About The Role
Our client is a leading global player in the travel retail industry, with a strong presence across airports, cruise lines, and border stores worldwide. They are committed to delivering exceptional brand experiences to travelers and are currently seeking a dynamic Commercial Director to lead and expand their Travel Retail business in Hong Kong and the broader region.
As Commercial Director, you will be responsible for driving the commercial strategy, sales performance, and brand presence across the travel retail channel in Hong Kong and key Asian markets. You will lead a team, manage key client relationships, and work closely with global brand partners to maximize revenue and market share.
Key Responsibilities:
Commercial Strategy & Business Development
Develop and execute the commercial strategy for travel retail in Hong Kong and assigned markets
Identify and pursue new business opportunities with airport retailers, duty-free operators, airlines, and cruise lines
Drive category growth through data-driven insights, market trends, and consumer behavior analysis
Negotiate contracts, trading terms, and space management with key retail partners
Brand & Category Management
Work closely with brand partners to align on product assortment, pricing, and promotional strategies
Ensure optimal product placement, visibility, and brand representation across all points of sale
Monitor category performance and implement initiatives to drive sell-through and profitability
Sales & Financial Management
Achieve and exceed sales targets, gross margin, and profitability goals
Manage the commercial P&L, including budgeting, forecasting, and reporting
Analyze sales data and market intelligence to identify growth opportunities and mitigate risks
Team Leadership
Lead, mentor, and develop a high-performing commercial team
Foster a collaborative and results-driven culture across sales, marketing, and operations
Set clear KPIs and performance objectives for team members
Stakeholder Management
Build and maintain strong relationships with key retail partners, brand principals, and internal stakeholders
Collaborate with marketing, supply chain, and operations teams to ensure seamless execution of initiatives
Represent the company at industry events, trade shows, and client meetings
Requirements:
Minimum 8–10 years of commercial experience in the travel retail industry
Strong understanding of the travel retail landscape in Hong Kong and Asia, including key airport and downtown duty-free operators
Proven track record in sales, category management, and business development within travel retail
Strategic thinker with strong commercial acumen and negotiation skills
Data-driven and analytical, with the ability to translate insights into actionable plans
Excellent leadership and people management abilities
Fluent in English and Cantonese/Mandarin (preferred)
Proficient in Microsoft Office (Excel, PowerPoint) and CRM tools
Results-oriented with a hands-on, proactive approach
Strong interpersonal and communication skills
Ability to thrive in a fast-paced, dynamic environment
Willingness to travel as required
For further details, please contact Vien Ng or send across your details to vn@charlottefrank.com (Job Code: VN/76667)
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