Req ID




Req ID:  89418
Function:  Sales
Posted:  Sep 12, 2023

Shanghai, SH, CN, 200071

TRAP Key Account Manager China

JOB TITLE: TRAP Key Account Manager China

COTY Luxury, Shanghai


Coty is one of the world’s largest beauty companies with an iconic portfolio of brands across fragrance, color cosmetics, skincare, and body care. COTY is the global leader in fragrance and number three in color cosmetics. COTY’s products are sold in over 150 countries around the world. COTY and its brands are committed to a range of social causes as well as seek to minimize its impact on the environment. For additional information about Coty Inc., please visit 




This role will require to develop TR China. Manage key accounts across this market and work with respective departments to increase off-line and on-line presence.


  • The role is to report to the Key Account Director Travel Retail Asia Pacific based in Shanghai.



  1. Achieve Sales and profit plan
  • Together with the Senior Sales & Digital Director, manage the PnL for specific key accounts across TR China.
  • Define commercial strategy for each retailer in line with budget targets to reach sales and profitability levels requested.
  • Continuously look for, and assess, new business opportunities within the region (new brands listing, new retailers, distribution expansion).


  1. Key Accounts management
  • Develop strong working relationship with key accounts.
  • Drive commercial negotiations at corporate (HQ) and field levels (stores).
  • Work with clients to maximize all aspects of business (in-shop space & locations, prices, investments, promotions…)
  • Day-to-day management of accounts working with TR Asia Pacific Team (Sales, Marketing, Finance and Logistics departments), Germany Offices (Customer Service, Accounts Payable/Receivable associated departments).
  • Forecasting responsibilities on saleable and non-saleable goods (POS material, GWP etc…) to optimize costs and avoid obsolescence.


  1. Implementation of the Marketing, Merchandising and Digital Guidelines   
  • Together with the Key Account Director and the TR Asia Pacific Marketing and Digital teams, define and organize marketing, launch and promotional plans.
  • Ensure that merchandising, builds, and visual implementation is in line with corporate and brand guidelines.
  • Negotiate promotional activities to develop the business.
  • Market Intelligence: gather market information related to the industry (market size, distribution, pricing, launch results, ranking etc.)




  • Experience with China retailers and knowledge in the Beauty category.
  • Experience in Travel Retail a plus.
  • The ability to work autonomously, as well as part of a team, and is confident in managing relationships at all levels.
  • Operational efficient, strategically credible.
  • Adaptive: Able to adapt plans, strategies and processes in ways suited to the needs of the business while promoting consistency.
  • Executive presence: A seasoned business professional who is comfortable talking to, and influencing, senior decision makers.
  • Organized: Well organized, with a disciplined approach to evaluating priorities in a fast-changing environment.
  • Driven: Relentless pursuit of progress and achievement of goals.
  • Being able to work under fast pace and in matrix organization.
  • Come from the digital world with online sales experience.
  • Excellent English communication skills, effective relationship building skills with internal and external partners.



This is a unique role with a genuine opportunity to make an impact. You’ll get to work in a diverse environment with a team who are passionate about the work they do and know how to have some fun along the way.  

Country/Region:  CN
City:  Shanghai