Title:  Commercial Channels Manager

Job ID:  94512
Country:  Singapore
City:  Singapore
Professional area:  Sales
Contract type:  Permanent
Professional level:  Experienced

Singapore, 01, SG, 00000


We are JTI, Japan Tobacco International, and we are present in 130 countries. We have spent years innovating, creating new and better products for the consumers to choose from. This is our business. But not only. Our business is our people. Their talent. Their potential. We believe that when they are free to be themselves, and they are given the opportunity to grow, travel and develop, amazing things can happen.

That’s why our employees, from around the world, choose to be a part of JTI. It is why 80% of employees feel happy working at JTI. And why we’ve been awarded Global Top Employer status, ten years running

So when you’re ready to choose a career you’ll love, in a company you’ll love, feel free to #JoinTheIdea. 

Learn more: jti.com


This position will remain open until filled

Location: Singapore

Hiring Manager: Strategic Key Accounts and Commercial Channels Director

Local and Global Applicants are welcome




The incumbent is responsible to develop Ship handling, Airlines and Cruise channel strategic approach, global channel development plans and programs for GTR. The position works closely with the regional sales management and Area Sales Managers to scope, building understanding of business dynamics with focus on emerging regions & markets. The incumbent is expected to have close market contacts via cooperation, field visits with ASMs to key channel distributors and operators to help them on global strategic approach, agreed channel plans, programs development and implementation on an ongoing basis.               


He/She measures & monitors JTI KPIs performance and competitive activities and collect relevant information from markets to provide analysis, recommendations/corrections to ASMs, Regional Sales directors and GTR management. In addition, he/she, together with ASM's is responsible to engage with all layers of the international key accounts in Airlines channel, understanding their business dynamics, building relationship, developing network, confidence, trust and implementing strategic partnership approach.                                                                   


The overall objective of the role is to drive a strategic channel and Key Account approach that have a global consistency and alignment with the existing mechanisms and methodology with sales regions in a transparent manner and contributing on sustainable and organic OCC growth in the identified commercial channels.                                                                            


The position covers all Asia Travel Retail Markets.



  • Develop and align with GTR management 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 assigned channel global Key Account, 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.
  • Coordinate global commercial channel strategic approach in terms of brand portfolio alignment, pricing alignment and trade marketing programs in close collaboration with the 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 appropriate contracts, collecting KYC data and track & trace implementation.
  • Take full accountability for Airlines channel International Key Accounts P&L and trade engagement at all layers of the customers.



  • University degree or equivalent.
  • 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.
  • English fluent, other languages are a plus.
  • Computer literate with good Microsoft office skills.



Thank you very much for applying! We will make sure that you will receive feedback within the next two weeks.

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