Key Account Manager - Leisure at Jacobs Douwe Egberts Professional Captive Segments in Maidenhead, England, United Kingdom

Job description

• As a Key Account Manager, you will play a pivotal role in driving long-term growth across our Leisure, Travel and Foodservice sectors. You'll be responsible for developing strategic customer relationships, winning new business, and delivering sustainable growth across a portfolio of key accounts.
• This role combines strategic account management with new business development and will see you working closely with cross-functional teams across Marketing, Operations, Supply Chain, Demand Planning and Finance to bring winning solutions to market.
• Leisure and travel operators
• Holiday parks
• Quick Service Restaurants (QSR)
• Restaurants
• Contract catering organisations
• Cruise operators and associated route-to-market partners
• Purchasing consortia including Lynx, MPP and Entegra

Responsibilities

• Customer Growth & Account Management
• Manage and grow a portfolio of existing customers across the full JDE product portfolio.
• Develop strategic relationships with key stakeholders across the Leisure, Travel and Foodservice sectors.
• Identify, target and win new business opportunities aligned to JDE's growth strategy.
• Build, maintain and manage a robust sales pipeline with a clear focus on long-term growth opportunities.
• Lead commercial discussions and tender processes to secure new business wins.
• Delivering the Annual Operating Plan
• Deliver agreed annual targets for Net Operating Sales (NOS) and Gross Margin (GM) in line with the UK&I Coffee Solutions strategy.
• Develop and implement mitigation plans to manage commercial risk and ensure target achievement.
• Contribute to longer-term strategic planning and support delivery of JDE's five-year growth ambitions.
• Segment Strategy & Commercial Development
• Support the development of compelling customer propositions tailored to target sectors.
• Collaborate with Marketing, Finance and Operations teams to refine go-to-market strategies.
• Build winning service-led solutions covering coffee machines, instant coffee, capsules and ingredient supply.
• Understand the evolving needs of customers and deliver solutions that create measurable value.
• Financial Management
• Manage customer budgets, pricing, rebates and forecasts to deliver profitability targets.
• Monitor account performance and identify opportunities to optimise commercial returns.
• Negotiation & Commercial Excellence
• Lead customer negotiations to optimise both volume and value growth.
• Develop tailored negotiation strategies aligned with customer potential and commercial objectives.
• Build strong networks and influence decision-makers at all organisational levels.
• Marketing Investment
• Develop customer-specific business cases for marketing investment.
• Ensure marketing spend is effectively managed, measured and aligned with agreed growth plans.

Requirements

• Essential Experience
• Proven B2B sales experience within a professional commercial environment.
• Strong track record of delivering growth in Net Operating Sales (NOS), Gross Margin (GM) and EBIT.
• Demonstrated success in prospecting, negotiating and winning new business opportunities.
• Experience managing strategic customer relationships and complex account portfolios.
• Commercially astute with strong P&L understanding and the ability to leverage Out-of-Home (OOH) performance metrics.
• Skills & Attributes
• Excellent relationship-building and stakeholder management skills.
• Confident negotiator with the ability to influence at all levels.
• Strong commercial and analytical mindset.
• Excellent planning, organisational and problem-solving skills.
• Highly collaborative approach with the ability to work cross-functionally.
• Strong communication and presentation skills.
• Knowledge of the coffee category and Out-of-Home market would be advantageous.
• Experience within Foodservice, Leisure, Travel or Cruise sectors would be highly desirable.

Skills

Required

• B2B sales
• Prospecting
• Negotiation
• Winning new business
• Strategic account management
• P&L understanding
• Out-of-Home (OOH) performance metrics
• Relationship-building
• Stakeholder management
• Influencing at all levels
• Commercial and analytical mindset
• Planning

Preferred

• Knowledge of the coffee category
• Knowledge of the Out-of-Home market

Benefits

• At JDE Peet's, you'll be part of a global business with market-leading brands, entrepreneurial spirit and ambitious growth plans. We empower our people to make an impact, take ownership and help shape the future of coffee.
• If you're passionate about building winning partnerships and driving commercial growth, we'd love to hear from you.
• Apply today and help us create amazing coffee moments for customers across the UK & Ireland.