Key Account Manager (HORECA)

NAVA 1872 Pte Ltd (Known as The 1872 Clipper Tea Co.); Singapore; On-site; SGD 120,000 - 180,000; Full time

Benefits offered by this job

Commission + annual bonus

Medical and dental coverage

18 days annual leave

Staff discounts

Complimentary daily drinks

Job summary

The 1872 Clipper Tea Co. in Singapore seeks a Key Account Manager (HORECA) to grow and nurture relationships with luxury hotel partners, Michelin-starred venues, and elite boutique groups, positioning the brand as the Tea Partner of Choice.

You will lead strategic accounts, conduct quarterly business reviews, and spearhead packaging innovations while aligning product roadmaps with partner goals and providing premium tea experiences.

Qualifications

• 5+ years in Key Account Management within premium F&B or luxury hospitality.
• Strong existing network of F&B decision-makers and purchasing managers in Singapore.
• Proven ability to manage $1M+ portfolios and navigate multi-stakeholder negotiations.
• Sophisticated communicator who can represent a heritage brand with poise and professionalism.

Responsibilities

• Lead growth and retention strategies for key hotel partners in Singapore's luxury hospitality sector.
• Build connections with F&B Directors, Executive Chefs, and Procurement Heads across the luxury ecosystem.
• Conduct quarterly business reviews (QBRs) with strategic accounts to align product roadmaps with partner goals.
• Lead transition to sustainable packaging across HORECA channels.

Skills

Key Account Mgmt

Networking

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:

1. 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.

2. 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.

3. 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.

4. 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.

About The 1872 Clipper Tea Co.

Founded in Singapore and part of the B.P. de Silva Group, we are a distinguished specialty tea company on a mission to move tea forward. We are redefining the modern tea experience—making the premium tea ritual accessible, vibrant, and relevant to a new generation.

Through ethically sourced teas, world-class retail boutiques, and our signature tea bars, we bridge the gap between deep-rooted heritage and contemporary lifestyle. We don't just sell tea; we curate sensory experiences that honor the grower and inspire the consumer.

Our Culture: How We Show Up

• P – Resilient Positivity: Meeting market challenges with a “can-do” spirit.
• E – Excellence: Setting the gold standard in every account interaction.
• A – Total Accountability: Owning the relationship from "leaf to cup."
• C – Radical Collaboration: Supporting the wider team to create the greatest collective impact.
• H – Uncompromising Honesty: Maintaining transparency and integrity in every deal.
• E – Active Empathy: Valuing the perspectives of our producers and our clients alike.
• S – Super Hungry: Continuously learning and never settling for "good enough."

What We Offer

• Strategic Leadership: Direct influence in shaping the future of an established heritage brand.
• Wellness & Benefits:
• Commissions + annual performance bonus.
• Up to $1,600 in medical and dental coverage.
• Up to 18 days of annual leave.
• Exclusive staff discounts across all B.P. de Silva Group brands.
• Complimentary daily specialty drinks at our tea bars.