National Key Account Manager Hotellerie

pFor 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. /p pIn 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. /p pYou 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. /p h3Key Responsibilities /h3 h3Business Development /h3 ul liProactively target, engage, and acquire new hotel chains and large organized HORECA groups. /li liExecute structured outbound strategies and multi‑level pitches to buyers, general managers, facility managers, and procurement leaders. /li liLead complex negotiations to secure new long‑term agreements and recurring service contracts. /li liConduct market visits to assess coverage, competitor activity, and commercial opportunities. /li /ul h3Account Expansion Retention /h3 ul liManage and expand a portfolio of national Hotellerie and HORECA accounts. /li liExecute account plans to drive upselling and cross‑selling of service solutions. /li liStrengthen long‑term relationships and maximize Net Retention Rate (NRR). /li liOversee contract renewals (minimum 2–3 already experienced), ensuring competitive positioning and value‑driven proposals. /li /ul h3Stakeholder Engagement /h3 ul liBuild long‑term relationships with senior decision‑makers across hotel chains and HORECA groups. /li liNavigate complex organizational structures and influence multi‑site stakeholders. /li liOwn a strong network of C‑level, managerial, and operational contacts in Hotellerie (must) and HORECA (nice to have). /li /ul h3Cross‑Functional Execution /h3 ul liCollaborate with operations, service delivery, supply chain, and marketing to ensure seamless rollout of SLAs across multiple sites. /li liCoordinate implementation timelines and service quality standards. /li liOversee sales points and verify execution of agreed activities and investments. /li /ul h3Pipeline Forecasting /h3 ul liMaintain CRM accuracy and structured revenue forecasting. /li liReport regularly on recurring revenue goals, pipeline status, and market trends. /li liProvide insights to support strategic commercial planning. /li /ul h3Your Profile /h3 ul li5–10 years of B2B sales and account management experience, with direct experience in the Hotel Channel. /li liStrong network of decision‑makers in Hotellerie (buyer, GM, facility manager, procurement). /li liExperience with recurring revenue models, service agreements, rental, SLA governance, and multi‑site contracts. /li liProven track record in contract renewals (minimum 2–3). /li liStrong negotiation skills and structured sales methodology. /li liTarget‑oriented, analytical, autonomous, and able to manage complex accounts. /li liFluent Italian and English. /li /ul h3Nice to have /h3 ul liExperience in large organized HORECA chains. /li liBackground in breakfast, beverage, spirits, packaged goods, or service‑based industries. /li liStrong capability with MS Office, PowerPoint, and PowerBI. /li /ul h3What we offer /h3 ul liA well‑established multinational environment with strong focus on collaboration and employee development. /li liContinuous learning through structured training programs and coaching. /li liCompetitive compensation package: €55.000–65.000 base + annual bonus + company car. /li liLocation: Milan / Bologna preferred, Hybrid. /li liTravel: National, multi‑site /li /ul #J-18808-Ljbffr