Our client, a leading organisation in the fast-moving consumer goods (FMCG) sector, is seeking a commercially driven and relationship-oriented Hospitality Key Accounts Executive to grow beverage sales and strengthen brand presence across hotels, restaurants, bars, cafés and private member clubs.
The successful candidate will leverage their hospitality industry experience to develop strategic customer relationships, expand product distribution, secure beverage menu listings and implement impactful brand activation initiatives. This role requires a professional who understands hospitality operations and can engage confidently with decision-makers while identifying opportunities for sustainable business growth.
The role requires flexibility to engage with hospitality customers and support brand activations during evenings, weekends and other non-traditional working hours when necessary.
Responsibilities
Key Account Management & Business Development
Identify, develop and onboard new business accounts across hotels, restaurants, fine-dining establishments, bars, cafés and private member clubs.
Build and maintain strong relationships with Food and Beverage Directors, General Managers, procurement teams, sommeliers and head bartenders.
Negotiate beverage menu listings, cocktail menu integrations, product placements and exclusive supply or pouring arrangements.
Identify opportunities to expand product distribution, increase sales volumes and grow the client's share of business within assigned accounts.
Develop account plans and commercial partnerships aligned with sales and business objectives.
Trade Marketing & Brand Activation
Plan and execute beverage promotions, brand launches, product masterclasses, guest bartender sessions and other customer engagement activities.
Coordinate brand visibility and placement of point-of-sale materials in line with brand standards and venue requirements.
Conduct product knowledge and sensory training for hospitality staff to improve product recommendations and customer engagement.
Work closely with hospitality partners to develop promotional initiatives that enhance consumer experiences and support sales growth.
Monitor the effectiveness of activations and recommend improvements based on performance.
Market Intelligence & Commercial Performance
Monitor competitor pricing, product listings, promotional activities and distribution strategies within the assigned territory.
Identify emerging trends in hospitality, mixology, dining and beverage consumption.
Track sales volumes, commercial budgets and returns on investment for customer and promotional initiatives.
Analyse account performance and identify opportunities to improve sales, distribution and profitability.
Prepare regular reports on account development, market trends, sales performance and brand activation outcomes.
Experience
Bachelor's degree in Business Administration, Marketing, Hospitality Management or a related field.
At least 2 - 4 years of direct experience in premium hospitality operations, preferably as an F&B Manager, Assistant Restaurant Manager, Head Bartender, Sommelier or in a similar role.
A strong understanding of hotel and restaurant profit and loss, inventory management, menu costing and hospitality service standards.
Demonstrated commercial, negotiation, relationship management and business-to-business (B2B) selling skills.
Experience developing customer accounts, negotiating product placements or implementing trade marketing initiatives is an advantage.
Strong understanding of beverage products and hospitality industry dynamics.
Excellent communication, presentation, networking and stakeholder management skills.
Ability to engage confidently with senior commercial decision-makers as well as frontline hospitality teams.
Relevant industry certifications, such as WSET or barista certifications, are an added advantage.