Hospitality Accounts Manager

Libbey•Detroit, MI

About The Position

The Hospitality Accounts Manager drives growth and manages hospitality sales efforts within the Eastern U.S. region. Sales efforts focus on regional hospitality corporate offices, management companies, group purchasing organizations (GPOs), and hotel properties. The role collaborates with internal Libbey business partners to meet customer needs in the foodservice and hospitality channel. This position is an opportunity for a motivated, results-oriented sales professional with virtual-office skills and experience to contribute to growth at a tabletop products company. The role manages strategic chain, multi-unit, and restaurant group accounts, develops customer-specific plans, and builds relationships with customer decision-makers. It also works with distribution partners and internal teams to deliver customer solutions and execute growth initiatives. The position requires willingness to travel up to 40%.

Requirements

5+ years of foodservice, hospitality, distribution, consumer products, or related B2B sales experience.
Proven track record of growing customer accounts and achieving sales objectives.
Strong business acumen and experience in account planning, forecasting, pricing, and contract negotiations.
Ability to analyze sales trends, customer performance, and market opportunities to support business growth.
Strong relationship-building skills and ability to influence and collaborate with customers and internal stakeholders.
Excellent communication, presentation, and negotiation skills.
Ability to manage multiple priorities and work effectively in a fast-paced environment.
Ability to work independently and collaborate across Sales, Marketing, Customer Service, Supply Chain, and other cross-functional teams.
Proficiency with CRM systems, Microsoft Office, and sales planning tools.
Willingness to travel up to 40%.

Nice To Haves

Bachelor's degree in Business, Marketing, Hospitality, or a related field preferred.
Experience managing chain, multi-unit, regional, or national account relationships preferred.

Responsibilities

Manage and grow a portfolio of strategic chain, multi-unit, and restaurant group accounts to achieve sales, profitability, and share growth objectives.
Develop and execute customer-specific business plans aligned with customer priorities, growth initiatives, and operational needs.
Build relationships with decision-makers in purchasing, culinary, beverage, operations, supply chain, and executive leadership.
Identify opportunities to increase product adoption, expand category penetration, and generate incremental revenue in assigned accounts.
Bring customers market insights, product solutions, and recommendations that support their business objectives.
Lead annual account planning, business reviews, forecasting, pricing discussions, contract negotiations, and strategic growth initiatives.
Partner with national and regional distribution organizations to strengthen marketplace execution, customer engagement, and market presence.
Analyze customer performance, industry trends, market conditions, and competitive activity to identify opportunities and risks and inform business decisions.
Collaborate with Product Management, Marketing, Supply Chain, Customer Service, and Operations to deliver solutions and execute customer initiatives.
Influence internal stakeholders and resources to align efforts and execute customer growth plans.
Represent Libbey at customer meetings, industry events, trade shows, and networking opportunities.
Maintain accurate account strategies, opportunity pipelines, forecasts, and customer information in CRM and company systems.
Share customer insights, market intelligence, and recommendations to support continuous improvement and commercial strategy.
Demonstrate Libbey's values through collaboration, inclusion, innovation, accountability, and customer focus.