Head of Travel Retail & International

Job Description

Job Purpose

To manage and develop the MMI Travel Retail & International businesses to deliver budgeted net profitability and to make MMI Travel Retail the preferred supplier for Airport, Airline, Cruise ship & Duty-Free retail partners & MMI International the partner of choice for our International Markets, leveraging success in the UAE and across the Group.

The Head of Travel Retail & International will manage the GMs from Travel Retail & the International market entities. They are required to grow and manage existing accounts & markets by presenting new ranges & updating partners’ portfolios. Strategic planning is a key part of this job, supporting their responsibility to develop the pipeline of new business coming into the company into these 2 strategically important channels. This requires a thorough knowledge of the Travel Retail Industry & International Markets, the range/services that can be provided, and of the company’s competitors to sustainable profit growth, ahead of budgets.

Key Position Accountabilities

The job holder is responsible and accountable for (but not limited to) the following:

New Business Development:

• Establish network, build relationships and partnerships with key global and local TR & International market operators to support expansion plans withing strategic markets.
• Negotiate listings, open markets, and doors within the DF&TR channel: airports, in-flight duty free, downtown and border shops, cruise lines & ferries.
• Drive joint business plans with key stakeholders of every key travel retail operator and align on short, mid, long term development plans, managing overheads, investment to maximise ROI & profitable returns.
• Identify and implement processes for managing Travel Retail customers with the regional/local teams.
• Drive market launches, distributor/retailer agreements and contracts, system set up, operations and planning, and work with multi-functional teams to manage day to day operations of the accounts, groups and channels.
• Contribution to shaping organization strategy while developing plans to materialize and analyse business proposals for the region.
• Drive opportunities to strengthen the regional strategy, the best entry and business planning. Lead negotiations working with legal, finance, operation teams and execution of final agreements.
• Responsibility through Board Membership of multiple entities. Legal and legislative adherence/compliance to Group Policies.
• Provide guidance and coaching to MMI International team in market leadership and local partners, ensuring implementation of MMI best practice across the group.
• Conduct Brand principal negotiations to deliver best portfolio for success.
• Contractual and relationship management of our partnerships both JV and Brand Principal.
• Manage and grow the existing international strategic market businesses to their full potential. This at Board level with JV partners, operationally through individual market managers and where necessary directly.
• Develop and achieve the Annual Business Plans for each market focused on revenue achievement and profit contribution.
• Manage Trading, Travel Retail and Diplomatic expansion through UAE based sales team and Focus Brands.
• Ensure financial discipline to deliver maximum profit return.
• Monthly reporting to Senior Leadership Team on performance.

Existing Partnerships:

• Present new products, integrated Category plans and services and enhance existing & new relationships.
• Work with internal colleagues to meet customers’ needs. (Logistics, Supply Chain, Category, Marketing & Sales)
• Arrange and participate in internal and external training sessions.
• Coordinate strategies with current brands and align with customers.
• Manage stock levels in store and forecast stock requirements.
• Manage the day-to-day activities and thrive to increased sales out while minimising stock risk.

Business Development Planning:

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research:

• Full P&L responsibilities for the channels
• Submit weekly progress reports and ensure data is accurate across the teams and channels/markets.
• Forecast sales targets and ensure they are met.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Understand the company\’s goal and purpose so that they will continue to enhance the company’s performance.

Selection Criteria

Essential:

• Minimum of 15 years’ experience in Travel Retail & International market management.
• Ability to work independently and perform multiple concurrent and diversified tasks.
• Must be open to change and willing to pursue new challenges.
• Ability to work in a fast-paced environment with changing priorities.
• Maturity to interface with Executive Level management including the CEO & manage multiple Boards.
• Strong stakeholder engagement skills
• Very strong communication skills—written/verbal.
• Strong financial modelling skills.
• Excellent problem solving and analytical skills.
• Ability to take ownership of projects and drive them through to completion
• Team player and self-starter

Desirable:

• Travel Retail experience working in the Middle East, Africa & Asia with solid international success.
• Comfortable and experienced with Emerging markets, the role requires Travel on a regular basis.
• Wine and spirits qualifications preferable (WSET)