Key Account Manager

Dreamlab; Greater London; On-site; GBP 65,000 - 95,000; Full time

Job summary

Harri is seeking a commercially driven Senior Key Account Manager to grow its UK private aviation catering business. You’ll manage and expand existing accounts while proactively winning new private jet operators and aviation partners, delivering orders through a high-touch, relationship-led approach.

You will collaborate with customer service, operations and culinary teams to ensure service quality aligns with growth. This role is field-forward, with regular UK travel and in-person engagements.

Qualifications

• Demonstrated success growing existing accounts and winning new business.
• Background in private aviation, catering, premium hospitality or similar.
• Strong relationship-building and closing skills.
• Proactive prospecting and pipeline development.
• Analytical pricing and margin awareness.
• Understanding of service-critical environments in aviation.
• Excellent organization and record-keeping.
• Ability to collaborate across functions (CS, ops, culinary).
• Existing connections with operators and procurement is a plus.
• Willingness to travel across the UK and London area.

Responsibilities

• Grow and retain a portfolio of aviation accounts.
• Build practical account plans with client requirements and growth potential.
• Win new private aviation clients through targeted outreach and meetings.
• Develop relationships with procurement, operations, and cabin crew.
• Maintain regular in-person presence at key locations and events.
• Reactivate dormant or underperforming accounts.
• Turn client feedback into improved service and retention.
• Develop pricing and commercial proposals balancing margin and client needs.
• Maintain CRM records and pipeline visibility.

Skills

Account growth

Commercial experience

Relationship building

Prospecting

Pricing & margins

Aviation service awareness

Organization & follow-through

Cross-functional collaboration

Private aviation knowledge

Willingness to travel

Job description

Executive Summary

One of the companies within our portfolio is seeking a Key Account Manager. It is their first hire in this role so it's a unique opportunity to make an impact at an early stage. They are an early-stage start-up who provide catering to private aviation clients (as well as yachting and other sectors), combining quality food with the reliability, flexibility and responsiveness required in a demanding aviation environment. They have already expanded across the London, Miami and Parisian markets and are continuing to expand globally.

They are seeking a commercially driven Senior Key Account Manager to grow their UK private aviation business through the development of existing accounts and the acquisition of new clients.

They already work with a range of aircraft operators and aviation partners. Your role will be to strengthen these relationships, understand where we can capture more of their catering spend and convert those opportunities into consistent, profitable growth. Alongside this, you will proactively target and win new private jet operators and relevant aviation partners.

This is a hands-on commercial role combining account ownership with new business development. You will be confident building relationships, asking for business and taking opportunities through to regular ordering. Working closely with their customer service, operations and culinary teams, you will ensure the service they deliver supports the growth you secure.

What You’ll Achieve in Your First 12 Months

Grow and retain a portfolio of aviation accounts

Take ownership of a defined account portfolio, with clear responsibility for retention, revenue growth and profitability.

Build practical account plans that identify each client’s requirements, current ordering patterns, growth potential and the actions needed to win more business. Agree clear commercial targets and maintain regular contact with the accounts that matter most.

Capture a greater share of existing clients’ catering spend

Understand how clients select suppliers, where they already use this company, where they use competitors and what would persuade them to place more business with us.

Identify opportunities across additional aircraft, flight activity, departure locations and ordering teams within our service capabilities. Turn these insights into specific proposals, trials and repeat orders.

Win new private aviation clients

Build and actively work a targeted pipeline of private jet operators, aircraft management companies and relevant aviation partners.

Use direct outreach, referrals, industry relationships and in-person meetings to open doors. Lead opportunities from initial contact through tastings, proposals and first orders, with a clear focus on converting new clients into regular, profitable accounts.

Build relationships with the people who influence orders

Develop strong relationships across procurement, flight operations, concierge teams, cabin crew and other relevant decision-makers.

Understand the different priorities of each stakeholder and ensure they know how you can support them. Build relationships across multiple contacts within each account so our position does not depend on a single individual.

Be a visible, regular presence with clients

Maintain a consistent in-person rhythm across key FBOs, operator offices and crew rooms, with drop-ins, tastings and sample deliveries, so you can be front of mind with the people placing orders.

Reactivate dormant and underperforming accounts

Identify accounts that have stopped ordering, reduced their spend or have yet to reach their potential.

Establish the reasons behind their ordering behaviour and create targeted plans to win back business through regular contact, meetings, tastings, kitchen visits and improvements to the service or offer.

Turn client feedback into stronger service and retention

Work closely with customer service, operations and culinary teams to address recurring issues, clarify client preferences and improve the overall experience.

Maintain commercial ownership of the relationship while coordinating with the teams responsible for delivery. Ensure commitments made to clients are achievable and that issues are followed through to resolution.

Win business on sustainable commercial terms

Develop pricing and commercial proposals with the relevant internal teams, balancing competitiveness with margin and operational requirements.

Understand the cost implications of client requests, discounts and service commitments. Grow account value through the quality and relevance of our offer, supported by disciplined pricing.

Establish clear account and pipeline visibility

Maintain accurate CRM records, account plans and opportunity tracking, with clear next steps and ownership.

Use sales data and client feedback to monitor active accounts, ordering frequency, average order value, retention and profitability. Report progress against targets and identify where additional action or support is needed.

Key Requirements

• A track record of growing existing accounts and winning new business. You can demonstrate how your actions have increased client spend, reactivated accounts and converted prospects into repeat customers.

• Relevant commercial experience. A background in private aviation, catering, premium hospitality or a comparable service business with demanding clients and recurring purchasing.

• Strong relationship and sales skills. Comfortable building trust with operational contacts and senior decision-makers, asking for more business and closing opportunities.

• A proactive approach to prospecting. Willing to initiate contact, secure meetings and persist through the sales process.

• Commercial and analytical ability. Confident using sales data, pricing and margin information to prioritise opportunities and develop account plans.

• An understanding of service-critical environments. You appreciate the importance of accuracy, reliability, responsiveness and flexibility in private aviation.

• Strong organisation and follow-through. Able to manage an existing portfolio alongside a new business pipeline, keeping commitments and maintaining accurate records.

• Effective internal collaboration. Able to work constructively with customer service, operations and culinary teams to deliver on client expectations.

• Private aviation knowledge and relationships. Existing connections with operators, aircraft management companies, procurement teams or cabin crew would be a strong advantage.

• Willingness to travel regularly and be out in the field. Comfortable spending time with clients across the UK and at our London kitchen. The ability to pass airside security vetting is required.

Compensation: Competitive salary