab Emirates


Enthusiastic, self-motivated, commercially driven individual who always achieves high standards in

assignments undertaken.

Confident and assertive, capable of independent decision making and using exceptional communication

skills to develop successful working relationships, with internal and external stakeholders at multiple levels.


Strategic Planning and Execution, Business Development, Category and Portfolio Management, Customer Engagement, Customer Relationship Management, Brand Marketing, Project Management, Talent Management

Company : On request

Position: Head of Travel Retail

Period : Oct 2014 to Present

Position : Sales Manager Travel Retail

Period : Oct 2008 to Oct 2014

A subsidiary of ********* and is the number one beverage supplier to travel retail, hotels,

restaurants and bars in the UAE and Oman, and continues to expand across East Africa, Gulf, Middle East, Indian Ocean and South-East Asia as leading independent distributor.

With focus on building long-term, sustainable partnerships across multiple luxury and premium beverage categories, I have delivered demonstrable success with our travel retail partners who include Dubai, Bahrain and Muscat Duty Free, as well as Emirates Airline, Etihad Airways and Cathay Pacific (11 Airport shop operators across 7 countries, 10 airlines, 15 airport lounges and 29 airport F&B outlets).

This success has been delivered by adhering to strict service standards driven by a strong performance

management culture working with both brand and operator partners to enhance customer engagement

through the creation of relevant experiences and access to product discoveries.

Key alcoholic beverage brands represented include; LVMH, Bacardi Martini, Brown Forman, Edrington,

Heineken, as well as non-alcoholic beverages including Voss Water, Fever Tree (Full management of +30

FMCG brand partners).

A key position within the Senior Management Team, developing business strategy, structural goals, key

performance indictors and service improvement

• Responsible for the strategic planning, development and execution of airline and airport business

across both a regional and international marketplace

• Development of channel annual and long-term business plans, ensuring alignment to the long-term

strategic direction of the company

• Accountable for channel yearly financial targets, with yearly over achievement

• Maintaining long-term and developing new sustainable strategic partnerships via creating and

delivering unique turn-key solutions to client’s objectives and needs for both operator and brand


• Developing and delivering long-term strategies and partnership concepts based on partners objectives

and vision including full category management solutions. Full concept development, design,

management and implementation

• Creating and managing tender processes for operator partners to ensure objectives are met and


• Working directly with luxury brand partners to create brand strategy guidelines

• Responsible for the analysis of competitive environment and customer trends

• Identify, negotiate and agree commercial terms with brand partners that would fit within our portfolio

• Build and manage strong commercial customer relationships at all levels

• Prepare and manage annual budgets, financial overviews and accounts

• Creating forecasts and shipping plans.


• Successfully delivered and exceeded revenue and gross profit budgets from 2009 to 2023

• Successfully secured and developed long term full category management partnerships with customers

such as Etihad Airways, Cathay Pacific, Qatar, Muscat and Bahrain Duty Free

• Created, developed and delivered relevant experiential concepts based on brand and operator

partner objectives and vision to enhance customer engagement - Moet & Chandon Champagne Bar

and Voss Water Health Hub with Emirates Airline

Company : On request

Position : General manager sales and marketing

Period : 2002 to Oct 2008

********* is the largest independent distributor in the UK Travel Retail marketplace specializing in sales, marketing and distribution services for the world’s most iconic Alcoholic, Confectionary and Perfumes & Cosmetic brands to Airline, Airport shop, Ferry and Cruise Line partners.

Operator partners of note managed during my tenure included British Airways, Virgin Atlantic, EasyJet,

World Duty Free Group, P&O Ferries and Carnival Cruises Group.

• Responsible for the strategic planning, development and execution of airline, airport, ferry and cruise-

line business across the UK and French marketplaces

• Accountable for Channel yearly financial targets, with yearly over achievement Sales and development

for all new and existing business development including the acquisition of new brands

• Management of P&L to ensure maximum net profit

• Build and manage strong commercial customer relationships at all levels

• Identify, negotiate and agree commercial terms with new brand partners that would fit within

company portfolio

• Build and manage strong commercial customer relationships at all levels

• Accountability for successful development and profitability within business

• Develop and implement strategies for all brands within UK travel retail marketplace to ensure they sit

within the brands global strategies

• Full responsibility and autonomy for all brand and customer issues


• Increasing contribution by 65% for period December 2005 – October 2008

• Identified and negotiated full representation of world leading key alcoholic brands within

UK market

Position: UK Key Account Manager

Period : March 2002 – December 2005

• Development and progression of over 30 wine and spirit brand principals sales within the UK and

French travel retail marketplace

• All sales negotiations and implementation of A&P budgets on behalf of brand partners to retail

operator partners

• Conceptual development of creative campaigns, promotions, marketing and merchandising

strategies for brand partners, and subsequent management of such programmes.

• Development and implementation of new strategies to increase and maximise revenue and gross

profit opportunities.

• Submitting and presenting regular sales reports to brand partners and board of directors.

• Creating forecasts and shipping plans.


• Increasing contribution by 95% over 3 years.

Company : On request

Position: International Business Development Manager

Period : Oct 1999 - Nov 2001

A remit focused on developing new and existing international clients advertising needs across all titles.

• Development of new and existing business within travel and airport retail industry

• Preparation of material for client presentations.

• Day to day management of international client advertising and marketing needs, including creative

campaign design, advertising copy and production needs.

• Development and design of an on-line media file to provide instant access to sales information to


• Development and design of an interactive database to provide instant access to sales and client


• Full responsibility for planning and sales of industry buyer database.

• Assisting in developing content and presenting material at annual industry conferences

• Invoicing and credit control.

Company : On request

Position: Advertising Manager

Period : Mar - Sept 1999

Media focusing on the duty and tax free luxury goods industry developing a strong reputation for breaking industry news and providing valuable statistics and market analysis.

• Day-to-day management of international client advertising and marketing needs.

• Developing new business and improving revenue yield.

• Concept design and delivery of reproducing annual databases and directories print publications to an

interactive digital medium.

Company : On request

Position: Recruitment Advertising Sales Executive

Period : Sept 1997 - Mar 1999

B2B magazines, Web sites, and directories for information technology, business, finance, and information markets.

• Accountable for developing direct advertising space across a portfolio of 7 titles within the IT and

Finance marketplace.

• Accountable for development of stand-alone direct sales team for ‘**********’ in July 1998

• Responsibility for a number of key client accounts across the whole portfolio remained during my


Company : On request

Position: Advertising Sales Manager

Period : Jan 1995 - Mar 19997

B2B and B2C magazines, directories, and buyer’s guides specializing in four business areas: photography and imaging, leisure and health, county guides, and business


• Responsible for development of advertising sales revenue in a number of titles within the portfolio

• Identify and secure new advertising clients.

• Page planning advertising space

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