Job Description: Senior Key Account Manager (Hotel Chains & B2B/Modern Trade)

Location: Colombo, Sri Lanka (with travel to client locations and regional properties as required)

Employment Type: Full-time

Department: Corporate Sales

Purpose of the Role

The Senior Key Account Manager (SKAM) will fully govern and aggressively expand our client's premium Sri Lankan chain hotel portfolio, large-scale supermarket groups, and institutional B2B/distribution accounts across active trading contracts and major commercial projects. This role owns senior-level strategic relationships, multi-category expansion, cross-channel wallet-share growth, quotation conversion optimization, CRM data integrity, strict margin protection, and proactive debtor collections.

Key Responsibilities

Strategic Account Management & Wallet-Share Expansion

Core Account Ownership: Serve as the primary, high-level corporate point of contact for premier national hotel chains, luxury independent resorts, and primary supermarket/distribution accounts—managing all existing operations and new outlet rollouts nationwide.
Category Penetration: Lead proactive cross-selling and upselling initiatives within mature Sri Lankan corporate accounts, aggressively targeting a minimum 20%+ client wallet-share and category growth focus.
Cross-Divisional Mirroring: Partner closely with internal account management counterparts across engineering and technical sister divisions to ensure group-level corporate agreements are fully unified and protected.

Commercial Operations & Financial Governance

Proposal Consolidation: Work alongside Pre-sales and Category Specialist teams to finalize highly customized pricing matrices, reliable delivery timelines, and standard commercial terms for large-scale tenders.
Multi-SKU Quotation Engineering: Coordinate multiple product and category specialists to synthesize highly detailed, multi-category proposals for premium wholesale and bulk supply contracts.
Pipeline & CRM Management: Maintain flawless data discipline by utilizing central CRM platforms to log all sales activities, active pipelines, client communications, and quotation conversion tracking.
Cash Flow & Forecasting: Author and present rolling 3-month sales and payment collection forecasts with an expectation of 90%+ baseline accuracy, while continuously reviewing debtor accounts to guarantee absolutely zero customer balances exceed a 30-day overdue limit.

Stakeholder Relations & Performance Standards

Multi-Tiered Networking: Cultivate trust-based corporate relationships across client organizations, interfacing directly with Food & Beverage (F&B) Directors, Executive Chefs, Head Housekeepers, Procurement Managers, General Managers, and Modern Trade distribution buyers.
Internal Synergy: Act as a critical internal liaison, connecting client needs directly with Pre-sales, Supply Chain, Technical, Operations, and Finance teams to drive flawless delivery execution.

Candidate Profile & Requirements

Experience & Scale:
- A minimum of 5 years of total experience in B2B sales, corporate account management, or modern trade/distribution sales.
- Proven background managing high-volume HORECA, hospitality, major supermarket, B2B institutional, or distributor networks.
- Tangible evidence of direct revenue target ownership, high-volume corporate quotation handling, tight price negotiations, and successful cash-collection management.
Portfolio & Channel Agility:
- Demonstrated success managing diverse product categories or highly intensive, SKU-dense portfolios.
- A proven track record of successfully cross-selling varied product lines to expand wallet share within long-standing corporate accounts.
Location Requirements:
- Must be currently based in Sri Lanka or willing to relocate immediately, with full availability to travel to domestic client properties as needed.

Preferred Operational Strengths:

Product Line Expertise: Direct experience selling premium OS&E lines, upscale tableware, glassware, flatware, commercial diningware, fine linen, industrial housekeeping supplies, guestroom amenities, or specialized hospitality assets.
Supply Chain Familiarity: Practical exposure within import-reliant or large-scale trading business structures, including hands-on familiarity with global supplier coordination, stock velocity tracking, and high-velocity order fulfillment.
Project & Channel Exposure: Direct involvement handling bulk OS&E supply for hotel pre-opening programs, large property renovations, or high-volume Modern Trade/supermarket account dynamics.
Systems & Academy: Practical proficiency utilizing modern pipeline software (such as Zoho, Salesforce, HubSpot, or equivalent CRM systems), backed by a Degree, Diploma, or professional credential in Sales, Marketing, Business, or Hospitality Management.