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