Director of Key Accounts
About Us
Our group of companies specialises in housing solutions, supporting organisations with complex accommodation needs across the Corporate, Healthcare, Construction, and Insurance sectors. Backed by over 20 years of experience, it delivers tailored accommodation strategies, combining short and long-term housing, property management, and bespoke client support.
Job Summary
The Director of Key Accounts is a senior leadership role responsible for the strategic ownership, growth, and performance of the company’s most valuable client relationships.
This role goes beyond traditional account management, requiring a highly commercial, data-driven leader who can drive significant revenue growth across a diverse portfolio of key accounts, including agency clients, corporate organisations, and strategic partners.
You will lead the development and execution of key account strategies, ensuring long-term partnerships, increased account penetration, and consistent revenue expansion. The role requires a proactive sales approach, strong commercial acumen, and the ability to operate across multiple high-value relationships simultaneously.
Working closely with Sales, Marketing, Reservations, Operations, and Property Acquisition, you will play a critical role in shaping the company’s commercial strategy and driving growth across the UK.
Role Impact
This role will play a critical part in shaping the company’s commercial success by driving growth across its most important client relationships, ensuring long-term partnerships, and delivering measurable revenue impact.
Key Responsibilities
- Strategic Account Leadership
Own and lead a portfolio of high-value key accounts, including agency partners, corporate clients, and strategic accounts.
Develop and execute tailored account strategies aligned with overall business objectives.
Build senior-level relationships with key stakeholders and decision-makers.
Position the business as a preferred and strategic partner across all key accounts.
Drive long-term partnerships focused on retention, growth, and client satisfaction.
- Revenue Growth & Commercial Strategy
Take full ownership of revenue performance across key accounts.
Identify, develop, and convert opportunities for:
- Upselling and cross-selling services
- Expanding into new departments, regions, and use cases
- Increasing booking volumes and client share
Lead commercial negotiations, rate agreements, and contract renewals.
Deliver ambitious revenue growth targets through proactive sales activity and strategic planning.
Continuously assess market conditions, competitor activity, and pricing strategies.
- Data-Driven Performance Management
Use CRM, booking data, and market insight to:
- Analyse account performance
- Identify trends, risks, and opportunities
- Forecast revenue and demand
Develop clear account performance plans based on data insights.
Report on key account performance, pipeline, and growth opportunities to senior leadership.
Drive a culture of data-led decision-making within account management.
- New Business & Account Expansion
Identify and secure new high-value accounts aligned with the company’s growth strategy.
Leverage existing relationships, market insight, and networking to generate new opportunities.
Convert new business opportunities into long-term, high-value partnerships.
Support the expansion of agency partnerships while also diversifying the account base beyond agency clients.
- Cross-Functional Commercial Leadership
Work closely with Reservations to maximise conversion rates and booking efficiency.
Collaborate with Operations and Guest Services to ensure delivery meets client expectations.
Partner with Marketing on campaigns, client engagement, and account-based marketing initiatives.
Provide demand insights to Property Acquisition to support portfolio growth in key locations.
Act as the voice of key accounts internally, ensuring alignment across departments.
- Proposals, Negotiation & Client Development
Lead the preparation and delivery of:
- High-value commercial proposals
- Rate agreements and contracts
- Strategic account reviews and presentations
Oversee onboarding and development of new key accounts.
Continuously improve the client journey and commercial outcomes.
Skills, Experience & Attributes
Essential
Proven experience in a senior account management, key accounts, or commercial leadership role.
Track record of delivering significant revenue growth across complex client portfolios.
Strong commercial acumen with the ability to identify and convert opportunities.
Experience managing high-value agency relationships alongside corporate clients.
Highly data-driven, with strong analytical and decision-making skills.
Excellent relationship-building and influencing skills at senior stakeholder level.
Strong negotiation and closing ability.
Ability to manage multiple high-value accounts and priorities simultaneously.
Proactive, results-oriented, and highly driven.
Desirable
Experience in:
- Serviced accommodation
- Corporate housing
- Hospitality
Existing network across agency and corporate sectors.
Experience operating in a high-growth, fast-paced environment.
What Success Looks Like
Consistent and significant revenue growth across key accounts.
Increased account penetration and share of client spend.
Strong, long-term relationships with senior stakeholders.
Diversified and high-performing account portfolio (agency and non-agency).
High-quality pipeline management and accurate forecasting.
Clear use of data and insight to drive commercial decisions.
Strong internal collaboration and leadership across teams.
Recognition as a key commercial leader within the business.
Benefits:
- Additional leave
- Casual dress
- Company events
- Company pension
- Cycle to work scheme
- Employee discount
- Flexitime
- Health & wellbeing programme
- Referral programme
Why Join Us?
You’ll be part of a collaborative, ambitious team within a business experiencing rapid growth. This role offers variety, responsibility, and the opportunity to make a meaningful impact on the quality and performance of our property portfolio.
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