About Us
Testo is a world leader in the design, development and manufacture of portable test and measurement instrumentation, and Digital Food Safety & Quality Assurance solutions. Backed by nearly 70 years of measuring engineering experience our mission is to provide the best quality, service, and value in the industry. Testo is a major supplier to HVAC/R engineers, industrial, food & pharmaceutical companies in the UK & Ireland and across the world.
Role Description
The Food Key Account Manager is responsible for developing, managing, and growing strategic relationships within the food retail, hospitality, and catering industry.
The role focuses on driving sales of Testo's digital food safety and quality assurance solution which combines best in class measurement devices, cloud based software, digital application, and bespoke customer services to deliver operational excellence and process efficiency to our clients along with exceptional customer service.
Key Responsibilities
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Account Management & Business Development
* Manage and grow a portfolio of key accounts within the UK food sector, including, but not limited to, Food Retailers, National and International QSR brands, Restaurant Chains & Contract Caterers.
* Identify new business opportunities within existing accounts and through targeted prospecting.
* Develop long term strategic account plans to maximise revenue and recurring business.
* Conduct regular account reviews ensuring the clients changing needs are constantly being satisfied.
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Sales & Commercial Delivery
* Achieve agreed sales targets, revenue goals, and growth metrics.
* Prepare and deliver product demonstrations, proposals, quotations, and tender responses.
* Negotiate commercial terms to secure long-term contracts and framework agreements.
* Utilise CRM systems to maintain accurate records of customer interactions, pipelines, and forecasts
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Food Industry Expertise
* Provide expert advice on food safety compliance, temperature monitoring, HACCP, and quality assurance processes.
* Position Testo solutions as value-added tools to improve compliance, reduce waste, enhance operational efficiency, and support digital transformation.
* Stay up to date with relevant legislation and industry standards across food manufacturing, retail, hospitality and food distribution.
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Customer Support & Relationship Building
* Serve as the primary point of contact for key accounts, ensuring exceptional service and ongoing satisfaction.
* Collaborate with technical specialists, customer service, and support teams to ensure successful delivery and onboarding of Testo solutions.
* Be the face of Testo ensuring streamlined communication between both internal and customer stakeholders.
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Cross-Functional Collaboration
* Work closely with Marketing to support campaigns, product launches, and sector-specific initiatives.
* Provide market insights and customer feedback to Product Management and R&D teams.
* Represent Testo Ltd at industry events, exhibitions, and conferences.
Skills & Experience
* Proven experience in a Key Account Manager, Business Development, or Senior Sales role.
* Background in the food industry—such as food manufacturing, retail, safety, or quality assurance.
* Strong commercial acumen with a track record of achieving revenue targets.
* Excellent communication, presentation, and negotiation skills.
* Ability to understand technical products and translate features into customer benefits.
* Proficiency with CRM systems and Microsoft Office.
* Full UK driving licence (role involves nationwide travel).
* Knowledge of HACCP, temperature monitoring, food auditing, or environmental health processes.
* Experience selling technical or measurement instrumentation solutions.
* Existing relationships within major food sector organisations.