Key Account Manager

Overview

We are the go-to global partner powering some of the world’s leading airlines and airline caterers.

Part of dnata, one of the world’s largest air services providers, we combine global scale with a challenger mindset - agile, innovative and always pushing the needle. With 24 years of industry expertise behind us, we’ve built a reputation that truly carries weight, but we operate with the energy, pace and ambition of a successful scale-up.

Our growth story is accelerating. With ambitious targets over the next three years and strong revenue momentum, there’s real opportunity here for people who want to make an impact, not just maintain the status quo.

At our core, we’re a people-first, customer-first business. No egos, no politics - just a grounded, collaborative team that genuinely cares about doing the right thing for our customers and each other.

If you’re ambitious, tenacious and ready to be part of a business that’s growing fast and thinking big, then this is your moment to connect!

We’re looking for a strategic and commercially driven Key Account Manager to take ownership of vital UK and EU accounts, driving growth, profitability and long-term customer value.

In this role, you will lead the development and execution of account strategies that go beyond transactions, building deep partnerships, identifying new opportunities and delivering sustainable margin growth. A key part of your approach will be consultative; you will ask the right questions, challenge constructively and take the time to truly understand your customers’ why, including their objectives, pressures and ambitions.

You will use these insights to shape meaningful, value led solutions that make a real difference.

This is a highly collaborative role, working cross functionally with teams across Commercial, NPD, Creative and Operations to bring innovative, insight led solutions to market.

This role is ideal for someone who:

• Thinks strategically and sells through insight, not just price
• Builds strong, lasting relationships with senior stakeholders
• Thrives in complex, international B2B environments
• Uses data and market intelligence to shape winning propositions
• Is motivated by growth, ownership and accountability

• Own and deliver sales, revenue and margin performance across key UK/EU accounts
• Develop and execute strategic account plans to drive growth and market share
• Lead commercial negotiations with key stakeholders and decision-makers
• Build and maintain relationships up to board level across customer organisations
• Identify, develop and convert new business opportunities within existing and new accounts
• Create joint business plans with customers and ensure consistent delivery
• Use market insights and data to shape innovative product and service solutions
• Partner with Research & Insights, NPD and Creative teams to bring concepts to life
• Monitor, forecast and evaluate account performance against targets
• Lead customer reviews, presentations and reporting to internal stakeholders
• Manage the full sales cycle from opportunity identification through to delivery
• Maintain accurate CRM tracking and pipeline management
• Act as a trusted advisor to customers, understanding their needs and long-term strategy

• Proven experience growing and developing strategic, high value accounts, with clear ownership of revenue and margin delivery
• Demonstrated success in driving measurable sales growth, profitability and long-term customer value within a complex B2B environment
• Experience with in airline, airline catering, food or closely related industries, with a strong understanding of market dynamics and customer needs
• Evidence of managing large, business critical accounts, with the ability to prioritise and protect key revenue streams while identifying new opportunities
• Strong commercial acumen, with the ability to balance customer needs with business objectives and make sound, data driven decisions
• Excellent negotiation, influencing and presentation skills, with a track record of closing and expanding commercial opportunities
• Ability to build credible, trusted relationships with senior stakeholders across multiple functions, up…