Robert Welch Designs creates beautiful stainless-steel cutlery that stands the test of time. Some items are iconic, with an aesthetic as startling today as when they were first designed. We are a family-run business, still operating from the Old Silk Mill in Chipping Campden where it was founded in 1955.
Team: Sales
Based: Home
Hours: Monday to Friday - 37.5 hours per week
Candidates should be well positioned to travel easily to both London and the North.
Outline
The Hospitality Sales Manager will play a pivotal role in driving revenue growth across the UK hospitality sector. This position is responsible for managing and developing distributor partnerships while proactively identifying and securing new business opportunities. The role is focused on strengthening brand presence within hotels, restaurants, and contract catering environments, delivering exceptional customer engagement, and positioning Robert Welch Designs as a leading choice in premium hospitality tableware.
Key Responsibilities
* Develop, manage, and grow relationships with UK-based hospitality distributors, both existing and new
* Set clear sales targets and KPIs with distribution partners, monitoring ongoing performance
* Conduct regular business reviews to ensure alignment with company objectives
* Provide product training, sales support, and marketing assets to maximise partner success
* Identify opportunities to expand product listings and increase distribution reach
New Business Development
* Identify and secure new hospitality accounts, including hotels, restaurant groups, contract caterers, and specifiers
* Build and maintain a strong pipeline of qualified opportunities
* Lead client meetings, presentations, and product demonstrations
* Negotiate commercial terms and successfully close sales agreements
* Attend industry trade shows and networking events to generate leads and build brand awareness
Account Management
* Manage key direct hospitality accounts where appropriate
* Develop long-term relationships with decision-makers and key influencers
* Ensure high levels of customer satisfaction, encouraging repeat business
* Oversee pricing, quotations, and contract negotiations
Market & Brand Development
* Act as a brand ambassador within the UK hospitality sector
* Monitor market trends, competitor activity, and evolving customer needs
* Provide insights and feedback to internal teams to inform product development and commercial strategy
* Deliver against revenue and margin targets
* Maintain accurate and up-to-date CRM records
* Provide regular sales forecasts and performance reportsTrack and analyse distributor and customer performance data
Key Skills & Experience
* Proven experience in hospitality, B2B, or contract sales
* Strong track record in new business development with a proactive, “hunter” mindset
* Experience managing and growing distributor relationships
* Excellent negotiation and relationship management skills
* Strong commercial awareness with the ability to drive revenue growth
* Confident communication and presentation skills
* Self-motivated, proactive, and results-driven
Qualifications
* Degree (or equivalent experience) in business, sales, or a related field (preferred)
* Full UK driving licence
Key Performance Indicators (KPIs)
* Revenue growth within the UK hospitality channel
* New business acquisition (number and value of accounts)
* Distributor performance against agreed targets
* Pipeline value and conversion rates
Competencies/Experience (these are not essentials but good to have):
* Experience within premium or luxury tableware, or hospitality supply sectors
* Existing network within UK hospitality groups or distributor channels
* Strategic understanding of a Sales Department in an SME
* Broad understanding and experience in delivering multi-channel marketing plans
* Confident verbal and communication skills
Person Specification:
* Communication and influencing skills
* Methodical and proactive approach
* Team player
* Self-motivated
* IT literate
* Passion for products
* Content and analytical skills
* Interest in new and upcoming online technologies, including AI
* Proactive organisational and prioritisation skills
* Enthusiastic, curious, insight-driven and customer centric
To Apply
Please send your up to date CV and covering letter detailing your current salary and package to us at careers@robertwelch.com.
No recruitment agencies.
Please note Robert Welch holds job applications on file solely for the purposes of recruitment. If you would like your details to be removed from our files, please email careers@robertwelch.com.
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