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
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