Commercial Channels Manager GTR

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Global Travel Retail is a strategic channel that follows our consumers whenever and wherever they travel. We are the fastest-growing JTI market year to date with a presence in more than 160 markets. We also play a critical role in supporting GFB’s brand equity building and Ploom Geo expansion.

We are one of the most diverse teams within JTI, with 220 employees from 41 nationalities spread across more than 29 locations and 6 Regional Hubs.





Commercial Channels Manager GTR

The Commercial Manager OFC is responsible for leading the global strategic development and execution of GTR's Other Focus Channels (OFC), including Airlines, Ship Chandling, and Cruise Lines. The role drives the development, implementation, and continuous evolution of global channel strategies, business plans, and commercial programs to ensure sustainable growth, increased market penetration, and enhanced customer partnerships across these channels.

Working closely with the Commercial Manager Asia, the Strategic Key Account & Channel Development Director, and regional commercial teams (RSDs, RSMs, and ASMs), the incumbent ensures strong alignment between global priorities and regional execution. The role acts as the key link between GTR HQ and the regions, fostering a consistent and transparent channel management approach while adapting strategies to regional and market-specific opportunities.

The incumbent develops a deep understanding of channel dynamics, customer needs, and competitive developments through regular market engagement and collaboration with regional teams and key commercial partners. Through field visits and ongoing stakeholder interaction, the role supports the effective implementation of channel strategies, identifies growth opportunities, and promotes best-practice sharing across markets.

A key responsibility is to monitor channel performance, commercial KPIs, and competitive activities, translating market insights into actionable recommendations for regional leadership and GTR management. The role also contributes to strengthening relationships with key industry stakeholders, distributors, operators, and international partners, driving strategic collaboration and long-term value creation.

The overall objective is to establish and execute a globally aligned OFC strategy that enhances channel competitiveness, strengthens customer partnerships, and delivers sustainable organic growth across Airlines, Ship Chandling, and Cruise Lines within Global Travel Retail.

Position

• Develop and align with Strategic KA & Channel Development Director and Sales regions the strategy and objectives for the identified channels, aiming to drive JTI business growth.
• Supporting Area Sales Managers with the creation of the rolling forecast to build the LE, AP and SP input. Create plans for the Other Focus Channels, in order to grow channels OCC.
• Support emerging regions/markets to scope current business base and identify opportunities for business development and trade engagement. Share channel management best practices among regions and markets.
• Support global commercial channel strategic approach in terms of brand portfolio alignment, pricing alignment and trade marketing programs in close collaboration with the Commercial Channels Manager in Asia, Area Sales Managers and Regional Sales leads.
• Implement brand portfolio assortment, price strategy and through-the-line marketing including merchandising, shelf-space, and promotional programs, monitors progress, in order to grow JTI OCC. This will be achieved through close collaboration with Area Sales Managers for Regional and Local Accounts.
• Monitor and drive the KPIs of the approved channel plans and conduct monthly/quarterly status and results review/ alignment with line manager and other stakeholders.
• Key Account field intelligence and data gathering to drive insights and achieving business objectives and strengthen GTR compliance procedures by formulating appropiate contracts, collecting KYC data and track & trace implementation.
  
  

Requirements

• University degree or equivalent (required).
• 10 years experience in sales & distribution/channel management/field trade marketing. Experience in consumer/trade promotions management.
• Cross cultural experience, Cross functional experience is an advantage, Travel retail experience is an advantage.
• Fluent English (required).
• Other languages are a plus.
  
  

What to expect     

Expect well-being initiatives, flexible work arrangements, growth opportunities, and excellent benefits, including a unique family leave policy. For more details on local policies, speak with the Talent Expert. 

Are you ready to join us? Build your success story at JTI. Apply now!

Next Steps

After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.

At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. If you need any specific support, alternative formats, or have other access requirements, please let us know.

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