National Key Account Manager Hotellerie

For a multinational company operating in a structured and service‑driven environment, we are seeking a commercial professional to lead Hotellerie account acquisition, drive national channel development, and strengthen long‑term partnerships across hotel chains and large organized HORECA groups. The role combines structured hunting activities, strategic farming, and cross‑functional coordination, playing a central part in expanding market presence, increasing recurring revenue, and supporting commercial initiatives across the Hotellerie and HORECA channels.

In this position, you will hold end‑to‑end commercial responsibility for hotel chains and major HORECA groups across Italy. You will combine a strong hunting mindset: identifying, pitching, and winning new national accounts with structured farming capabilities, scaling long‑term revenue through renewals, cross‑selling, and upselling.

You will collaborate closely with national sales leadership, operations, service delivery, supply chain, and senior stakeholders to manage multi‑site accounts, negotiate national agreements, and ensure consistent execution across the country. The role requires deep sector knowledge, negotiation excellence, and a strong network of decision‑makers within the Hotellerie ecosystem.

Key Responsibilities

Business Development

• Proactively target, engage, and acquire new hotel chains and large organized HORECA groups.
• Execute structured outbound strategies and multi‑level pitches to buyers, general managers, facility managers, and procurement leaders.
• Lead complex negotiations to secure new long‑term agreements and recurring service contracts.
• Conduct market visits to assess coverage, competitor activity, and commercial opportunities.

Account Expansion & Retention

• Manage and expand a portfolio of national Hotellerie and HORECA accounts.
• Execute account plans to drive upselling and cross‑selling of service solutions.
• Strengthen long‑term relationships and maximize Net Retention Rate (NRR).
• Oversee contract renewals (minimum 2–3 already experienced), ensuring competitive positioning and value‑driven proposals.

Stakeholder Engagement

• Build long‑term relationships with senior decision‑makers across hotel chains and HORECA groups.
• Navigate complex organizational structures and influence multi‑site stakeholders.
• Own a strong network of C‑level, managerial, and operational contacts in Hotellerie (must) and HORECA (nice to have).

Cross‑Functional Execution

• Collaborate with operations, service delivery, supply chain, and marketing to ensure seamless rollout of SLAs across multiple sites.
• Coordinate implementation timelines and service quality standards.
• Oversee sales points and verify execution of agreed activities and investments.

Pipeline & Forecasting

• Maintain CRM accuracy and structured revenue forecasting.
• Report regularly on recurring revenue goals, pipeline status, and market trends.
• Provide insights to support strategic commercial planning.

Your Profile

• 5–10 years of B2B sales and account management experience, with direct experience in the Hotel Channel.
• Strong network of decision‑makers in Hotellerie (buyer, GM, facility manager, procurement).
• Experience with recurring revenue models, service agreements, rental, SLA governance, and multi‑site contracts.
• Proven track record in contract renewals (minimum 2–3).
• Strong negotiation skills and structured sales methodology.
• Target‑oriented, analytical, autonomous, and able to manage complex accounts.
• Fluent Italian and English.

Nice to have

• Experience in large organized HORECA chains.
• Background in breakfast, beverage, spirits, packaged goods, or service‑based industries.
• Strong capability with MS Office, PowerPoint, and PowerBI.

What we offer

• A well‑established multinational environment with strong focus on collaboration and employee development.
• Continuous learning through structured training programs and coaching.
• Competitive compensation package: €55.000–65.000 base + annual bonus + company car.
• Location: Milan / Bologna preferred, Hybrid.
• Travel: National, multi‑site