For a multinational company operating in a structured and service‐driven environment, we are seeking a commercial professional to lead Hotellerie account acquisition, drive national channel development, and strengthen long‐term partnerships across hotel chains and large organized HORECA groups. The role combines structured hunting activities, strategic farming, and cross‐functional coordination, playing a central part in expanding market presence, increasing recurring revenue, and supporting commercial initiatives across the Hotellerie and HORECA channels.
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About the role
In this position, you will hold end‐to‐end commercial responsibility for hotel chains and major HORECA groups across Italy. You will combine a strong hunting mindset: identifying, pitching, and winning new national accounts with structured farming capabilities, scaling long‐term revenue through renewals, cross‐selling, and upselling.




You will collaborate closely with national sales leadership, operations, service delivery, supply chain, and senior stakeholders to manage multi‐site accounts, negotiate national agreements, and ensure consistent execution across the country. The role requires deep sector knowledge, negotiation excellence, and a strong network of decision‐makers within the Hotellerie ecosystem.
Key Responsibilities:
Business Development
- Proactively target, engage, and acquire new hotel chains and large organized HORECA groups.
- Execute structured outbound strategies and multi‐level pitches to buyers, general managers, facility managers, and procurement leaders.
- Lead complex negotiations to secure new long‐term agreements and recurring service contracts.
- Conduct market visits to assess coverage, competitor activity, and commercial opportunities.

Account Expansion & Retention
- Manage and expand a portfolio of national Hotellerie and HORECA

📌 National Key Account Manager Hotellerie (Italia)
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