Position Context
Global Travel Retail (GTR) is the channel where Campari Group showcases its key international brands. The Global Travel Retail team partners key GTR channel customers worldwide (serving airports, cruises and airlines) with the aim to maximize core Campari Group brands’ visibility and awareness and strengthen their international development. The Head of GTR EMEA is responsible for leading and executing the commercial strategy for the Travel Retail business in the EMEA region. This role oversees sales, business development, key account management, and brand partnerships with duty-free operators, airports, airlines, and cruise lines. The ideal candidate will drive revenue growth, enhance brand presence, and develop strong relationships with key stakeholders while ensuring alignment with global strategic objectives.
The role reports to the GTR MD and is part of the GTR Lead Team, manages a structure composed of four Key Account Managers, two Field Sales Managers and approximately 30 BAs (internal and external), and collaborates closely with the Regional GTR CCM structure (Channel and Customer Marketing).
Key Responsibilities
* Commercial Strategy & Business Growth
* Develop and implement the regional Travel Retail strategy to drive sales growth and market share.
* Identify new business opportunities within the duty‑free and travel retail sector (airports, cruise lines, border shops, inflight retail).
* Establish annual sales targets, budgets, and performance KPIs in collaboration with senior leadership.
* Drive and monitor Perfect Store project to achieve execution excellence in priority airports.
* Sales & Key Account Management
* Manage relationships with key Travel Retail operators and retailers in the EMEA region.
* Lead contract negotiations, pricing strategies, promotional agreements and joint business planning with partners.
* Monitor sell‑in/sell‑out performance and optimize product assortment to maximize profitability.
* Collaborate with internal stakeholders to ensure seamless demand planning, supply chain and inventory management.
* Marketing & Brand Development
* Work closely with marketing and CCM teams to execute regional marketing and merchandising initiatives.
* Coordinate CCM team in the Region to execute and deliver customer plans.
* Ensure brand visibility and consistency across all travel retail touchpoints.
* Partner with retailers on promotional activities, product launches, and activations to drive consumer engagement.
* Financial & Performance Management
* Own the regional P&L for the Travel Retail channel, ensuring profitability, level of spending and sustainable growth.
* Develop the annual 3‑Year Strategic Business Plan for the area of responsibility; build and manage the yearly budget.
* Analyze market trends, competitor performance, and consumer insights to inform strategic decision‑making.
* Report key performance indicators, forecasts, and commercial updates to global leadership.
* Leadership & Team Management
* Build and manage a high‑performing commercial team, providing leadership and mentorship.
* Foster a results‑driven culture with a focus on collaboration, accountability, and innovation.
* Work cross‑functionally with internal teams (marketing, CCM, finance, operations) to align strategies and execution.
* Is a key contributor to the Regional LT.
Key Relationships
Internal: GTR Managing Director, GTR Leadership team, Finance Director, Demand Manager, HR Manager, Product Supply Chain Management, Country MDs and Regional LT.
External: MDs of key customers and other business partners, as well as their Commercial and Marketing senior management teams, Marketing agencies, Press/Media.
Experience & Education
* Bachelor’s or Master’s degree in Business, Marketing, or a related field.
* 10+ years of experience in commercial leadership roles within Travel Retail, FMCG, Luxury, or Consumer Goods.
* Proven track record of managing regional P&L and delivering strong sales performance.
* Deep understanding of duty‑free and travel retail operations in EMEA.
* Strong negotiation, relationship management, and strategic planning skills.
* Experience leading and developing high‑performing teams.
* Ability to work in a fast‑paced, multicultural, and matrixed environment.
Required Skills & Traits
* Execution & Foresight: are able to deliver extraordinary results, overcoming difficulties, anticipating the future of the business and driving change through solid commercial acumen, ability to win in the short and long term envisioning.
* Business Judgment: proven track record of making timely and effective decisions balancing market, products, financial and organizational issues. Solid financial skills, ability to effectively manage a P&L.
* Consumer Focus: able to put himself/herself in the consumer/clients’ shoes, understanding their current needs and anticipating the future ones.
* Leadership: able to inspire, energize, influence and lead the organization to extraordinary results. Excellent communication, influencing and negotiation skills.
* Outstanding People Management skills: able to attract, retain and develop talent.
* Teamwork: able to work well across all boundaries to reach common objectives and extraordinary results. Excellent emotional intelligence and ability to be successful in a multicultural environment characterized by extreme diversity.
* Innovative problem solving: identifies and resolves problems in a timely manner and gathers and analyses information skilfully, implementing and disseminating a culture of innovative and pragmatic solutions. Flexibility and adaptability to rapidly changing scenarios.
Additional Requirements
* Ability to travel in the Region around 30% of the time.
* Fluent in English.
Our commitment to Diversity & Inclusion
At Campari Group we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual’s race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.
Campari Group believes that fair compensation and equal opportunities are crucial for employees’ well‑being, empowerment, and engagement. Our efforts to ensure fair pay have earned us the Fair Pay Certification by Fair Pay Workplace, an independent organization dedicated to dismantling pay disparities based on gender, race and their intersection.
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