Travel Retail Manager

Marcolin is seeking an experienced account manager to maintain & develop solid relationships with the company's clients. Reporting to the Head of Travel Retail and Online, the new account manager will grow the company's revenue, identifying new business opportunities for existing and potential new clients in the LATAM countries.

The ideal candidate will be apt in building strong relationships with strategic customers. They will be able to identify needs and requirements to promote our company’s solutions and achieve mutual satisfaction.

Key Responsibilities

1. Develop and sustain solid relationships with a portfolio of major clients to reach sales and profit targets for the AREA, negotiating contracts and spaces.
2. Support the Head of the Channel with budget, planning and forecasting (both sales and orders) on account level as well as regular reporting on sell-in, sell-out and spend.
3. Scout proactively new opportunities within the assigned area, in line with our brands positioning, in order to accelerate business growth with existing and new clients.
4. Present the new collections during fairs, buying days or meetings with customers, ensuring the correct product/potential best sellers are selected.
5. Collect orders and manage the order/reorder portfolio in collaboration with the Customer Service ensuring truthfulness, quality, constant updating and supervising the flow of incoming and outgoing correspondence.
6. Ensure periodic business reviews with clients: organization, preparation of data/presentations and discussion.
7. Work closely with clients in order to get productions forecast based on their sales projection, actively review their forecasts and discuss adjustments if needed.
8. Collaborate with Trade Marketing Dept. to define brand activations (to increase our brands presence and sales), to identify specific needs of the channel/client, to suggest ideas and best practices.
9. Expand the relationships with existing customers by continuously proposing customized solutions that meet their objectives through a thorough understanding of their needs and requirements.
10. Resolve any issues and problems faced by customers and deal with complaints to maintain trust, acting as the main point of contact between key clients and internal teams.
11. Communicate and collaborate with the brand, logistic, credit, finance, planning, admin. departments to ensure that both clients’ and the company’s needs are met, and proactively intervene in case of problems/delay.
12. Every month: analyze sales results and stock on hand, identify best sellers, and slow movers, monitor performances in order to propose de-stock actions if needed and ensure the right level of stock.
13. Support in organizing and delivering training on the product and on sales techniques and motivate the in-store staff to achieve the set objectives.
14. Monitor and ensure merchandising standards are respected, in order to ensure greater product visibility, increase the interest of the final consumer and improve sell-out.
15. Follow up of Store checks and competitors screening in the assigned geographic area.

Key Account Manager Requirements:

1. Bachelor's degree.
2. 5-year proven experience in key account management, experience in Travel Retail Channel is preferred but not a requirement.
3. Proficient in all Microsoft Office applications. Knowledge of SAP will be considered a plus.
4. Strong negotiation and leadership skills.
5. Excellent communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
6. Proven success in driving profitable growth in key LATAM markets.
7. “Can do” and “hands on”, willing to do what needs to be done to get the job done right.
8. Self-driven individual with proactive approach to planning and problem-solving.
9. Fluent in English & Spanish. Knowledge of a third language (Italian or Portuguese) will be considered a plus.
10. Positive attitude and mind set, dedication to work and achievement of goals.