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Key Account Manager – Premium Wine Merchant
Location: Surrey & Hampshire (Twickenham to Woking, Guildford, Farnham, Alton, Fleet, Farnborough, Ascot & Hampshire)
Salary: £50,000 + Uncapped OTE
Package: Company Car + Wine Allowance + Highly Incentivised Structure
Sector: Premium Wine Distribution | On-Trade Focus
  
Talent Guardian is delighted to partner with a traditional, family-owned wine merchant with generations of expertise in the premium wine trade. This is a rare opportunity to join an owner-operated business built on relationships, quality, and exceptional service to some of the finest establishments in the UK.
This business truly understands the art of wine – and the importance of looking after both customers and team members. They're looking for a dynamic, commercially-driven Key Account Manager who can both nurture an established customer base and actively hunt for new business in one of the UK's most prestigious and competitive markets.
  
The Role
You'll take on a fantastic portfolio of 40 clients including Michelin-star restaurants, 5-star hotels, and premium hospitality venues across Surrey and Hampshire – but you won't stop there. This role is perfect for someone who loves the thrill of winning new business as much as they enjoy deepening existing relationships.
  
While 80% of the business is on-trade (restaurants, hotels, private members' clubs), there's a growing off-trade presence that offers exciting development potential. You'll balance account management with proactive new business development, targeting premium venues and leveraging your network to open doors in this competitive but lucrative territory.
  
Your day-to-day will include:

Managing and developing relationships with 40-50 existing premium accounts
Proactively identifying and winning new business – targeting Michelin-star restaurants, luxury hotels, private members' clubs, and high-end hospitality venues
Regular face-to-face visits across your territory to build strong personal connections
Curating tailored wine lists and conducting staff training/tastings
Identifying upselling and cross-selling opportunities within your portfolio
Hunting for new opportunities through networking, referrals, and direct outreach
Winning back lapsed accounts and maximising account potential
Attending industry events, tastings, and hospitality networking functions to build your pipeline
Working closely with the owners who are deeply invested in the business and your success   
This role requires someone dynamic, proactive, and commercially hungry – you'll be expected to really work the territory, hustle for new business, build strong personal relationships with head sommeliers, F&B managers, and venue owners, and be the face of the business in a highly competitive market.
  
What We're Looking For
Essential:

Proven track record in new business development and account management within wine sales
Experience selling into the on-trade (restaurants, hotels, fine dining, private members' clubs)
Hunter mentality – you love opening doors, making cold approaches, and winning new accounts
Strong existing relationships within the Surrey/Hampshire hospitality scene (highly desirable)
Wine knowledge and genuine passion for the product (WSET Level 2 minimum, Level 3 desirable)
Dynamic, proactive, and entrepreneurial approach – you spot opportunities and act on them
Excellent communication, negotiation, and relationship-building skills
Comfortable presenting to sommeliers, chefs, and senior hospitality professionals
Self-motivated with the drive to exceed targets and maximise your uncapped commission
Full UK driving licence essential (company car provided) Desirable:

Established contacts in Michelin-star restaurants and 5-star hotels
Experience working for independent or family-owned wine merchants
Understanding of wine list curation and staff training
Track record of opening new accounts and growing territories
Network within the premium hospitality sector in Surrey/Hampshire   
What's On Offer

Base Salary: £50,000
Uncapped OTE: every new account you win increases your earnings. The more you sell, the more you earn. Top performers can significantly exceed base salary.
Company Car
Wine Allowance: Enjoy the fruits of your labour!
Highly Incentivised Structure: Your hustle and success directly translate into earnings – no caps, no limits