BAT is evolving at pace into a global multi-category business. Our purpose is to create A Better Tomorrow™ by Building a Smokeless World.
To achieve our ambition, we are looking for colleagues who are ready to join us on this journey! Tomorrow can’t wait, let’s shape it together!
ROLE PROFILE
Job title | Account Executive |
Reports to | Account Manager, BAT GTR |
Function | Marketing |
Sub Function | Trade |
Purpose statement:
The Account Executive will support the management and growth of the Global Key Travel Retail account across an assigned portfolio of markets and channels.
The role is responsible for converting account strategy into market-level commercial execution, supporting customer negotiations, delivering agreed sales and profitability objectives, and coordinating cross-functional activities across Category, Brand, Supply Chain, Finance, Legal, Customer Service and Market Planning.
The Account Executive will act as a key day-to-day contact for relevant customer stakeholders and will ensure that pricing, portfolio, promotions, forecasting, new product introductions, space and visibility plans, and operational matters are managed accurately and delivered on time.
Key Accountabilities:
Commercial Performance
- Support the delivery of revenue, volume, profitability and market-share objectives.
- Monitor performance by market, category, brand, SKU and location.
- Identify commercial risks, performance gaps and growth opportunities.
- Translate data and customer insights into clear recommendations and actions.
- Support the monthly forecast, latest estimate and risks-and-opportunities process.
Customer Management
- Build effective relationships with relevant buyers and market stakeholders.
- Act as a key day-to-day contact for your assigned markets or channels.
- Prepare and coordinate customer meetings, business reviews and follow-up actions.
- Support the Account Manager with customer negotiations, commercial agreements and strategic initiatives.
- Ensure customer requests, actions and deadlines are managed accurately and on time.
Portfolio and Product Launches
- Conduct regular portfolio reviews and identify opportunities for assortment optimisation.
- Develop recommendations for product listings, delistings and SKU rationalisation.
- Coordinate new product introductions and product transitions with the customer and internal teams.
- Ensure pricing, product data, regulatory information, forecasts and launch timings are aligned.
- Track distribution and availability following launch and address execution gaps.
Pricing and Promotions
- Support the development and execution of market-level pricing strategies.
- Coordinate price-change submissions and track implementation.
- Assess the expected volume, margin and customer impact of commercial activities.
Space, Visibility and Market Execution
- Support negotiations for appropriate space and visibility across priority locations.
- Coordinate promotional activities, brand activations and high-profile campaigns.
- Ensure activations are delivered with the correct products, materials and stock availability.
- Conduct regular market and airport visits to review availability, assortment, pricing, visibility.
- Produce clear visit reports with observations, recommendations and follow-up actions.
Forecasting and Supply Coordination
- Provide accurate and timely commercial inputs into the monthly forecasting process.
- Review forecasts, customer orders, stock levels, sell-out and inventory coverage.
- Identify potential out-of-stocks, excess inventory or supply gaps.
- Coordinate corrective actions with Market Planning, Supply Chain and Customer Service.
- Maintain visibility of upcoming launches, promotions, transitions and seasonal requirements.
Cross-Functional Coordination
- Work closely with Brand, Category, Shopper Marketing, Finance, Legal, Supply Chain, Customer Service and Market Planning.
- Establish clear responsibilities, milestones and deadlines for account initiatives.
- Provide concise, decision-oriented updates to senior stakeholders.
- Escalate commercial, regulatory or operational risks early, with a recommended course of action.
- Maintain accurate trackers covering account activities, customer actions and key commercial topics.
Essential Experience and Capabilities
- Experience in key account management, sales, trade marketing, customer development or commercial planning.
- Strong commercial and financial acumen.
- Excellent analytical skills, with the ability to convert data into recommendations and actions.
- Strong customer-management, communication and influencing skills.
- Experience coordinating multiple stakeholders and cross-functional workstreams.
- High attention to detail and strong execution discipline.
- Proficiency in Excel, Power BI and PowerPoint.
- Willingness to travel internationally.
Desirable Experience
- Experience within Global Travel Retail, FMCG or another highly regulated category.
- Previous exposure international travel retailer.
- Understanding of airport retail, border stores, airlines, ferries or cruise channels.
- Experience with Power BI, customer sell-out data, forecasting or inventory analysis.
- Exposure to pricing, revenue growth management and customer investment.
The Ideal Candidate
You will be commercially curious, analytical and confident working within a complex international account. You will combine strong attention to detail with the ability to understand the wider commercial picture.
You should be comfortable moving between analysing SKU-level performance, coordinating a product launch, resolving an operational issue, preparing for a customer negotiation and presenting recommendations to senior stakeholders.
Most importantly, you will bring a proactive mindset, strong ownership and the ability to build trusted relationships while delivering results
Key Success Factors:
- Delivery of agreed revenue, volume, profitability and market-share targets.
- Timely execution of new product launches, price changes and promotional activities.
- Strong product availability and reduced out-of-stocks across priority locations.
- Customer investment managed within agreed budgets.
- Clear and accurate forecasting inputs.
- Customer and internal deadlines consistently delivered.
- Strong working relationships with customer and internal stakeholders.
- Commercial and operational issues resolved with pace and ownership.
What we offer you?
- We offer a market leading annual performance bonus (subject to eligibility)
- Our range of benefits varies by country and includes diverse health plans, initiatives for work-life balance, transportation support, and a flexible holiday plan with additional incentives
- Your journey with us isn't limited by boundaries; it's propelled by your aspirations. Join us at BAT and become a part of an environment that thrives on internal advancement, where your career progression isn't just a statement – it's a reality we're eager to build together. Seize the opportunity and own your development; your next chapter starts here.
- You'll have access to online learning platforms and personalized growth programs to nurture your leadership skills
- We prioritise continuous improvement within a transformative environment, preparing for ongoing changes
WHY JOIN BAT?
We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.
Collaboration, inclusion and partnership underpin everything we do here at BAT. We are looking forward to enabling every individual to thrive, regardless of gender, sexual orientation, marital or civil partnership status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, skills, experience, education, socio-economic and professional background, veteran status, perspectives and thinking styles. We know that embracing talent from all backgrounds is what makes us stronger and best prepared to meet our business goals.
We see the career breaks as opportunities not obstacles. Through The Global Returners program, we support professionals looking to restart their careers after an extended absence from the workforce (e.g. time out caring for family, parental leave, national service, sabbatical and/or starting an own venture).
Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award winning employee experience here.
If you require any reasonable adjustments or accommodations to help you perform at your best during the recruitment process, you are encouraged to notify us. We are fully committed to support you by making appropriate arrangements for you to demonstrate your full potential.
