Purpose of the Role

As National Account Manager at Origin, you will drive the growth and retention of our wholesale partnerships with excellence. Focused on multi-site premium hospitality, hotels, and workspaces, you will ensure every partnership thrives, delivering exceptional coffee experiences while achieving and exceeding commercial objectives. 

As a strategic partner and account lead, you will:

• Develop and expand our wholesale network, securing partnerships with multi-site high-end hospitality, hotel, and workspace customers.
• Ensure world-class customer experience, tailoring coffee programmes, equipment solutions, and ongoing support to each customer’s needs.
• Drive revenue growth and retention, ensuring long-term, high-value partnerships that align with Origin’s values and quality standards.
• Collaborate across departments, working closely with training, technical, and customer support teams to deliver seamless service.

This is an opportunity for a commercially driven, coffee-passionate professional who thrives on building relationships, delivering results, and shaping the future of speciality coffee in the UK and beyond.

What You’ll Do

Business Growth & Market Expansion

• Identify and secure new wholesale partnerships in high-end hospitality, hotels, and workplace sectors, growing Origin’s presence in premium environments.
• Develop a sector-specific strategy to target and engage ideal partners, ensuring a structured approach to expansion.
• Lead negotiations and develop tailored proposals that align with customer needs while maintaining Origin’s premium positioning.
• Work with the Head of Wholesale to set and exceed revenue targets, ensuring sustainable and strategic growth.

Account Management & Customer Success

• Act as a trusted consultant and business partner for key wholesale accounts, ensuring long-term relationships built on service, quality, and shared values.
• Regularly review account performance, offering tailored solutions to enhance coffee quality, service efficiency, and customer experience.
• Work closely with barista trainers and technical teams to ensure every wholesale partner is supported with training, equipment, and operational best practices.
• Implement customer retention strategies, ensuring high-value accounts stay engaged and continue to grow with Origin.

Tailored Coffee Programmes & Training

• Develop bespoke coffee solutions for customers, from coffee selection to equipment advice and workflow optimisation.
• Partner with the education team to deliver customised training that enhances coffee quality and operational standards for wholesale partners.
• Collaborate with internal teams to develop wholesale-exclusive offers and experiences that differentiate Origin in the market.

Industry Leadership & Market Insight

• Maintain a deep understanding of industry trends, competitor movements, and emerging opportunities within speciality coffee.
• Represent Origin at industry events, trade shows, and networking opportunities, positioning us as a leader in premium coffee partnerships.
• Provide market insights and feedback to influence product development, pricing strategies, and customer experience improvements.

About You

Values & Mindset

• Passionate about coffee, hospitality, and creating exceptional experiences through meaningful partnerships.
• Commercially astute and results-driven, balancing growth ambitions with strategic thinking.
• A natural relationship-builder, fostering trust and collaboration with customers, suppliers, and internal teams.
• Resilient and adaptable, able to navigate challenges, negotiate effectively, and drive success in a competitive landscape.
• Curious and innovative, continually seeking ways to elevate the wholesale experience and expand market presence.

Skills & Experience

• Proven experience in business development and account management, ideally within speciality coffee, premium hospitality, or a related sector.
• Deep industry knowledge and a substantial hotel, hospitality, or workspace network.
• Strong sales acumen with a track record of securing and managing high-value partnerships.
• Exceptional communication and negotiation skills, crafting compelling proposals and building long-term customer relationships.
• Comfortable with frequent travel, meeting customers across the UK (and occasionally Europe) to support growth.

Why Join Origin?

Shape the future of wholesale speciality coffee with Origin. Build high-impact partnerships, deliver world-class coffee experiences, and be part of a B-Corp-certified team committed to quality, innovation, and sustainability.

Up to £40,000 FTE, depending on experience and location, per annum plus commission, paid quarterly.