Hospitality Accounts Manager

Libbey; Detroit (MI); In loco; USD 90.000 - 130.000; Tempo pieno

Descrizione del lavoro

Libbey is seeking a Hospitality Accounts Manager to drive growth and manage hospitality sales across the Eastern U.S., targeting regional corporate offices, management companies, GPOs, and hotel properties. You will collaborate with internal Libbey partners to serve the foodservice and hospitality channel.

The role requires a motivated sales professional with virtual office skills, ready to build strategic plans, manage accounts, travel up to 40%, and contribute to growth for Libbey's tabletop

Competenze

• Bachelor's degree preferred in Business, Marketing, Hospitality, or related field.
• 5+ years of foodservice, hospitality, distribution, consumer products, or related B2B sales experience.
• Experience managing chain, multi-unit, regional, or national account relationships.
• Proven track record of growing customer accounts and achieving sales objectives.
• Strong business acumen with experience in account planning, forecasting, pricing, and contract negotiations.
• Ability to analyze sales trends, customer performance, and market opportunities to support business growth.
• Strong relationship-building skills with the ability to influence and collaborate with customers and internal stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Ability to manage multiple priorities in a fast-paced environment.

Mansioni

• Manage and grow a portfolio of strategic chain, multi-unit, and restaurant group accounts with responsibility for achieving sales, profitability, and share growth objectives.
• Develop and execute customer-specific business plans that align Libbey's solutions with customer priorities, growth initiatives, and operational needs.
• Build and expand relationships with key decision-makers across purchasing, culinary, beverage, operations, supply chain, and executive leadership functions.
• Identify, prioritize, and capitalize on opportunities to increase product adoption, expand category penetration, and drive incremental revenue within assigned accounts.
• Serve as a trusted business partner to customers by bringing forward market insights, product solutions, and recommendations that support their business objectives.
• Lead annual account planning, business reviews, forecasting, pricing discussions, contract negotiations, and strategic growth initiatives.
• Partner with national and regional distribution organizations to strengthen marketplace execution, improve customer engagement, and expand market presence.
• Analyze customer performance, industry trends, market conditions, and competitive activity to identify opportunities, address risks, and inform business decisions.
• Collaborate cross-functionally with Product Management, Marketing, Supply Chain, Customer Service, and Operations to deliver effective solutions and execute key customer initiatives.
• Influence internal stakeholders and resources to ensure alignment, responsiveness, and successful execution of customer growth plans.
• Represent Libbey at customer meetings, industry events, trade shows, and networking opportunities to strengthen relationships and identify emerging business opportunities.
• Maintain accurate account strategies, opportunity pipelines, forecasts, and customer information within CRM and company systems.
• Support continuous improvement efforts by sharing customer insights, market intelligence, and recommendations that contribute to business and commercial strategy.
• Demonstrate Libbey's values through collaboration, inclusion, innovation, accountability, and customer focus.

Conoscenze

Relationship-building

Communication

Negotiation

Account planning

Formazione

Bachelor's degree in Business, Marketing, Hospitality, or related field

Strumenti

CRM systems

Microsoft Office

Sales planning tools

Descrizione del lavoro

TheHospitality Accounts Manager is responsible for driving growth and managing hospitality sales efforts within Eastern U.S. region. Sales efforts will be directed towards regional hospitality corporate offices, management companies, GPO, and hotel properties. The Hospitality Accounts Managerwill collaborate often with internal Libbey business partners to meet the needs of our customers within the foodservice and hospitality channel.

Libbey is looking for highly motivated sales professionals, with effective virtual office skills and experience. The Hospitality Accounts Managerrole is an excellent opportunity for an enthusiastic, savvy and results-oriented individual to positively impact growth with the industry’s leading tabletop company. If you have a passion for winning, we want you on our team!

