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Senior National Account Manager
3 months ago
Following significant growth since its inception, a rapidly expanding SME drinks company is seeking an experienced, proactive, and highly commercial individual to manage grow their UK
off-trade customers. You will manage all of the key customers including Tesco, Sainsbury’s, Waitrose and Ocado. Previous Top 4 grocery customer experience is essential.
This position entails responsibility for day-to-day communication and relationship management with key customers, including negotiating Joint Business Plans (JBPs) and annual agreements, managing promotions, and overseeing customer P&Ls. The individual will also provide insights and recommendations to the broader team, driving sales through proactive trade marketing and new product development (NPD) initiatives.
Key Responsibilities:
- Develop and expand existing UK off-trade relationships by fostering strong connections with retailers to unlock new opportunities.
- Take full responsibility for negotiating JBPs and delivering retailer P&Ls.
- Collaborate with the Head of Category to grow sales and distribution across the off-trade sector, securing Category Partner status with key customers.
- Manage promotional strategies, in-store implementation, and online activation.
- Work with the marketing team to create top-tier activation plans across off-trade retailers.
- Set and manage the off-trade marketing budget to deliver JBP and activation plans with retailers.
- Oversee sales data and reporting, including forecasting and budget management for UK sales, and implement best practices.
- Collaborate closely with the operations team on demand forecasts to meet KPI targets for stock holding and forecast accuracy.
Key Skills and Experience Required:
- A graduate degree.
- Experience in an FMCG sales-focused role, ideally with a mix of experience in both blue-chip companies and SMEs (with at least 2 years in a blue-chip company).
- National Account Management experience working with major UK retailers, particularly the Big 4: Tesco, Sainsbury's, Waitrose, Asda, and Morrisons.
- Proven experience in building and tracking annual retail forecasts, negotiating JBPs, and managing P&Ls.
- Strong interpersonal skills and an ability to build effective relationships.
- Excellent negotiation skills.
- Exceptional attention to detail.
- A self-starter who takes the initiative.
The Compensation Package Includes:
- A salary of approximately c£70-75k (flexible based on experience)
- Bonus
- Equity options
- 25 days of holiday
- Flexible working policy
