Key Account Manager - Hotels, Abu Dhabi

Nestlé SA; Abu Dhabi; On-site; USD 70,000 - 100,000; Full time

Job summary

A leading company in the coffee industry is seeking a Key Account Manager – Hotels in Abu Dhabi to manage strategic partnerships with Premium and Luxury Hotels. This role focuses on driving acquisition, retention, and growth while ensuring profitable account management aligned with the Out-of-Home strategy. Candidates should possess strong negotiation and relationship-building skills, with a proven commercial track record in the hospitality sector.

Qualifications

• At least 5 years of experience in hospitality or hotel industry.
• Solid commercial experience managing key accounts.
• Experience in B2B sales and HoReCa channel knowledge.

Responsibilities

• Oversee strategic commercial and marketing initiatives.
• Conduct market analysis for Premium and Luxury hotels.
• Lead negotiations and account performance reviews.

Skills

Negotiation

Presentation

Relationship Building

Market Analysis

Strategic Planning

Education

Bachelor’s degree in Business, Hospitality or related field

Job description

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Are you passionate about coffee and deeply committed to sustainability and quality? At Nespresso, our core values center around people, coffee, and sustainable living, creating an inspiring and meaningful workplace environment.

We are currently seeking a candidate to take on the role of Key Account Manager – Hotels, responsible for overseeing the execution of strategic commercial and marketing initiatives within this segment in Abu Dhabi.

This position focuses exclusively on Premium and Luxury Hotels and entails driving acquisition, retention, and growth, while ensuring profitable account management in line with Nespresso’s Out-of-Home (OOH) strategy.

Market Insight

• Conduct in-depth market analysis to understand trends, customer expectations, and opportunities within the Premium and Luxury Hotel sector.
• Leverage market tools and insights to guide commercial decisions and identify areas for strategic growth.
• Monitor and communicate performance metrics, including coffee machine data and capsule volume performance.

Sales Strategy & Execution

• Define and prioritize key account opportunities within international, regional, and local Premium & Luxury Hotel chains.
• Develop and implement strategic account plans aligned with three-year business objectives, with clear annual goals for acquisition and growth.
• Collaborate closely with the B2B Commercial Manager to craft impactful value propositions tailored to hotel operations and guest experiences.
• Execute tailored promotional campaigns and brand activations within hotel environments to increase capsule penetration and machine placements.

Key Account Management

• Build and maintain strong relationships with key decision-makers across hotel F&B, procurement, and operations functions.
• Act as the primary Nespresso ambassador for hotel partners, ensuring a premium service experience and continuous commercial engagement.
• Lead negotiations, contract renewals, and account performance reviews.
• Ensure all hotel partner operations align with Nespresso quality standards and brand guidelines.

Operational Excellence

• Define and track machine and capsule sales targets per account, ensuring profitability (P&L) and sustained growth.
• Coordinate with internal stakeholders (Marketing, CRC, Supply Chain) to ensure seamless execution and service delivery.
• Provide on-site coaching and training to ensure brand consistency across hotel outlets and guest touchpoints.
• Monitor billing and coordinate with Finance for timely collections.

What will make you successful…

• Bachelor’s degree in Business, Hospitality, or a related field with at least 5 years of experience.
• Solid commercial experience with a proven track record in managing key accounts within the hospitality or hotel industry, preferably in the Premium and Luxury Hotel segment.
• Experience in B2B sales and the HoReCa channel, with a deep understanding of the hotel operational landscape.
• Strong negotiation, presentation, and relationship-building skills.
• Proven ability to develop strategic partnerships and drive long-term business value.
• Passion for premium experiences, attention to detail, and a strong sense of brand representation.

POSITION SNAPSHOT

POSITION SUMMARY

Are you passionate about coffee and deeply committed to sustainability and quality? At Nespresso, our core values center around people, coffee, and sustainable living, creating an inspiring and meaningful workplace environment.

We are currently seeking a candidate to take on the role of Key Account Manager – Hotels, responsible for overseeing the execution of strategic commercial and marketing initiatives within this segment in Abu Dhabi.

This position focuses exclusively on Premium and Luxury Hotels and entails driving acquisition, retention, and growth, while ensuring profitable account management in line with Nespresso’s Out-of-Home (OOH) strategy.

Market Insight

• Conduct in-depth market analysis to understand trends, customer expectations, and opportunities within the Premium and Luxury Hotel sector.
• Leverage market tools and insights to guide commercial decisions and identify areas for strategic growth.
• Monitor and communicate performance metrics, including coffee machine data and capsule volume performance.

Sales Strategy & Execution

• Define and prioritize key account opportunities within international, regional, and local Premium & Luxury Hotel chains.
• Develop and implement strategic account plans aligned with three-year business objectives, with clear annual goals for acquisition and growth.
• Collaborate closely with the B2B Commercial Manager to craft impactful value propositions tailored to hotel operations and guest experiences.
• Execute tailored promotional campaigns and brand activations within hotel environments to increase capsule penetration and machine placements.

Key Account Management

• Build and maintain strong relationships with key decision-makers across hotel F&B, procurement, and operations functions.
• Act as the primary Nespresso ambassador for hotel partners, ensuring a premium service experience and continuous commercial engagement.
• Lead negotiations, contract renewals, and account performance reviews.
• Ensure all hotel partner operations align with Nespresso quality standards and brand guidelines.

Operational Excellence

• Define and track machine and capsule sales targets per account, ensuring profitability (P&L) and sustained growth.
• Coordinate with internal stakeholders (Marketing, CRC, Supply Chain) to ensure seamless execution and service delivery.
• Provide on-site coaching and training to ensure brand consistency across hotel outlets and guest touchpoints.
• Monitor billing and coordinate with Finance for timely collections.

What will make you successful…

• Bachelor’s degree in Business, Hospitality, or a related field with at least 5 years of experience.
• Solid commercial experience with a proven track record in managing key accounts within the hospitality or hotel industry, preferably in the Premium and Luxury Hotel segment.
• Experience in B2B sales and the HoReCa channel, with a deep understanding of the hotel operational landscape.
• Strong negotiation, presentation, and relationship-building skills.
• Proven ability to develop strategic partnerships and drive long-term business value.
• Passion for premium experiences, attention to detail, and a strong sense of brand representation.