Key Account Manager – Hospitality
Job Overview: The Key Account Manager – Hospitality is a pivotal sales role responsible for building and sustaining strong commercial relationships with Bulkshop's hospitality client base, including hotels, restaurants, and cafes across the Solomon Islands. Operating within the Sales division, the role drives revenue growth through disciplined account management, strategic upselling, and the identification and conversion of new business opportunities. The successful candidate will serve as the primary point of contact for key hospitality accounts, ensuring consistent service delivery, timely issue resolution, and a high standard of customer experience. This role demands a commercially sharp, energetic, and self-motivated professional who thrives on targets and is passionate about building lasting business partnerships.
Key Responsibilities:
- Manage and develop relationships with a portfolio of key hospitality accounts including hotels, restaurants, and cafes, acting as the primary contact for all commercial and operational matters.
- Drive revenue growth within existing accounts by identifying and executing upselling and cross-selling opportunities across Bulkshop's full product range.
- Proactively prospect, qualify, and win new hospitality business to expand the active customer base and increase market share within the channel.
- Coordinate with internal teams – including procurement, logistics, warehousing, and finance – to ensure smooth ordering, accurate delivery, and prompt resolution of any customer issues or disputes.
- Monitor competitor activity, pricing strategies, and market trends, providing regular intelligence to the Sales & Marketing Director and Head of Sales to inform commercial decision-making.
- Prepare and present periodic account performance reviews, sales forecasts, and business plans for key accounts to support strategic planning.
- Manage customer payment performance in line with agreed credit terms, working closely with the finance team to minimise overdue balances and maintain healthy debtor levels.
- Maintain accurate and up-to-date records of account activity, customer interactions, pipeline opportunities, and sales performance using Bulkshop's designated reporting tools.
Measurable Outcomes:
- Achieve or exceed the annual sales growth target for the hospitality channel, measured by revenue variance against the prior year and agreed budget.
- Secure a minimum number of new hospitality accounts per quarter, tracked through the sales pipeline and formal account activation records.
- Maintain a customer retention rate of 90% or above across the managed account portfolio, assessed through active account status and repeat purchase frequency.
- Achieve payment collection targets by keeping overdue receivables within the approved threshold, measured monthly in coordination with the Finance team.
- Deliver a minimum number of upsell or cross-sell conversions per quarter, evidenced by incremental product category additions to existing account orders.
- Submit timely and accurate account performance reports and sales forecasts on a monthly basis, with a completion and accuracy rate of 100%.
- Resolve customer complaints and order issues within the agreed service level timeframe, with a target resolution rate of 95% within two business days.
- Provide at least one formal market intelligence update per month covering competitor pricing, new product entrants, and hospitality sector trends.
Competencies (Knowledge/Skills/Qualification/Experience):
Qualifications: A diploma or bachelor's degree in Business, Commerce, Marketing, or a related discipline is preferred. Equivalent experience in a commercial sales role will be considered in lieu of formal qualifications.
Experience: Minimum of 2–4 years' experience in FMCG sales, key account management, or a related field, with demonstrated success in managing B2B customer portfolios and achieving sales targets.
Relationship Management: Strong ability to build, maintain, and grow long-term business relationships with diverse hospitality stakeholders, demonstrating professionalism, trust, and reliability.
Commercial Acumen: Sound understanding of sales principles, margin management, credit terms, and competitive market dynamics, with the ability to translate insights into actionable account strategies.
Communication & Negotiation: Excellent verbal and written communication skills with the confidence to present proposals, negotiate terms, and resolve issues professionally at all levels.
Drive & Initiative: Highly self-motivated with a results-oriented mindset; capable of working independently, managing a busy territory, and consistently performing against targets with minimal supervision.
Adaptability & Energy: Energetic, positive, and adaptable; able to thrive in a fast-paced sales environment and respond effectively to shifting priorities, customer demands, and market conditions.
Organisation & Reporting: Strong planning and time management skills with the ability to manage multiple accounts simultaneously, maintain accurate records, and produce clear, data-driven reports on schedule.
HOW TO APPLY:
Please report to ISD office for interview. We are open from Monday to Friday 9 AM to 6 PM.
Please bring 2 copies of ypur CV/ Resumes and supporting documents (COE, trainings, seminars, diploma), bring original for verification and 1 long brown envelope.
NO placement Fee, NO processing fee, NO salary deduction
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