Business Development Manager / KAM (B2B Service to Hotels - HoReCa - Hospitality)

Mission

Drive company product/solutions sales through the acquisition of new hotel chains and ongoing collaboration to expand company’s services within these clients.

The Role

New Business Development (80% of work time)

• Develop relationships with central offices of hotel chains, Quality, and Procurement departments to identify needs and opportunities for business development.
• Formulate comprehensive commercial proposals for the entire network and refine these proposals as needed.
• Organize product testing and audits, collaborating with regional sales managers for hotels within the network.
• Engage with Marketing and Production departments to align product portfolios with the hotel chains' needs.
• Attend professional exhibitions and conferences to present company’s offerings, gather market trends, and establish contacts with key decision-makers.
• Maintain and regularly update the potential client database using CRM.

Current Network Client Management (20% of work time)

• Develop client growth plans in collaboration with Marketing, Regional Managers, and Technologists.
• Prepare sales forecasts with regional managers to manage product inventory and enhance operational efficiency.
• Manage relationships with key client stakeholders to increase brand loyalty.
• Develop marketing and incentive programs to boost product purchases.
• Conduct training on current and new company products and services.
• Monitor accounts receivable and ensure timely payment of invoices, contract fulfillment, and customer satisfaction.
• Collaborate actively with managers and leaders from other business units to identify synergies, cross-sales opportunities, and operational efficiencies.
• Performance Evaluation Criteria:
• Achieving annual personal sales targets.
• Meeting other company-defined performance metrics.
• Qualifications and Experience

Candidate

• At least 3 years of active sales/business development experience (preferably in the hotel sector).
• Understanding of hygiene and cleanliness market trends.
• Excellent communication skills, written and verbal, with an open and articulate manner.