Key Account Manager - Luxury Interior & Hospitality Projects

Job Description

Job Title: Key Account Manager – Specification Projects (Hospitality, Residential & BTR)

Department: Sales

Reports to: Sales Director / Managing Director

Role Purpose

The Key Account Manager – Specification Projects will manage a portfolio of approximately 50 strategic interior design, hospitality, developer and build-to-rent accounts and transform existing transactional relationships into specification-led partnerships.

The role focuses on influencing FF&E decisions at early project stages, increasing product category penetration across lighting and furniture ranges, and building a structured pipeline through proactive outreach, stakeholder engagement, and disciplined CRM management.

This position combines account protection, account growth, and pipeline creation across hospitality, residential and developer-led projects.

Key Responsibilities

1. Strategic Account Development

• Manage and grow a portfolio of ~50 key interior design, hospitality and developer accounts
• Increase share of wallet within existing customers
• Expand use of Liang & Eimil products beyond urgent replacement purchasing
• Develop multi-contact relationships across each organisation
• Position Liang & Eimil as a preferred FF&E specification partner

2. Specification Sales & Project Influence

• Identify projects before procurement stage across hospitality, residential and BTR sectors
• Engage interior designers, developers, operators and procurement stakeholders
• Influence FF&E schedules early in project timelines
• Track refurbishment programmes and new developments
• Convert specifications into secured orders

3. Account Penetration & Relationship Expansion

• Map decision-makers inside each client organisation
• Re-engage dormant stakeholders and specifiers
• Increase category penetration across lighting and furniture
• Transition reactive customers into repeat specification partners
• Strengthen presence within design studios managing multiple live schemes

4. Pipeline Ownership & Business Development

• Build and maintain a structured forward pipeline
• Generate opportunities through meetings, calls and site visits
• Identify new specification opportunities across hospitality, residential and BTR sectors
• Maintain pipeline value aligned with company growth targets
• Develop long-term relationships with multi-project design practices

5. CRM Discipline (HubSpot)

• Maintain accurate pipeline tracking
• Log meetings, calls and project updates
• Monitor opportunity stages and probability levels
• Provide reliable monthly revenue forecasts
• Support data-driven sales strategy through structured CRM use

6. Market Intelligence & Project Tracking

• Track upcoming projects across hospitality, high-end residential and build-to-rent sectors
• Monitor refurbishment programmes and developer pipelines
• Maintain awareness of interior design studio activity and specification trends
• Monitor competitor positioning within key projects and accounts
• Share market intelligence internally to support strategic planning

Essential Experience

• Proven experience in hospitality, residential, BTR or interior design specification sales
• Strong relationships within interior design studios, developers or operators
• Experience influencing projects before procurement stage
• Track record growing revenue within strategic accounts
• Structured pipeline management capability
• CRM discipline (HubSpot preferred)

Personal Attributes

We are looking for someone who:

• Builds relationships with designers and decision-makers early in project lifecycles
• Thinks commercially and strategically
• Takes ownership of pipeline creation
• Is proactive rather than reactive
• Works in a structured and disciplined way
• Understands specification cycles across multiple sectors
• Is confident managing complex stakeholder environments