RESPONSIBILITIES

• Manage and grow a portfolio of strategic chain, multi-unit, and restaurant group accounts with responsibility for achieving sales, profitability, and share growth objectives.
• Develop and execute customer-specific business plans that align Libbey's solutions with customer priorities, growth initiatives, and operational needs.
• Build and expand relationships with key decision-makers across purchasing, culinary, beverage, operations, supply chain, and executive leadership functions.
• Identify, prioritize, and capitalize on opportunities to increase product adoption, expand category penetration, and drive incremental revenue within assigned accounts.
• Serve as a trusted business partner to customers by bringing forward market insights, product solutions, and recommendations that support their business objectives.
• Lead annual account planning, business reviews, forecasting, pricing discussions, contract negotiations, and strategic growth initiatives.
• Partner with national and regional distribution organizations to strengthen marketplace execution, improve customer engagement, and expand market presence.
• Analyze customer performance, industry trends, market conditions, and competitive activity to identify opportunities, address risks, and inform business decisions.
• Collaborate cross-functionally with Product Management, Marketing, Supply Chain, Customer Service, and Operations to deliver effective solutions and execute key customer initiatives.
• Influence internal stakeholders and resources to ensure alignment, responsiveness, and successful execution of customer growth plans.
• Represent Libbey at customer meetings, industry events, trade shows, and networking opportunities to strengthen relationships and identify emerging business opportunities.
• Maintain accurate account strategies, opportunity pipelines, forecasts, and customer information within CRM and company systems.
• Support continuous improvement efforts by sharing customer insights, market intelligence, and recommendations that contribute to business and commercial strategy.
• Demonstrate Libbey's values through collaboration, inclusion, innovation, accountability, and customer focus.

REQUIREMENTS & QUALIFICATIONS

• Bachelor's degree in Business, Marketing, Hospitality, or related field preferred.
• 5+ years of foodservice, hospitality, distribution, consumer products, or related B2B sales experience.
• Experience managing chain, multi-unit, regional, or national account relationships preferred.
• Proven track record of growing customer accounts and achieving sales objectives.
• Strong business acumen with experience in account planning, forecasting, pricing, and contract negotiations.
• Ability to analyze sales trends, customer performance, and market opportunities to support business growth.
• Strong relationship-building skills with the ability to influence and collaborate with customers and internal stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Ability to manage multiple priorities and work effectively in a fast-paced environment.
• Proven ability to work independently while collaborating across Sales, Marketing, Customer Service, Supply Chain, and other cross-functional teams.
• Proficiency with CRM systems, Microsoft Office, and sales planning tools.
• Willingness to travel up to 40%.

BEHAVIORAL COMPETENCIES FOR SUCCESS

• Take Control: ask for the direction and support you need to attain mastery of your objectives and ownership of your professional development.
• Be Engaged & Committed: lean in to learn, engage, and contribute, resulting in increased performance and personal satisfaction from your work.
• Be Accountable: hold yourself responsible for achieving your goals and successfully executing against the organization's initiatives.
• Continuous Improvement Mindset: Act with curiosity, proactively identifying and implementing changes to enhance work processes and outcomes. Consistently seek opportunities to improve efficiency, quality, and overall effectiveness.

SALES COMPETENCIES FOR SUCCESS

• Analysis, Insights & Data‑Driven Decision Making: Continuously monitors market conditions, category trends, competitive activity, pipeline health, customer performance, and business trends to anticipate needs. Uses insights to adjust selling strategies, identify growth opportunities, and avoid reactive, short-term decision-making. Leverages strong commercial insight to strengthen account strategies, prioritize opportunities, and improve business outcomes. Sets and adjusts pricing to maximize profitability while balancing market competitiveness, customer value perception, and cost structure.
• Cross-Functional Partnership: Partners effectively across Sales, Sales Operations, Marketing, Customer Service, Supply Chain, and other internal teams to deliver a consistent, high-value customer experience. Aligns resources and expertise to execute account strategies, solve customer challenges, and drive coordinated outcomes. Demonstrates a “One Commercial” mindset by ensuring alignment across functions in how we plan and execute. Leverages Libbey’s operating rhythms to drive alignment, accountability, and effective solutioning.
• Account Growth & Management: Develops and executes strategic account plans for key accounts and high-potential customers by aligning Libbey’s commercial priorities with customer objectives. Proactively drives growth through share expansion, profitability, and long‑term partnerships, supported by disciplined planning, accountability, and execution of new and existing programs.