MacGregor Black
Head of Group Sales
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Group Head of Sales – Global Travel Retail
London | International Travel
I am pleased to be working with a premium drinks group that is looking to appoint a Group Head of Sales – Global Travel Retail to lead the development and growth of its international Travel Retail business.
This is a senior commercial opportunity for an experienced Global Travel Retail sales professional with a strong background in premium or luxury drinks. The role will take ownership of the international GTR strategy across a portfolio of premium wine and spirits brands, with a particular focus on growing distribution, developing new business and strengthening relationships with key Travel Retail partners.
The Role
Reporting to the Group Sales Director, you will be responsible for shaping and executing the group's Global Travel Retail strategy, identifying new opportunities and delivering sustainable commercial growth across international markets.
Key responsibilities will include:
- Develop and lead the international Global Travel Retail sales strategy across the group's wine and spirits portfolio.
- Build and manage relationships with key Travel Retail operators, distributors and international partners.
- Identify and develop new business opportunities across priority markets and channels.
- Drive sales, distribution and volume growth while maintaining premium brand positioning and pricing.
- Work closely with senior leadership to develop long-term international sales plans and commercial strategies.
- Partner with Marketing to strengthen brand presence, awareness and activation across Travel Retail.
- Identify opportunities to expand distribution and secure prestigious listings across international markets.
- Monitor competitor activity and market developments, using these insights to inform future commercial strategy.
- Manage the GTR sales budget and ensure investment is aligned with commercial priorities.
- Provide wider market and commercial insight to the senior leadership team.
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About You
You will be an established senior sales professional with a demonstrable track record within Global Travel Retail, ideally gained within premium or luxury wine, Champagne, spirits or broader alcoholic beverages.
You will ideally bring:
- Significant experience developing and executing Global Travel Retail sales strategies.
- Established relationships with major GTR operators, ideally including Avolta and Heinemann.
- Experience building international distribution and winning new business across multiple markets.
- A strong understanding of premium and luxury brand positioning within the drinks sector.
- Experience across wine, Champagne or sparkling wine; premium spirits experience would also be highly relevant.
- Strong commercial and financial acumen, with the ability to understand investment, margins and cost implications.
- Excellent negotiation and relationship-building skills, with the confidence to operate with senior stakeholders, distributors and international partners.
- A strong network of international trade contacts.
- The ability to combine a strategic approach with a hands-on, entrepreneurial mindset.
- Willingness to travel internationally on a regular basis.
- Additional languages would be advantageous.
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This is an opportunity to join an ambitious premium drinks business at an exciting stage of its international growth, with significant scope to shape and develop its Global Travel Retail presence.
Location: London
Travel: Regular international travel
Salary: Competitive, dependent on experience
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