Job Summary
The Key Accounts Executive develops and manages Coffeedesk's B2B customer portfolio. The role identifies new opportunities, understands customers' coffee service requirements, recommends suitable equipment and related products, and coordinates proposals, demonstrations, order fulfilment, and after-sales follow-up. The executive works with relevant teams to provide responsive service, achieve agreed sales targets, and keep account and pipeline records current.
Key Responsibilities
Account Management
• Understand each account’s business, locations, decision makers, current equipment, purchase history, requirements, and commercial terms.
• Keep CRM records current, including customer contacts, equipment and product details, quotations, orders, meeting notes, service issues, and next actions.
• Build relationships with owners, general managers, food and beverage managers, procurement, and operations teams. Plan regular account meetings or site visits and follow up on agreed actions.
• Respond promptly to customer questions and issues. Coordinate resolution with Sales, Technical Service, Operations or Logistics, and Finance, and keep customers updated.
• Monitor order activity, commercial terms, service actions, and payment follow-up with Finance. Escalate account risks to the manager.
Sales and Business Development
• Identify and qualify new accounts among cafés, restaurants, hotels, and other businesses with coffee service requirements.
• Conduct regular outbound prospecting through cold calls, emails, networking, and site visits to identify and qualify new business opportunities.
• Build and maintain a personal pipeline of qualified leads, recording contact details, lead sources, customer needs, status, next steps, and follow-up dates in Coffeedesk's CRM.
• Manage the B2B sales process from lead qualification and needs assessment through demonstrations, proposals and quotations, negotiation, order placement, and follow-up.
• Recommend equipment and related products from Coffeedesk's portfolio based on the customer's site requirements, capacity, workflow, and approved budget.
• Coordinate product presentations, technical details, delivery, installation, and service support with relevant teams. Obtain approval for pricing, discounts, and credit terms before making commitments.
• Grow existing accounts through new locations, repeat purchases, suitable complementary products, equipment upgrades, and customer referrals.
• Meet agreed sales, margin, pipeline, and account growth targets. Keep CRM opportunities and forecasts current, and report relevant customer feedback, market trends, and competitor activity.
Qualifications and Experience
• Must have an established network of industry connections and a portfolio of relevant B2B customer or prospect contacts, preferably in the UAE coffee, café, restaurant, hotel, or hospitality sector.
• Bachelor's degree in Business, Sales, Marketing, Hospitality, or a related field.
• Two to three years of B2B sales or key account management experience. Coffee, food service, hospitality, or commercial equipment experience is preferred.
• At least one year of experience in food and beverage operations or working with food and beverage management.
• Strong relationship-building, negotiation, presentation, and written and verbal communication skills, with the ability to manage multiple accounts and follow up consistently.
• Comfortable working toward sales targets and maintaining accurate CRM records, reports, and forecasts.