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. /ppbr / /ppstrongAbout the role /strong /ppIn 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. /ppYou 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. /ppbr / /ppstrongKey Responsibilities: /strong /ppstrongBusiness Development /strong /pulliProactively target, engage, and acquire new hotel chains and large organized HORECA groups. /liliExecute structured outbound strategies and multi‑level pitches to buyers, general managers, facility managers, and procurement leaders. /liliLead complex negotiations to secure new long‑term agreements and recurring service contracts. /liliConduct market visits to assess coverage, competitor activity, and commercial opportunities. /li /ulpbr / /ppstrongAccount Expansion Retention /strong /pulliManage and expand a portfolio of national Hotellerie and HORECA accounts. /liliExecute account plans to drive upselling and cross‑selling of service solutions. /liliStrengthen long‑term relationships and maximize Net Retention Rate (NRR). /liliOversee contract renewals (minimum 2–3 already experienced), ensuring competitive positioning and value‑driven proposals. /li /ulpbr / /ppstrongStakeholder Engagement /strong /pulliBuild long‑term relationships with senior decision‑makers across hotel chains and HORECA groups. /liliNavigate complex organizational structures and influence multi‑site stakeholders. /liliOwn a strong network of C‑level, managerial, and operational contacts in Hotellerie (must) and HORECA (nice to have). /li /ulpbr / /ppstrongCross‑Functional Execution /strong /pulliCollaborate with operations, service delivery, supply chain, and marketing to ensure seamless rollout of SLAs across multiple sites. /liliCoordinate implementation timelines and service quality standards. /liliOversee sales points and verify execution of agreed activities and investments. /li /ulpbr / /ppstrongPipeline Forecasting /strong /pulliMaintain CRM accuracy and structured revenue forecasting. /liliReport regularly on recurring revenue goals, pipeline status, and market trends. /liliProvide insights to support strategic commercial planning. /li /ulpbr / /ppstrongYour Profile /strong /ppbr / /pulli5–10 years of B2B sales and account management experience, with direct experience in the Hotel Channel. /liliStrong network of decision‑makers in Hotellerie (buyer, GM, facility manager, procurement). /liliExperience with recurring revenue models, service agreements, rental, SLA governance, and multi‑site contracts. /liliProven track record in contract renewals (minimum 2–3). /liliStrong negotiation skills and structured sales methodology. /liliTarget‑oriented, analytical, autonomous, and able to manage complex accounts. /liliFluent Italian and English. /li /ulpbr / /ppstrongNice to have /strong /pulliExperience in large organized HORECA chains. /liliBackground in breakfast, beverage, spirits, packaged goods, or service‑based industries. /liliStrong capability with MS Office, PowerPoint, and PowerBI. /li /ulpbr / /ppstrongWhat we offer /strong /pulliA well‑established multinational environment with strong focus on collaboration and employee development. /liliContinuous learning through structured training programs and coaching. /liliCompetitive compensation package: €55.000–65.000 base + annual bonus + company car. /liliLocation: Milan / Bologna preferred, Hybrid. /liliTravel: National, multi‑site /li /ulpbr / /ppTo apply for this position, we invite all interested candidates of any gender (L.903/77) to send their CV via email, specifying their consent to the processing of personal data (EU Regulation 2016/679) and referencing the job posting. /ppSadhu thanks in advance all applicants and will contact candidates deemed suitable within 15 days of receipt. After this period, the selection process will be considered closed. /ppAs the data controller, Sadhu ensures that personal data is processed in compliance with the provisions of EU Regulation 2016/679 – GDPR – on data protection. /ppBefore submitting their CV, candidates are encouraged to review the privacy policy available on For inquiries or to request data deletion, please contact /ppSadhu S.R.L. – Recruitment and Selection Agency /ppMin. Authorization No. of 27/11/2024 /ppViale Lancetti 43 – 20158 Milan /ppShare Capital: €25,000 fully paid-in /ppTax Code/VAT No. – REA MI /p