Key Account Manager (HORECA)

NAVA 1872 PTE. LTD.; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

1872 Clipper Tea Co. is seeking a Strategic Account Manager (HORECA) in Singapore to nurture and grow a portfolio of luxury hotel partners, Michelin-starred venues, and elite boutique groups. You will drive revenue, lead quarterly reviews, and shape product programs aligned with partner brands.

Ideal candidates have 5+ years in KAM/BD within premium F&B, a robust Singapore network, and proven multi-stakeholder negotiation skills, with a passion for tea heritage.

Qualifications

• 5+ years in Key Account Management or Business Development within the premium F&B or luxury hospitality sector.
• A strong existing network of F&B decision-makers and purchasing managers in Singapore.
• Proven ability to manage $1M+ portfolios and navigate complex, multi-stakeholder contract negotiations.
• A sophisticated communicator with a passion for tea who can represent a heritage brand with poise and professionalism.

Responsibilities

• Lead growth and retention strategies for key hotel partners.
• Build deep connections with F&B Directors, Executive Chefs, and Procurement Heads in luxury hospitality.
• Conduct quarterly business reviews (QBRs) to align product roadmap with partner goals.
• Spearhead transition to sustainable packaging across HORECA channels.
• Proactively hunt and secure new partnerships within high-end segments.
• Identify menu integration opportunities and Signature Tea programs for partners.
• Lead tea tastings and training sessions for hospitality staff.
• Lead high-value negotiations and long-term supply agreements with major groups.
• Develop seamless customer journey with AGM for HORECA, from pitch to post-sale support.
• Collaborate with product team to launch hospitality-exclusive offerings and seasonal programs.
• Achieve revenue targets while maintaining gross margin discipline.
• Forecast demand and support production planning for high-volume partners.
• Track sales performance, account growth, and competitor movements in Singapore luxury market.

Skills

Key Account Management

Business Development

Negotiation

Communication

Job description

As the Key Account Manager (HORECA), you are the strategic bridge between 1872 Clipper Tea Co. and Singapore's most prestigious hospitality brands. You will be responsible for nurturing and expanding our footprint within a portfolio of key hotel partners, Michelin-starred establishments, and elite boutique hospitality groups. Your goal is to position The 1872 Clipper Tea Co. as the undisputed "Tea Partner of Choice" for the luxury service sector.

Key Responsibilities:

Strategic Account Management

• Lead the growth and retention strategies for our key hotel partners, ensuring The 1872 Clipper Tea Co. is a hallmark of their guest experience.


• Build deep-rooted connections with F&B Directors, Executive Chefs, and Procurement Heads across the luxury hospitality ecosystem.


• Conduct quarterly business reviews (QBRs) with strategic accounts to align our product roadmap with their evolving service goals.


• Spearhead the transition to sustainable and eco-friendly packaging materials across all HORECA channels.

Hospitality Sector Development

• Proactively hunt and secure new partnerships within high-end segments, including luxury hotels, fine dining establishments, and premium café groups.


• Identify opportunities for menu integration and the development of "Signature Tea" programs tailored to each partner's unique brand identity.


• Lead immersive tea tastings and professional training sessions for hospitality staff to ensure excellence in tea service.

Wholesale & Category Leadership

• Lead high-value negotiations and structure long-term supply agreements with major hospitality groups.


• Work together with the AGM to develop a seamless "customer journey" for the HORECA category, from initial pitch to post-sale support


• Work closely with the product team to launch hospitality-exclusive tea offerings, seasonal programs, and curated pairing menus.

Commercial & Performance Management

• Achieve and exceed assigned revenue targets while maintaining strong gross margin discipline.


• Forecast demand and support production planning to ensure consistent supply for high-volume partners.


• Track sales performance, account growth, and competitor movements within the Singapore luxury market.

Requirements

• 5+ years in Key Account Management or Business Development within the premium F&B or luxury hospitality sector.


• A strong existing network of F&B decision-makers and purchasing managers in Singapore.


• Proven ability to manage $1M+ portfolios and navigate complex, multi-stakeholder contract negotiations.


• A sophisticated communicator with a passion for tea who can represent a heritage brand with poise and professionalism.