We’re En Route.
We’re a welcoming, down-to-earth team that believes great commercial relationships are built on trust, insight and collaboration - not quick wins.
As global specialists in passenger solutions, supply chain services and sourcing for airlines and airline caterers, we operate worldwide as part of dnata, one of the world’s largest combined air services providers.
With over 20 years as a trusted global food solutions partner, and offices across the UK, USA, Australia and UAE, En Route continues to grow. Are you ready to be part of our story?
The Role:
We’re looking for a strategic, commercially minded Senior Account Manager who knows how to build long-term value - and who brings a structured methodology to how they build relationships and sell.
As a Senior Account Manager, you’ll take full ownership of sales and profit delivery across a European region, developing and executing strategic, insight‑led account plans that drive sustainable growth.
This role is suited to someone who:
* Sells through strategy, insight and influence
* Builds partnerships at board level
* Uses Miller Heiman methodologies to navigate complex buying groups
* Thinks creatively about customer challenges, range development and commercial solutions
You’ll work closely with Commercial, NPD, Creative, Marketing and Operations teams to bring customer strategies to life and may also have responsibility for leading and developing account managers.
What You’ll Be Doing:
* Own and deliver regional sales, margin and P&L performance
* Lead complex negotiations with key customers and prospects across the UK & EU
* Develop strategic growth plans for priority accounts using Miller Heiman principles
* Build deep partnerships with senior stakeholders up to board level
* Identify and convert new net sales opportunities, not just incremental volume
* Lead quarterly business reviews and long‑term growth planning sessions
* Drive tender activity (RFI/RFP/RFQ) and major commercial initiatives
* Work with Creative, NPD and Commercial teams to develop differentiated solutions
* Analyse market activity, competitor trends and customer data to shape strategy
* Ensure pricing, business cases and investments align with company frameworks
* Oversee seamless project delivery from concept through to operation
* Inspire, coach and role-model best practice for the wider account team
* Maintain accurate CRM data and deliver high-quality commercial reporting
What We’re Looking For:
Essential
* Proven experience in strategic sales, senior account management or business development
* Miller Heiman sales methodology experience (essential)
* Strong background in airline catering, food, logistics or complex B2B environments
* Demonstrated ability to sell solutions, not transactions
* Exceptional negotiation and influencing skills
* Commercially astute, numerate and confident owning P&L performance
* Experience engaging senior decision-makers and board-level stakeholders
* Fluency in English plus one European language
* Right to live and work in the UK
Desirable
* Experience managing or mentoring account managers
* Strong understanding of airline, passenger services or regional catering markets
* Track record of winning and growing multi‑country or strategic accounts
We are committed to creating an inclusive, equitable, and diverse workplace where everyone feels valued and empowered to contribute their best. We welcome applications from people of all backgrounds, identities, and experiences, and we are dedicated to ensuring a fair and accessible recruitment process for all candidates. If you require any adjustments or support during the application or interview stages, please let us know – we’re here to help!
Regrettably, due to the high volume of applications we receive, we are unable to respond individually to every candidate. If you have not heard from us within 10 working days of submitting your application, unfortunately you have not been successful on this occasion.
We take your privacy seriously. Any personal data you share with us during the application process will be handled in accordance with applicable data protection laws and used solely for recruitment purposes. Your information will be stored securely and retained only for as long as necessary.