Key Account Manager - Hotels

Nestle; Birmingham; On-site; GBP 45,000 - 55,000; Full time

Benefits offered by this job

Business car provided

Private health care

Pension up to 12%

Nespresso machine + pods

Flexible holidays + 25 days

Volunteer days

Personal development focus

Job summary

Nestlé is seeking a commercially driven Key Account Manager to grow Nespresso Professional across the UK and international hotel groups. This highly client-facing role combines strategic account planning with hands-on field leadership and regular travel to drive new business and long-term growth.

With strong B2B experience in premium hospitality, you will cultivate senior relationships, develop compelling business cases, and expand presence across multiple brands and locations while aligning

Qualifications

• Strong hotel sector knowledge including hotel groups and multi-site operations.
• Proven success in building and expanding strategic B2B accounts.
• Experience acquiring new business and growing revenue with premium hospitality clients.
• Ability to develop account strategies delivering long-term growth.
• Comfort engaging senior decision-makers across procurement and commercial teams.
• Strong commercial acumen with ability to negotiate mutually beneficial agreements.
• Excellent consultative and solution-selling capability.

Responsibilities

• Develop account strategies for UK and international hotel groups.
• Influence decision-makers to win and grow group-level opportunities.
• Grow Nespresso Professional across multiple properties and locations.
• Maximise brand presence through premium coffee solutions and partnerships.
• Build senior relationships and manage a pipeline with forecasting and planning.
• Travel regularly in the field to coach and lead the sales team.
• Lead account planning and map key decision-makers across groups.

Skills

Hotel partnerships

B2B sales

Key account management

Negotiation

Relationship building

Strategic account planning

Driving licence

Job description

Key responsibilities

• Develop Hotel Partnerships: Create account strategies for UK and international hotel groups to build and expand long-term partnerships.
• Drive Acquisition: Influence decision-makers across ownership, procurement, operations, F&B and commercial teams to win and grow group-level opportunities.
• Grow Across Hotels: Expand Nespresso Professional across multiple properties, brands and locations.
• Maximise Brand Presence: Grow visibility through premium coffee solutions, strategic machine placements and valuable partnerships.
• Build Senior Relationships: Become a trusted partner who understands customers' commercial, guest experience and operational priorities.
• Build the Pipeline: Balance long-term strategic opportunities with shorter-term commercial wins.
• Lead Account Planning: Map decision-makers, growth opportunities and priorities across target hotel groups.
• Understand the Market: Track hotel trends, customer expectations and premium coffee opportunities.

Reporting into the Out of Home Channel Manager, and with fantastic support from the wider Nespresso team, there has never been a better time to join Nespresso., This is a highly customer-facing, hands-on role that requires regular travel in the field to work closely with your sales team and customers, providing coaching, support and leadership to drive new business performance.

To really thrive in this role, you'll bring strong B2B commercial experience, ideally within premium hospitality, together with a solid understanding of the hotel group and chain landscape. You'll be comfortable operating strategically with complex customers while retaining the drive and commercial focus required to convert opportunities into sustainable growth.

Essential experience

• Strong understanding of the hotel sector, including hotel groups, international chains, ownership structures and multi-site operations.
• Proven experience managing and developing strategic, multi-site or key accounts.
• Demonstrable success in new business development and acquiring B2B customers.
• Ability to develop account strategies that deliver long-term revenue and volume growth.
• Confidence engaging and influencing senior decision-makers across procurement, commercial, operational and leadership functions.
• Experience building strong business partnerships that create value for both the customer and supplier.
• Strong commercial acumen with the ability to develop compelling business cases and negotiate mutually beneficial agreements.
• Excellent consultative and solution-selling capability, with the ability to understand both strategic and operational customer needs.
• Strong pipeline and opportunity management skills with a disciplined approach to forecasting and account planning.
• Ability to work autonomously while collaborating effectively with internal teams to deliver complex customer opportunities.
• Highly organised, proactive and comfortable managing multiple strategic accounts and opportunities simultaneously.
• A strong commitment to customer experience and long-term account development.
• A full UK driving licence is required for this role.

If you're ready to take the next step in your sales career and make a significant impact, we want to hear from you! Join us and be part of our winning team!

Driven by innovation and quality, this role in Nespresso Professional is focused on growing and retaining its presence within leading international hotel groups across the UK &I . We are looking for a commercially driven, strategic Key Account Manager with strong market awareness to maximise sales and strengthen the Nespresso Professional brand. Nespresso launched into the Out of Home sector in 2004 and has enjoyed significant year-on-year growth. While we have a diverse range of skills and people, the team is united by its ambition for Nespresso to hold a market-leading position in the world of premium coffee.

At Nestlé, our values are rooted in respect and we believe that embracing diversity and fostering an inclusive environment allows everyone to reach their full potential and drives innovative thinking. We strongly encourage applications from individuals of all gender identities, ethnic backgrounds, those with disabilities, parents, carers and members of the LGBT+ community. Please let us know if we can provide accommodations to ensure your full participation in the application process.

Salary

Salary depending on experience up to £50,000 + up to 30% OTE commission

Benefits

• Business Car provided
• Private health care
• Generous pension scheme - up to 12% contribution from Nestlé
• Nespresso Coffee Machine and monthly allowance of pods
• 12 flexible days on top of 25-day holiday entitlement
• 2 paid volunteering days
• A focus on personal development and growth

Although this is a full-time opportunity, please speak to us about what flexibility means to you, as we are always open to discussing individual flexible working needs. Don't let this stop you from applying.