Singapore, 01, SG
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Travel Retail - Strategic Key Accounts Senior Manager

Country : Singapore Singapore

Town : Singapore

Category : Sales

Contract type : Permanent

Availability : Full time

Job description


Shiseido Travel Retail is a fast-growing organization, focusing on distribution within Duty Free Zones (Airports, Downtown Stores, Air flights). The incumbent will play a key role to both develop the Business and Organization in a very exciting and dynamic environment.

The Strategic Key Account Senior Manager will forge strong partnerships with key accounts in Travel Retail Asia (TRA) to become preferred partner for retailers, driving sustainable business growth and gaining market share.


  • Acquire and maintain a deep understanding of the TRA competitive landscape, keeping abreast of market activities and key accounts' visions and goals, formulate mid to long-term strategic objectives for each key account aligned with STR vision.
  • Forge privileged interaction with key accounts; sharing of market insights & better understanding of account needs and areas of strategic focus.
  • With a deep understanding of the market and key account needs/objectives, develop differentiated go-to-market strategies, closely partnering with Regional Sales Directors and working cross-functionally to drive market share and deliver on annual business objectives.
  • Ensure right level of investment and support for key accounts across different touch-points vs. sales growth by reviewing annual plans of each brand.
  • Lead monthly key account business performance analysis, keep abreast of the market situation, competitive activities and communicate widely with internal stakeholders on whitespace opportunities and follow through on any action plan to optimize the business.
  • Lead Joint Business Plan (JBP) and align all internal stakeholders on where to play and how to win with key accounts leveraging STR portfolio of brands and expert functions.
  • Analyse key account P&L to drive profitability and optimize ROI.
  • Support key accounts by ensuring smooth business processes and solving issues related but not limited to operations, regulatory, credit, logistics, etc.

  • Possess a recognized Bachelor's Degree or Master
  • At least 12 years working in either sales / marketing function, preferably in a FMCG and / or Beauty Player with successful track record
  • Commercial experience in Travel Retail
  • Strong influencing and negotiation skills
  • Excellent communication, presentation, and financial analytical skills
  • Strong business acumen, analytical and organization skills
  • Strategic thinker with a data mindset
  • Excellent verbal and written communication skills in English and Mandarin (to liaise with Mandarin-speaking associates)
  • Demonstrates agility and the ability to operate effectively under ambiguity
  • Inspirational leadership and management skills - can motivate and lead with integrity others to achieve results
  • Strong interpersonal and collaborative skills
  • Results orientated with proven track record
  • Proven ability to work with cross-functional and multicultural teams
  • Occasional travelling is required
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