Key Account Manager - Hotels

Nestlé Nespresso SA; Greater London; Remote; GBP 50,000 - 65,000; Full time

Benefits offered by this job

Business Car provided

Private health care

Generous pension scheme – up to 12%

Nespresso Coffee Machine and pods

12 flexible days on top of 25-day hol

2 paid volunteering days

Focus on personal development

Job summary

Nestlé Nespresso SA in the UK is seeking a commercially driven Key Account Manager – Hotels to grow Nespresso Professional across local and international hotel groups. The role is field-based, with significant travel, and focuses on building high-value partnerships and securing group-level agreements.

You will map decision-makers, develop strategic account plans, and drive new business while delivering sustainable growth across multiple properties.

Qualifications

• Strong understanding of the hotel sector, including hotel groups and multi-site operations.
• Proven experience managing strategic, multi-site or key accounts.
• Track record in new business development and acquiring B2B customers.
• Ability to develop account strategies delivering long-term revenue growth.
• Confident in engaging senior decision-makers across departments.
• Experience building value-rich partnerships with customers and suppliers.
• Excellent commercial acumen and ability to negotiate mutually beneficial agreements.
• Strong consultative and solution-selling capability for strategic needs.
• Solid pipeline management with disciplined forecasting and planning.
• Ability to work autonomously while collaborating with internal teams.

Responsibilities

• Develop Hotel Partnerships: create account strategies for UK and international hotel groups.
• Drive Acquisition: influence decision-makers to win and grow group-level opportunities.
• Grow Across Hotels: expand across multiple properties and locations.
• Maximise Brand Presence: boost visibility through premium coffee solutions and partnerships.
• Build Senior Relationships: become a trusted partner with customer priorities.
• Build the Pipeline: balance long-term opportunities with short-term wins.
• Lead Account Planning: map decision-makers and growth priorities across targets.
• Understand the Market: track hotel trends and premium coffee opportunities.

Skills

Hotel industry knowledge

Key account management

New business development

Strategic account planning

Negotiation

Stakeholder engagement

Commercial acumen

Forecasting & pipeline management

Autonomous working

Cross-functional collaboration

Job description

Significant Travel Required

Business area: Nespresso Professional

Key Account Manager – Hotels

Location: Field Based (Nationwide)

Significant Travel Required

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

Some Of Our Other Fantastic 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.

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.

Your Impact

Are you a commercially driven relationship builder with a passion for hospitality? Join our HORECA team to grow Nespresso Professional across local and international hotel groups.

You will build high-value hotel partnerships, secure group-level agreements and expand Nespresso Professional across multiple properties. Working with senior decision-makers, you will combine strategic account planning with new business development to deliver sustainable growth.

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.

Your ingredients for success

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.

What You Need To Know

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.

Advert posting date: 22nd October 2026

Advert closing date: 5th November 2026

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.

To find out more about Nestlé’s commitment to DEI: Nestlé's Commitment to a Diverse and Inclusive Workplace

To find out more about your recruitment journey with Nestlé: Recruitment Journey | Nestlé UK & Ireland

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