Travel Retail Area Sales Manager

Job title:
Travel Retail Area Sales Manager

Location:
Miami, FL USA

Type of contract:
Permanent

Reporting to:
Travel Retail Director and Senior Director INDIES

Parfums de Marly & Initio Parfums Privés are looking for a highly driven and commercially Travel Retail Area Sales Manager for the Americas to oversee and accelerate brand performance across the Americas Travel Retail channel.

Based in Miami, the role will work in close collaboration with our Americas distributor (also based in Miami) to drive sell-in, optimize sell-out, strengthen brand equity, and ensure flawless execution across airports, border stores, cruise lines, and duty-free operators. This position requires strong analytical rigor, field leadership, and distributor management capabilities within a premium/luxury fragrance environment.

• Develop and execute the Travel Retail Americas commercial strategy in alignment with global objectives.
• Drive ambitious sell-in targets through structured joint business planning with the distributor.
• Driving aggressive yet structured sell-in growth
• Elevating brand visibility and execution
• Identify and secure new distribution opportunities within key airport and duty-free accounts.
• Negotiate promotional plans, and visibility initiatives with key operators in coordination with the distributor.
• Monitor sales targets and ensure delivery of annual budgets.
• You operate as the brand owner for the region.
• Act as the primary point of contact for the Americas distributor.
• Implement structured monthly performance reviews (sell-in, sell-out, stock levels, pipeline).
• Ensure forecasting accuracy and optimal inventory management.
• Support distributor sales teams with product training and brand positioning.
• Align on trade marketing execution and promotional calendars.
• Retail Excellence & Sell-Out Optimization
• Lead negotiations and commercial discussions with operators alongside the distributor.
• Drive animation excellence, podium placements, and brand visibility in-store.
• Conduct regular market visits (minimum 30% travel) to ensure execution standards.
• Implement corrective action plans where performance gaps are identified.
• Identify underperforming doors and implement corrective action plans.
• Benchmark against competitors and ensure we win in visibility and ranking.
• Ensure compliance with brand guidelines across all retail touchpoints.

• Coordinate regional activation plans in line with global marketing strategy.
• Ensure strong visibility during peak travel periods and key launches.
• Analyze ROI of promotional activities and recommend optimization strategies.
• Ensure podium excellence, strong VM compliance, and impactful animations

• Deliver structured monthly reporting on sales performance, trends, and risks.
• Provide competitive intelligence and market insights.
• Build actionable business reviews for internal and distributor stakeholders.

• Minimum 5 years of experience in Travel Retail, luxury fragrance, beauty, or premium FMCG.
• Proven track record of driving growth in distributor-led markets.
• Experience in the Americas Travel Retail landscape is strongly preferred.
• Excellent analytical skills and proficiency in Excel.
• Strong negotiation and presentation capabilities.
• Entrepreneurial, autonomous, and solution oriented.
• Fluent in English;
  Spanish is a strong asset. French is a plus.

• Minimum 30% travel across the Americas (US, Caribbean, LATAM).
• Regular airport and distributor visits required.
• Trade Show:
  Cannes Tax free or Local Trade shows.