MacGregor Black
Head of Global Travel Retail
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Group Head of Sales – Global Travel Retail
London | International Travel
Do you have senior commercial experience within Global Travel Retail across luxury Wine & Spirits? Have you built successful partnerships with major GTR operators including Avolta and Heinemann? Are you ready to take global ownership of Travel Retail strategy for a growing portfolio of luxury drinks brands?
MacGregor Black is partnering with a leading luxury Wine & Spirits business on the search for a Group Head of Sales – Global Travel Retail. This permanent role is based in London with regular international travel.
This is a senior commercial position with global responsibility for developing and executing the Travel Retail strategy across an internationally recognised portfolio of premium and luxury brands.
Working closely with senior leadership, you will take ownership of commercial growth across the channel, developing strategic operator relationships, expanding international distribution and identifying new opportunities while protecting premium positioning, pricing and long-term brand equity.
Key Responsibilities
- Develop and lead the international Global Travel Retail sales strategy
- Build long-term sales and distribution plans alongside senior leadership
- Own strategic relationships with major international Travel Retail operators
- Deliver ambitious sales, volume and commercial performance targets across the channel
- Identify, evaluate and secure new business opportunities across international markets
- Expand distribution and secure prestigious listings for the portfolio
- Develop commercially sustainable partnerships that protect premium pricing and brand positioning
- Lead negotiations with key customers, operators and distribution partners
- Work closely with Marketing to deliver high-quality brand activations and visibility across Travel Retail
- Manage channel budgets and maintain strong commercial and financial controls
- Monitor competitor activity, channel developments and emerging international opportunities
- Provide senior commercial insight to support the wider international growth strategy
- Represent the business globally through regular customer meetings, market visits and industry engagement
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Qualifications & Experience
- Senior commercial experience within Global Travel Retail, ideally within luxury Wine & Spirits
- Proven track record of developing and executing international GTR sales strategies
- Direct commercial experience working with major Travel Retail operators, including Avolta and Heinemann
- Strong background in Champagne, Sparkling Wine, Wine, Premium Spirits or luxury alcoholic beverages
- Demonstrable success securing listings, developing distribution and delivering new business growth
- Established network of senior contacts across the international Travel Retail channel
- Strong understanding of luxury brand positioning, pricing and route-to-market strategy
- Excellent commercial and financial acumen, including budgeting and cost analysis
- Highly accomplished negotiator with the ability to influence senior international stakeholders
- Strong communication and presentation skills
- Additional languages advantageous
- WSET or equivalent Wine & Spirits qualification desirable
- Comfortable with regular international travel
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Salary & Benefits
- £80,000 – £100,000 base salary
- Performance-related bonus
- Comprehensive benefits package
- London-based with regular international travel
If you would like to learn more about this opportunity or discuss your application, please contact Kieron Hall at MacGregor Black for further information.
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