Key Account Manager in Hospitality in London

At Pact, we’re obsessed with incredible coffee. We seek out the world’s best coffee growers - farmers whose skill and dedication produce coffees of rare quality. Our role is to honour that work - by roasting with precision, making every step effortless for our customers, and holding ourselves to the same uncompromising standards. We want every cup to reflect the care of the grower, the rigour of our team, and the unmistakable pleasure of coffee at its best. As a proud B Corp, we’re committed to doing business the right way. Collaboration is at the heart of everything we do, from working closely with growers to working as a team to improve how we bring quality coffee to our customers. If you share our infectious enthusiasm for exceptional coffee and want to make a real impact, we’d love to hear from you.

The role involves managing and growing some of Pact’s most important hospitality partnerships - from independent coffee shops and restaurants to hotels and premium leisure venues. You’ll build strong, trusted relationships with our customers, delivering outstanding service and tailored solutions, and driving commercial growth. You’ll also play a key role in expanding our presence across London and the South East, bringing new hospitality partners on board through both marketing-driven and self-generated opportunities in carefully defined target segments.

What You’ll Be Doing:

• Serving as the coffee expert and main point of contact for key hospitality partners - building strong relationships and ensuring they always get an outstanding experience.
• Creating and delivering account plans that drive sales growth, spotting smart opportunities to add value through cross-sells and up-sells.
• Negotiating pricing and contracts that balance commercial goals with Pact’s commitment to fairness and transparency.
• Working closely with Marketing to generate new business within clearly defined hospitality segments - and following up on inbound leads with energy and focus.
• Winning new accounts and growing existing ones, delivering against ambitious but achievable growth targets.
• Collaborating with Operations and other teams to ensure partners are onboarded smoothly and their orders are fulfilled on time.
• Keeping track of performance across your accounts - from sales and KPIs to client satisfaction - and using the insights to drive continuous improvement.
• Spotting opportunities to introduce new products, services, or initiatives that will help your clients serve even better coffee.
• Representing Pact at client meetings, industry events, and trade shows - helping us build lasting connections across the hospitality world.

Requirements:

• Someone who lives and breathes coffee - with a deep understanding of the market, key trends, and what makes the industry tick.
• Experience in the coffee marketplace, ideally within the premium or speciality segment.
• A proven track record in account management, new business development, and building lasting client relationships.
• Commercially sharp, with a focus on driving growth and hitting targets in a way that feels authentic and sustainable.
• Skilled at managing multiple accounts and priorities while keeping an eye on long-term growth.
• Highly organised, proactive, and comfortable taking ownership to get things done.
• A natural collaborator who works well across teams and brings others along for the journey.
• Genuine, infectious enthusiasm for coffee - and a belief in Pact’s mission to make coffee better for everyone.

Benefits:

Our Head Office is in London Bridge, and we offer a hybrid, flexible working environment. We have an engaged, collaborative approach to work, a supportive leadership team, and our perks are great. Here are some of the perks we currently offer:

• £35-40,000 base salary plus on target earnings (OTE) of £20,000, with uncapped accelerated earnings for overachievement.
• 23 days holiday (increasing annually up to 27 days) plus 3 days extra between Christmas and New Year.
• Flexible working core hours (10–4).
• Monthly at-home coffee allowance.
• Enhanced pension.
• Enhanced parental leave.