Key Account Manager - Hotels

Nestle; Newcastle upon Tyne; On-site; GBP 45,000 - 55,000; Full time

Benefits offered by this job

Business Car provided

Private health care

Generous pension scheme - up to 12%

Nespresso Coffee Machine and pods

25 days holiday entitlement

Volunteer days

Personal development focus

Job summary

Nestlé, via Nespresso Professional, is seeking a commercially driven Key Account Manager to lead hotel group partnerships across the UK. You will drive multi-site account strategies, acquire new B2B customers and manage senior relationships with procurement, operations and F&B teams.

You will travel regularly to work closely with the sales team and customers, coaching and leading to grow revenue and presence across premium hospitality brands. A full UK driving licence is essential.

Qualifications

• 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.

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.

Skills

Hotel sector understanding

Strategic accounts

New business development

Account strategies

Senior decision-makers

Business partnerships

Commercial acumen

Consultative selling

Pipeline management

Autonomy with collaboration

Multi-site account management

Customer experience focus

UK 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.