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National Account Manager
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National Account Manager - Commercial Catering Equipment & Services / B2B Customer Solutions
Commercial Catering / B2B Customer Solutions
Location: Home based and Client based with UK wide travel
Salary: £60-70,000 + car + Bonus + career opportunities
Manage the relationship. Find the opportunity. Grow the account.
HPR Executive is partnering with an established and growing organisation operating within the commercial catering and equipment solutions market to appoint two National Account Managers.
At first glance, that title may undersell what the business actually wants.
This is not a passive account-management or customer-service role.
The successful candidate will take ownership of an established portfolio of customers and be responsible for both protecting those relationships and materially growing their commercial value.
The business wants someone who looks beyond what a customer buys today and asks what else the relationship could become.
That means understanding the customer's organisation, estate, sites, operating model, future investment plans and decision-making structure; building relationships with a broader stakeholder group; and systematically identifying opportunities to increase penetration and share of wallet.
The opportunity
The organisation operates across customer environments including care, hotels, restaurants, hospitality, food service, stadia, leisure, facilities management and other complex or multi-site operations.
Existing relationships therefore have considerable potential for further development.
As Account Manager, you will become the commercial owner of your allocated customers.
You will understand where the organisation currently operates within each account, where it does not, what additional requirements the customer has and how the relationship could be expanded across additional products, services, projects, locations, divisions or brands.
Success will not simply be measured by retention or customer satisfaction.
It will be measured by profitable account growth.
Key responsibilities will include:
- Taking commercial ownership of a portfolio of existing customer accounts.
- Retaining and strengthening important customer relationships.
- Developing structured account plans identifying clear opportunities for growth.
- Building a detailed understanding of customers' businesses, estates, operating models and future plans.
- Increasing revenue and share of wallet across existing customers.
- Identifying cross-selling and up-selling opportunities.
- Expanding relationships into additional sites, locations, divisions, brands or operating companies.
- Ensuring customers understand the breadth of the organisation's capabilities rather than purchasing only one element of the proposition.
- Identifying future equipment, replacement, refurbishment, project, service and maintenance opportunities.
- Building multi-level relationships rather than relying upon a single customer contact.
- Developing relationships with senior decision-makers, procurement and operational stakeholders.
- Conducting structured customer and account reviews.
- Creating clear account development actions and following these through to delivery.
- Negotiating commercial terms while protecting margin and long-term account value.
- Understanding account profitability and focusing resource on the strongest commercial opportunities.
- Maintaining accurate CRM information and providing credible account forecasts.
- Working closely with operational, technical, project and service colleagues to ensure excellent customer delivery.
- Identifying potential risks to existing revenue early and developing appropriate retention strategies.
- Delivering measurable year-on-year growth across the portfolio.
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What we are looking for
There are two strong routes into this opportunity.
You may already have commercial or account management experience within commercial catering, catering equipment, foodservice equipment or a closely related market.
Alternatively, you may come from another B2B sector but have strong experience selling into the types of organisations this business serves, particularly care, hotels, restaurants, hospitality, stadia, leisure, FM or complex multi-site customers.
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Either route could work.
What is critical is that you can demonstrate that you have grown existing accounts, rather than simply managed them.
We are looking for:
- Proven B2B Account Management, Key Account or National Account experience.
- A demonstrable track record of delivering organic growth from existing customers.
- Evidence of increasing customer spend, penetration or share of wallet.
- Strong commercial instincts and an ability to uncover opportunities within established relationships.
- Experience creating and executing structured account development plans.
- Ability to build relationships across multiple functions and organisational levels.
- Strong influencing and negotiation capability.
- Understanding of revenue, margin and account profitability.
- Commercial confidence to challenge as well as support customers.
- Strong CRM, forecasting and account-planning discipline.
- The ability to work effectively across internal operational and service functions.
The person:
Degree educated with a strong career trajectory in account management or National Accounts
The strongest candidates will be naturally inquisitive.
You will want to understand how your customer's business actually works: where it is growing, where it is investing, what operational challenges it faces, how decisions are made and where your organisation could add greater value.
You will be relationship-led without becoming purely relationship-dependent.
Most importantly, you will possess a genuine growth mindset.
When presented with a strong existing account, your instinct won't simply be:
"How do I retain this customer?"
It will be:
"How much bigger could this relationship become and what do I need to do to make that happen?"
For the right individual, this is an opportunity to take ownership of established customer relationships while making a highly visible contribution to the next stage of an ambitious organisation's commercial growth.
To apply
Please email your CV to Charlotte.Mcfadzen@hprtalent.com or call 0115 870 0115 for more details.
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