Key Account Manager (Hotels) - AFH - Field Sales
Key Account Manager (Hotels) - AFH - Field Sales
Employer Active
Job Alert
You will be updated with latest job alerts via email
Share
Job Alert
You will be updated with latest job alerts via email
Not Disclosed
Salary Not Disclosed
1 Vacancy
Job Description
As a vital member of the National Accounts sales team the Key Account Manager will drive the long-term growth strategy within the Hotels Sector. This role is responsible for nurturing existing client relationships and managing current contracts to ensure continued success and satisfaction.
In addition to maintaining established accounts the Key Account Manager will collaborate closely with the New Business Key Account Manager to identify and secure new business opportunities. Success in this role requires a collaborative approach working cross-functionally with teams across Marketing Operations Supply Chain Demand Planning and Finance to align with our strategic goals and deliver on our growth agenda.
Customer Management
- Manage and grow an existing portfolio of customers across all product categories identifying opportunities to drive volume growth in line with the Annual Operating Plan.
- Build and maintain strong relationships with key end-customers including major hotel groups such as Marriott Hotels and Village Hotels.
- Develop compelling customer-specific sell-in stories for new product launches and premiumisation initiatives.
Annual Operating Plan Delivery
- Ensure high levels of forecast accuracy and minimal bias swing for both ingredients and machines.
- Proactively develop mitigation strategies to address potential risks to plan delivery.
- Collaborate on the development of long-term plans aligned with the companys 5-year growth strategy.
Segment and Customer Strategy
- Contribute to the development and execution of the National Accounts strategy.
- Partner with cross-functional teamsincluding Marketing Finance and Operationsto refine go-to-market strategies and build winning propositions for the Hotels segment including full-service solutions and ingredient supply.
- Act as a subject matter expert in the Away From Home coffee category staying informed on trends and insights.
Negotiation Framework
- Strategically plan and execute customer negotiations to optimise both volume and value in line with agreed terms business potential and timing.
Define the scope and approach for local customer negotiations to ensure alignment with broader commercial objectives.
Qualifications :
Essential
- Proven sales experience within a professional B2B environment.
- Demonstrated success in driving NOS (Net Operating Sales) Gross Margin and EBIT growth.
- Strong track record in prospecting negotiating and securing new business wins.
- Structured and strategic approach to account management.
- Excellent leadership and communication skills with the ability to influence and inspire.
- Commercially astute with a solid understanding of P&L management and the ability to leverage key business metrics.
- Confident negotiator capable of engaging effectively at all organizational levels.
- Strong stakeholder management skills both internally and externally.
- Exceptional planning analytical and problem-solving capabilities.
- Brings fresh thinking and innovative ideas to the table.
Desirable
- Good working knowledge of the coffee category particularly within the Away From Home market.
Additional Information :
#li-hybrid
Remote Work :
No
Employment Type :
Full-time
Employment Type
Full-time
