Hospitality Key Account Manager, EMEA
Astro Lighting is a leading designer and producer of contemporary lighting for high end domestic and hospitality markets. Established in the UK over twenty years ago, today we are proud to have a network of international partners with subsidiaries in both the US and Asia.
Since 1997, our Co-Founders John Fearon and James Bassant have been at the heart of the business, sharing a commitment to British lighting design and passion for quality and precision. Our creative ethos has remained consistent throughout - that good design demands simplicity, delivering products with technical excellence that extend far beyond their design aesthetic.
As a trusted, dynamic and continually growing supplier, our extensive range complements every aspect of luxury living and hospitality, from bedrooms and bathrooms to living areas, corridors and exteriors and can be seen within luxury design projects across the globe.
Role overview
As Hospitality Key Account Manager EMEA, you will be required to manage a select group of prestigious hotel, and franchise companies, hospitality developers & specialist procurement companies. Key to this role will be the ability to identify and track the key decision makers, build trusting relationships and ensure the highest level of customer satisfaction whilst increasing Astro's share of their business.
In addition, you will be expected to have a comprehensive understanding of the market opportunity at a project level and manage key projects from conception to completion in collaboration with your fellow sales team colleagues. Successful communication and interaction with Astro's internal stakeholders will be an integral part of the role to ensure that everybody understands the customer needs and the specific dynamics of the project.
Responsibilities
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Develop and execute a hospitality channel strategy in line with EMEA and global hospitality strategies to deliver agreed sales targets while develop and strengthen relationships with both existing and potential new key customers/groups in the hospitality markets.
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Manage and progress hospitality projects from conception to completion ensuring high levels of customer satisfaction throughout.
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Maintain and enhance existing approved/preferred supplier framework agreements with the major hotel groups whilst looking to further expand our approved supplier status, where appropriate within our target customer base.
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Schedule and attend regular business reviews with key customers to confirm customer satisfaction, keep them informed of Astro products and services and collaborate to grow the Astro business share.
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Work very closely with our Project Sales Managers, Area Sales Managers and other adjacent internal departments as well as our International distributors network on specific initiatives as well as wider strategy implementation.
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Develop and continually grow the project pipeline in order to meet current and future sales targets in-line with the wider sales and business strategies.
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Ensure CRM project pipeline information is up to date and accurate, creating leads for the wider Astro sales team to convert to order via Spec-Track-Close method, leveraging framework and contract agreements where available with detailed feedback on project stages, stakeholders, spec to order conversions and losses.
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Develop intelligence for market trends and competitor activity.
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Attend key networking events and exhibitions with a view to developing existing and new customer relationships including subsequent follow up and analysis of return on investment.
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Co-ordinate the preparation of quotations for projects taking into consideration business margin requirements.
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Ensure high levels of communication and co-ordination within the business to ensure smooth running of projects across the UK and wider geographic territories where appropriate.
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Co-ordinate with HQ based sales admin team and other internal stakeholders to maintain information levels on project timings and product requirements/deliveries.
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Manage customer issues ensuring high levels of internal and external communication throughout.
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Visit project sites as and when required to ensure smooth running of sales processes.
Why does our Sales team love working at Astro?
"Astro is a great place to work for many reasons, but the main reason, is its people! Every department you interact with there are colleagues with knowledge, passion & above all, integrity. People work hard to achieve impressive results day after day." Project Sales Manager
About you
What you will need…
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Strong communication, organisational and people skills
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Friendly, positive, confident and considerate nature
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Confidence engaging with both internal and external stakeholders at all levels
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Due to the office location of the majority of primary accounts being in or around the M25, living within comfortable commuting distance of London (1 hour max) is preferable.
Experience and skills…
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5+ years' experience working in a sales key account role ideally within the hospitality interiors market. Consideration will be given to those with key account management experience in other interior sectors however, experience in developing and managing customer/supplier frame work agreements is critical.
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Preferably international experience working cross functionally through distributor networks.
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Strong analytical and planning skills.
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Solid IT skills including extensive use of MS Office Suite (Excel, PowerPoint, Word) and cloud based CRM systems (MS, SalesForce etc).
What we offer
- 25 days holiday per year (exc. public holidays) rising to 26 days after 4 years and 27 days after 5 years
- 38.75 hour working week with 45 minutes lunch
- Discretionary Annual Bonus (profit share)
- Pension
- Company car or car allowance
- Enhanced Maternity Pay (after 2 years)
- Enhanced Paternity Pay (after 2 years)
- Study Support
- Mentoring Programme
- A range of wellbeing initiatives including 24/7 access to our Employee Assistance Programme
- Cycle to Work Scheme (with plenty of on-site cycle parking)
- Staff Discount on Astro products
- Sabbatical Leave (after 5 years)
- Volunteering and fundraising opportunities, supporting local charities and schools
- Free fresh fruit weekly (in office)
- Superb modern offices with free on-site parking