Key Account Manager - Hotels

Responsibilities

Develop and execute strategic account plans for hotel groups to drive long-term partnerships and sustainable revenue growth. Influence senior decision-makers across procurement and operations to expand Nespresso Professional's presence across multiple properties.

Requirements

Requires strong B2B commercial experience within the hospitality sector and a proven track record in managing multi-site or key accounts. Candidates must possess excellent consultative selling skills, strategic planning abilities, and a full UK driving licence.

Skills

• Key account management
• B2B sales
• Strategic account planning
• New business development
• Market awareness
• Relationship building
• Consultative selling
• Solution selling
• Pipeline management
• Forecasting
• Negotiation
• Hospitality industry knowledge
• Multi-site operations
• Stakeholder management
• Commercial acumen

Benefits

• Business car
• Private health care
• Generous pension scheme
• Nespresso coffee machine
• Monthly allowance of pods
• Flexible days
• Paid volunteering days
• Personal development and growth

About this role

Business area: Nespresso ProfessionalKey Account Manager – HotelsLocation: 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. Don’t let this stop you from applying.
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 successTo 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!
What you need to knowThis 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 2026Advert closing date: 5th November 2026
 
We will consider candidates as they apply and may close the advertisement early if we receive sufficient applications, so please don’t delay in submitting your application.
 
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.
 
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About Nestle Operational Services Worldwide SA

Food and Beverage Services · 10,001+ employees · headquartered in Vevey