Position Title:  Manager Distribution

Be a part of a revolutionary change

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business to deliver a smoke-free future.

With huge change comes huge opportunity. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions—and the space to move your career forward in endlessly different directions.

Commercial at PMI feels like building a new business, but with the accumulated expertise of a global brand behind you. Bring us your curiosity, commercial acumen, and ability to engage partners, and you can be part of the Global Travel Retail (GTR) team that’s driving sustainable growth across international markets.

There’s something new to learn every single day: markets to develop, partnerships to strengthen, and challenges to navigate. If you thrive in complex environments, enjoy building long-term relationships, and are motivated by business expansion, you’ll feel right at home here.

Your ‘day to day’

You will be employed in Hong Kong under Philip Morris Travel Retail Hong Kong Limited (PMTR). PMTR operates as a subsidiary of Philip Morris International, Inc.

As Distribution Manager – Global Travel Retail based in Hong Kong, you will play a pivotal role in managing and developing PMI GTR distributor partnerships to ensure business sustainability, performance excellence, and expansion into new growth areas. This is achieved through the following key accountabilities:

1) Ensuring Fundamentals

• Manage end-to-end distributor (ETE) account relationships and key stakeholders to maintain strong, collaborative partnerships.
• Lead contract management and negotiations covering pricing, mark-up structures, credit and payment terms, inventory policies, assortment strategies, and legal reviews.
• Conduct annual Know Your Customer (KYC) reviews for all distribution accounts.
• Track and monitor shipment targets by customer, driving shipment performance and Net Operating Revenue (NOR) targets across accounts.

2) Distributor Management for Growing Existing Business

• Lead collaborative business planning with distributors to establish rolling KPIs and service level agreements, including identifying Route-to-Market (RTM) enhancement opportunities.
• Formulate, negotiate, and implement strategies to improve distribution efficiency and optimize cost structures.
• Identify growth opportunities within the existing business framework; activate distributor trade programs and incentives aligned with RTM strategies.
• Monitor, evaluate, and report on the performance of all distributor initiatives.
• Engage and activate distributors to support the Electronic Article (EA) agenda when required, in close coordination with the PMI GTR EA team, ensuring long-term business sustainability.

3) Business Development for Creating New Business (White Spaces)

• Guide distributors in scouting and identifying new geographical and channel expansion opportunities, including legal and EA feasibility assessments.
• Design, negotiate, and ensure the successful implementation of distributor compensation models for each expansion initiative.
• Oversee end-to-end project management, governance, and reporting for all new business development initiatives.
• Upon successful establishment, support the transition of new business into the relevant B2B deployment area while continuing distributor management responsibilities.

4) Monitoring and Reporting

• Prepare and deliver regular performance reports covering account activities, KPI tracking, and progress against business objectives.
• Provide structured progress updates on all new strategic initiatives and planned projects, ensuring transparency and alignment with stakeholders.

Who we’re looking for:

• University degree in Business, Finance, Economics, Supply Chain, Engineering, or a related discipline.
• Solid experience in distribution management, key account management, or commercial roles within FMCG, Travel Retail, or multinational environments.
• Strong commercial mindset with proven negotiation, contract management, and stakeholder management capabilities.
• Demonstrated ability to drive business growth through distributor partnerships and RTM optimization.
• Strong analytical, project management, and reporting skills.
• Excellent communication and interpersonal skills, with the ability to work effectively across cultures and functions.
• Proficiency in English is required; additional languages are a plus.

What we offer:

Our success depends on our people, who come to work every day with a sense of purpose and an appetite for progress. Join PMI and you too can:

• Seize the freedom to define your future and ours. We’ll empower you to take risks, experiment, and explore.
• Be part of an inclusive, diverse culture where everyone’s contribution is respected, and collaboration is at the heart of what we do.
• Pursue your ambitions and develop your skills with a truly global business—our size and scale provide endless opportunities to grow.
• Take pride in delivering our promise to society: to deliver a smoke-free future.