Head of Supplier Sales (m/w/d)
Our client is one of the global leaders in travel experiences, with a vast network spanning numerous countries and locations. With a traveler-first approach, they provide retail and F&B services across airports, motorways, cruise lines, seaports, and railway stations. Guided by their Destination 2027 strategy and strengthened by a recent merger with a major travel F&B company, they are committed to transforming the travel experience worldwide.
Role Objective
This is a growth role. The right candidate has not only structured revenue — they have actively grown it, working alongside category and trade teams to sell more. You will own and grow the global travel retail media platform of the company’s trade and supplier revenue stream — the investment brands make through their Travel Retail and Trade Marketing teams. This is already a significant revenue base, but today it is under-monetized and inconsistently structured. Your role is to unlock its full commercial potential. You will identify incremental revenue opportunities, translate them into structured, sellable solutions, and drive adoption together with Category Management and supplier teams
Your Responsibilities
Identify incremental supplier opportunities
- Analyse existing supplier activations to find under-monetised formats, missed revenue opportunities, and budget expansion potential
- Map the full landscape of brand trade investment flowing through company - what exists, what it costs, and what it delivers
Develop sellable trade solutions
- Translate opportunities into clear, commercially packaged propositions - defined formats, repeatable terms, and solutions that can be sold immediately
- Build category-specific programs that allow brands to invest more through structured, priced solutions rather than informal arrangements
Drive revenue with Category Management
- Work hand-in-hand with Category teams to position travel media platform solutions in supplier discussions and secure larger, more structured budgets
- This is a co-selling role - Category opens the supplier relationship, and you convert it into commercial travel media platform revenue
Own the proposal and sales motion
- For every key brand activation: define a clear commercial proposal, recommend scope and allocation, and drive it to acceptance
- Build and roll out a consistent proposal process so the team can execute this at scale
Build repeatable commercial programs
- Develop annual frameworks and scalable supplier programs — moving from one-off deals to structured, recurring revenue
- Establish pricing logic, format standards, and minimum thresholds as the foundation that supports the sales motion
Your Profile
- Has grown trade or supplier revenue — not just structured it. Track record of identifying opportunities and closing them.
- Experience working alongside category or buying teams in a co-selling capacity — understands how supplier negotiations work from the inside
- Deep understanding of how brands budget for trade marketing and how category management manages those relationships
- Able to translate informal commercial arrangements into structured, sellable propositions
- Strong commercial instinct — energized by finding money and packaging it, not just by building processes
Why Join
- Own a large, established revenue stream with significant upside — and the mandate to grow it
- Full Category Management access and direct line to SVP from day one
- Small, high-ownership team — fast decisions, real impact
- Pioneer role in a new media business being built inside the world's largest travel retailer
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