WE ARE HIRING: Key Account Manager

Location: Colombo, Sri Lanka
Employment Type: Full time
Company Industry: Commercial Kitchen, Laundry, Coldroom and HORECA Solutions

Role Overview

We are seeking a commercially driven and relationship-focused Key Account Manager to manage strategic hotel, resort, and institutional accounts across trading, projects, and maintenance solutions.

The selected candidate will be responsible for account growth, project-sales development, quotation conversion, commercial negotiations, CRM management, sales forecasting, margin protection, collection follow-up, and cross-functional coordination.

Key Responsibilities

• Manage assigned strategic hotel groups, resort accounts, and the Maldives trading territory.
• Develop new B2B opportunities across commercial kitchens, laundry systems, coldrooms, refrigeration, and related HORECA solutions.
• Build and maintain strong relationships with owners, general managers, procurement teams, chefs, consultants, engineers, and project stakeholders.
• Identify expansion opportunities across sister properties, new developments, refurbishment projects, replacement cycles, and maintenance contracts.
• Manage project-based sales from lead identification and requirement gathering through quotation, negotiation, closing, and handover.
• Finalize quotations and proposals by agreeing on pricing, delivery timelines, payment terms, and commercial conditions.
• Coordinate with Pre-Sales and Category Specialists to prepare consolidated multi-category proposals.
• Understand client CAPEX requirements and recommend suitable technical and commercial solutions.
• Conduct regular business reviews with key accounts to identify customer needs, risks, and growth opportunities.
• Maintain accurate CRM records covering account activity, leads, pipeline, quotations, orders, customer interactions, and conversion status.
• Prepare and maintain accurate rolling forecasts for sales, orders, and collections.
• Monitor quotation conversion, sales performance, margins, and account development.
• Monitor debtor balances and follow up on outstanding payments to support healthy cash flow.
• Coordinate with Pre-Sales, Category Management, Supply Chain, Technical, Projects, Operations, and Finance teams.
• Ensure client requirements are communicated accurately and projects are handed over smoothly to delivery teams.
• Follow up on procurement, delivery, installation, commissioning, and service requirements when necessary.
• Monitor market activity, competitor offerings, customer requirements, and hospitality-industry developments.
• Maintain professional conduct and comply with organizational policies, procedures, and ethical standards.

Candidate Profile

• Minimum 5 years of experience in B2B sales, project sales, key account management, or technical solution selling.
• Proven experience managing commercial or institutional clients such as hotels, resorts, restaurants, hospitals, consultants, contractors, or corporate organizations.
• Demonstrated responsibility for revenue targets, quotations, commercial negotiations, and customer relationships.
• Experience managing long sales cycles and multiple stakeholders within project-based environments.
• Strong understanding of pricing, margin protection, payment terms, and commercial negotiations.
• Experience using CRM systems such as Salesforce, Zoho, HubSpot, or an equivalent platform.
• Ability to maintain accurate sales pipelines, forecasts, conversion records, and debtor-ageing information.
• Strong stakeholder-mapping skills with the ability to manage decision-makers, influencers, technical teams, and final approvers.
• Good coordination skills with the ability to work across Sales, Pre-Sales, Supply Chain, Technical, Projects, Operations, and Finance functions.
• Strong communication, presentation, negotiation, relationship-management, and problem-solving skills.
• Diploma, degree, or professional qualification in Sales, Marketing, Business, Hospitality, Engineering, or a related field will be preferred.
• Direct experience in commercial kitchen equipment, laundry systems, coldrooms, refrigeration, HVAC, MEP, hospitality projects, or HORECA supplies will be a strong advantage.
• Experience managing hotel chains, resort groups, Maldives accounts, or regional HORECA clients will be an advantage.
• Experience working with consultants, architects, chefs, engineers, and project-procurement teams will be preferred.
• Technically curious, commercially aware, organized, and able to work independently.
• Based in Sri Lanka or willing to relocate, with the ability to travel to the Maldives and project locations when required.

Ready to take your career to new heights?

We're InTalent Asia, your recruitment partner in Sri Lanka, and we've got an exciting opportunity for you! Our client is looking for a dynamic individual to fill the role of Key Account Manager.

Apply now and see how you can be the perfect fit for this exclusive position!

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