Key Account Director

Matthew Clark; England; On-site; GBP 90,000 - 140,000; Full time

Job summary

Matthew Clark Ltd is seeking an experienced Key Account Director to lead a team of Key Account Managers across the UK hospitality sector. You will shape growth strategies, maximise profitability and identify new business opportunities, reporting to the Sales Director and delivering revenue growth.

The role requires strong commercial acumen, stakeholder engagement at senior levels, and a proven track record in profitable growth and people development.

Qualifications

• Proven experience leading and developing successful sales or account management teams.
• Strong experience managing major accounts and multi-site operators.
• A track record of delivering profitable growth and new business development.
• Excellent commercial, negotiation and influencing skills, including engagement with senior decision-makers.
• Strong analytical and financial acumen, with experience managing account profitability.
• Outstanding communication, presentation and relationship-building abilities.
• Experience in category management and account business planning.
• Knowledge of the UK hospitality/on-trade sector is essential.
• Drinks industry knowledge is highly desirable, with wine expertise or WSET qualification advantageous.

Responsibilities

• Lead, motivate and develop a team of Key Account Managers.
• Deliver revenue, margin and profitability targets across your region.
• Drive customer retention, growth and new business acquisition.
• Oversee account planning, forecasting and sales performance against key KPIs.
• Analyse customer and consumer insights to develop effective commercial strategies.
• Conduct regular business reviews, identifying opportunities, risks and areas for improvement.
• Build strong partnerships with customers, suppliers and brand owners to maximise commercial opportunities.
• Drive continuous improvement, challenging current practices and identifying innovative ways to grow the business.

Skills

Team leadership

Key accounts management

Profit growth

Commercial negotiation

Analytical finance

Communication & presentation

Category management

Hospitality sector knowledge

Wine knowledge / WSET

Job description

We’re a team of drinks industry obsessives, driven by supporting the trade – day in and night out. Passion paired with unparalleled industry insight mean we’re always moving forward, collaborating with our customers to understand the needs of their business and to ensure we’re supporting their future growth. We are one of the UK’s largest drinks wholesalers, supplying drinks to several thousand venues in every part of the UK and every segment of the trade, from luxury hotels and world-class event spaces to local restaurants and community pubs. With over 200 years of on‑trade experience behind us, and unique insight into the future of our industry, our experience matters.

We're looking for an experienced and commercially focused Key Account Director to lead a team of Key Account Managers, drive profitable growth, and strengthen relationships with some of our most important customers across the region.

About the Role

Reporting to the Sales Director, you'll lead, coach and develop a high‑performing team of Key Account Managers, ensuring the delivery of revenue, margin and customer growth objectives.

You'll be responsible for shaping and delivering customer growth strategies, maximising profitability across your account portfolio, and identifying new business opportunities. This is a highly visible leadership role requiring strong commercial acumen, relationship management skills and a passion for developing people.

Key Accountabilities

• Lead, motivate and develop a team of Key Account Managers.
• Deliver revenue, margin and profitability targets across your region.
• Drive customer retention, growth and new business acquisition.
• Oversee account planning, forecasting and sales performance against key KPIs.
• Analyse customer and consumer insights to develop effective commercial strategies.
• Conduct regular business reviews, identifying opportunities, risks and areas for improvement.
• Build strong partnerships with customers, suppliers and brand owners to maximise commercial opportunities.
• Drive continuous improvement, challenging current practices and identifying innovative ways to grow the business.

Skills & Experience

We're looking for someone with:

• Proven experience leading and developing successful sales or account management teams.
• Strong experience managing major accounts and multi‑site operators.
• A track record of delivering profitable growth and new business development.
• Excellent commercial, negotiation and influencing skills, including engagement with senior decision‑makers.
• Strong analytical and financial acumen, with experience managing account profitability.
• Outstanding communication, presentation and relationship‑building abilities.
• Experience in category management and account business planning.
• Knowledge of the UK hospitality/on‑trade sector is essential.
• Drinks industry knowledge is highly desirable, with wine expertise or WSET qualification advantageous.

What You'll Bring

• Strategic thinking with a customer‑first mindset.
• Strong leadership and coaching capability.
• High levels of organisation, planning and accountability.
• Confidence to challenge the status quo and drive positive change.
• A passion for delivering exceptional customer outcomes and business growth.

Operating through the Matthew Clark, Bibendum, Tennent’s and Bulmers Ireland brands, the Group has a market leading range, scale and reach including an intimate understanding of the markets it serves.

From grass to glass, and everything in between, we grow, brew, manufacture, market, and deliver some of the world’s favourite drinks. C&C Group’s portfolio of owned/exclusive brands include: Bulmers, the leading Irish cider brand; Tennent’s, the leading Scottish beer brand; Magners the premium international cider brand; as well as a range of fast‑growing, premium and craft ciders and beers, such as Heverlee, Menabrea, Five Lamps and Orchard Pig.

We seek to champion and embed sustainability in everything that we do at C&C. While delivering joy to customers, we always shine a light on people and the planet. We have a clear ESG vision delivering to a better world. We respect, support, and develop all our people to be their best, with a focus on results by creating a culture of winning together.

We also recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to delivering on our mission. Therefore, we encourage people from all backgrounds to apply. Please let us know if you require accommodations during the interview process.