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For Companies At a Glance
- Tasks: Manage key hotel accounts and drive growth through strategic relationships and collaboration.
- Company: Join JDE, a €5 billion global coffee leader with iconic brands like Kenco and L’OR.
- Benefits: Enjoy opportunities for professional growth, a dynamic work environment, and a hybrid working model.
- Why this job: Be part of a passionate team shaping the future of coffee while making a real impact.
- Qualifications: Sales experience in B2B, strong negotiation skills, and a passion for coffee are essential.
- Other info: Work closely with cross-functional teams to innovate and refine strategies in the coffee sector.
The predicted salary is between 36000 - 60000 £ per year.
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.
- 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 company’s 5-year growth strategy.
Segment and Customer Strategy
- Contribute to the development and execution of the National Accounts strategy.
- Partner with cross-functional teams—including Marketing, Finance, and Operations—to 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
- 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.
- Good working knowledge of the coffee category, particularly within the Away From Home market.
Key Account Manager (Hotels) - AFH - Field Sales employer: Jdeprofessional
Contact Detail:
Jdeprofessional Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Key Account Manager (Hotels) - AFH - Field Sales
✨Tip Number 1
Familiarise yourself with the key players in the hotel industry, especially major chains like Marriott and Village Hotels. Understanding their business models and current trends will help you tailor your approach and demonstrate your knowledge during interviews.
✨Tip Number 2
Network with professionals in the coffee and hospitality sectors. Attend industry events or join relevant online forums to connect with potential colleagues and learn about the latest developments in the market.
✨Tip Number 3
Prepare to discuss your previous sales successes in detail, particularly how you've driven growth in a B2B environment. Be ready to share specific examples of how you've managed accounts and secured new business wins.
✨Tip Number 4
Showcase your understanding of P&L management and key business metrics. Being able to speak confidently about how these elements impact account management will set you apart from other candidates.
We think you need these skills to ace Key Account Manager (Hotels) - AFH - Field Sales
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant sales experience, particularly in B2B environments. Emphasise your achievements in driving sales growth and managing key accounts, as these are crucial for the Key Account Manager role.
Craft a Compelling Cover Letter: In your cover letter, demonstrate your understanding of the coffee industry and the specific challenges faced by the Hotels sector. Use examples from your past experiences to show how you can contribute to the company's growth strategy.
Showcase Your Negotiation Skills: Since negotiation is a key part of this role, include specific examples of successful negotiations you've conducted in the past. Highlight your strategic planning and execution skills to optimise business outcomes.
Highlight Cross-Functional Collaboration: Mention any experience you have working with cross-functional teams, such as Marketing or Finance. This will show that you can effectively collaborate to achieve common goals, which is essential for this position.
How to prepare for a job interview at Jdeprofessional
✨Know Your Coffee Category
Familiarise yourself with the latest trends and insights in the Away From Home coffee market. Being able to discuss these topics during your interview will demonstrate your expertise and passion for the industry.
✨Showcase Your Relationship Management Skills
Prepare examples of how you've successfully nurtured client relationships in the past. Highlight specific instances where your efforts led to increased sales or improved customer satisfaction, especially with major hotel groups.
✨Demonstrate Strategic Thinking
Be ready to discuss your approach to account management and how you align your strategies with broader business goals. Share examples of how you've contributed to long-term growth plans in previous roles.
✨Prepare for Negotiation Scenarios
Think about past negotiation experiences and be prepared to discuss your strategies for optimising volume and value. Consider how you would approach negotiations with key customers and what tactics you would employ to achieve successful outcomes.
