Location:
Miami, FL
Industry:
Hospitality Supplier
Position Title:
National Account Manager
Client Testimonial
“Meghan was incredible throughout the process. She kept us informed, understood the level of candidate we needed and represented us very well in the market.”
Challenge:
A well-established European hospitality and marine supplier was expanding its presence in the United States and wanted to use Miami as the center of its cruise-line strategy.
The company sold a broad range of products, including disposables, furnishings, janitorial supplies, marine products, and other operational items used by hotels, restaurants, and ships.
Cruise lines represented the larger strategic opportunity. The client wanted a National Account Manager capable of getting the company into large cruise organizations, developing relationships with senior procurement and operational leaders, and winning the initial enterprise relationship.
Once those relationships were established, additional field salespeople could expand individual product categories, support local needs, and develop business within the accounts.
Solution:
We treated the assignment as an Executive Search and worked on a retained basis.
The search focused primarily on senior National Account Managers who had successfully sold into large hotel groups, restaurant organizations, hospitality operators, and other sophisticated named accounts.
Candidates were asked to walk us through specific named accounts they had won. We looked at how they identified an entry point, reached senior decision-makers, navigated procurement, built support across multiple departments, negotiated commercial agreements, and expanded the relationship after the initial win.
The company understood the value of that capability and was willing to pay at the top of the market and wait for the right person.
Outcome
- ▸ The retained search took approximately four months.
- ▸ The company ultimately hired a National Account Manager with a strong history of landing and growing large hospitality accounts.
