BAT is a global business undergoing a genuine transformation, and Global Travel Retail is where our brands meet consumers on the move.
We are building a workplace where difference is an asset: we welcome applications from every background and are committed to an inclusive, fair recruitment process. If you need an adjustment at any stage of the process, tell us — we will make it happen.
This role sits within BAT’s Global Travel Retail (GTR) business — the team that builds our brands in the duty free and travel retail channel worldwide.
The Account Manager is the single point of accountability for BAT’s commercial delivery in the Japanese duty free channel. The role owns the top line across combustibles and New Categories, holds the relationship with every major duty free customer in the market, and is the person who converts global GTR strategy into execution on the ground in Japan. It is the face of BAT to the channel and, in practice, runs the business in market.
It is a broad remit for one person, deliberately. You will have one direct report, senior standing in our Tokyo office, and considerably more autonomy than the title suggests.
Japan is a priority market for GTR. This role determines how the channel performs there: whether commercial terms land well with sophisticated retail customers, whether cycle plans reach the shop floor on time, whether growth is re-established in duty free channels beyond airports, and whether a globally dispersed leadership team has the clarity and confidence it needs about the market. It is a role with a genuinely broad remit and high visibility for the person who holds it.
What you’ll own
- The commercial result for BAT’s duty free business in Japan, across combustibles and New Categories.
- The relationships with Japan’s major duty free retailers — annual terms, in-year pricing, and the trust that makes both possible.
- Getting every cycle plan negotiated and landed in store, on time.
- Growth beyond the airports, into duty free channels where we are not yet where we want to be.
- One direct report to develop, and the standards and morale of our wider GTR team in Tokyo.
- The Japan trade story — the annual strategy presentation, the management board visits, and being the person the business asks when it wants to understand this channel.
What we’re looking for
- You have owned major FMCG retail accounts end to end and negotiated annual terms with buyers who are very good at their job.
- You work in Japanese with customers and in English with colleagues — comfortably, in a business setting. Both are genuinely needed.
- You can hold a room. You build a commercial argument rather than reading out numbers, and you keep senior people confident even when the news is bad.
- You are comfortable being the most senior person in the room locally, with your leadership team several time zones away.
- You are happy to travel around 35% — mostly Japanese airports, plus a couple of international trips a year.
What we offer you?
- We offer a market leading annual performance bonus (subject to eligibility).
- Our range of benefits varies by country and includes diverse health plans, initiatives for work-life balance, transportation support, and a flexible holiday plan with additional incentives
- Join us at BAT and become a part of an environment that thrives on internal advancement, where your career progression isn't just a statement – it's a reality we're eager to build together.
- You'll have access to personalized growth programs to nurture your leadership skills
- We prioritise continuous improvement within a transformative environment, preparing for ongoing changes.
WHY JOIN BAT?
We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.
Collaboration, inclusion and partnership underpin everything we do here at BAT. We are looking forward to enabling every individual to thrive, regardless of gender, sexual orientation, marital or civil partnership status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, skills, experience, education, socio-economic and professional background, veteran status, perspectives and thinking styles. We know that embracing talent from all backgrounds is what makes us stronger and best prepared to meet our business goals.
Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award winning employee experience here.
If you require any reasonable adjustments or accommodations to help you perform at your best during the recruitment process, you are encouraged to notify us. We are fully committed to support you by making appropriate arrangements for you to demonstrate your full potential.
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