Key Account Manager – Hotels

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Develop strategic account plans for both UK and international hotel groups.

• Foster and enhance long-term partnerships with hotels.

• Persuade key stakeholders in ownership, procurement, operations, F&B, and commercial sectors to secure group-level opportunities.

• Promote Nespresso Professional across various hotel properties, brands, and locations.

• Increase brand visibility using premium coffee solutions, strategic machine placements, and partnerships.

• Cultivate trusted relationships with senior stakeholders in customer organizations.

• Balance the pursuit of long-term strategic goals with immediate commercial successes.

• Identify decision-makers, growth opportunities, and priorities within targeted hotel groups.

• Monitor hotel industry trends, customer expectations, and opportunities in premium coffee.

• Report directly to the Out of Home Channel Manager.

• Collaborate closely with sales teams and field customers, providing coaching, support, and leadership to enhance new business performance.

⛳️ Requirements

• Significant B2B commercial experience, preferably within the premium hospitality sector.

• Comprehensive understanding of the hotel industry, including hotel groups, international chains, ownership models, and multi-site operations.

• Proven track record in managing and developing strategic, multi-site, or key accounts.

• Demonstrable success in business development and acquiring B2B clients.

• Capability to formulate account strategies that drive long-term revenue and volume growth.

• Confidence in engaging and influencing senior decision-makers across procurement, commercial, operational, and leadership areas.

• Experience in establishing strong business partnerships that deliver value to both customers and suppliers.

• Strong commercial insight, including the development of persuasive business cases and negotiation of mutually beneficial agreements.

• Excellent consultative and solution-selling skills.

• Proficient in pipeline and opportunity management, forecasting, and account planning.

• Ability to work independently while effectively collaborating with internal teams.

• Highly organized and proactive, with the capacity to manage multiple strategic accounts and opportunities concurrently.

• Strong dedication to enhancing customer experience and fostering long-term account development.

• Full UK driving license is required.

🏝️ Benefits

• Up to 30% OTE commission.

• Company car provided.

• Private healthcare coverage.

• Generous pension scheme with up to 12% contribution from Nestlé.

• Nespresso Coffee Machine and a monthly allowance for pods.

• 12 flexible days in addition to a 25-day holiday entitlement.

• 2 paid volunteering days.

• Focus on personal development and growth.

• Consideration for flexible working arrangements.