National Account Manager (F/M/D)

The National Account Manager owns two or more of the key customers in the business. This role is accountable for customer strategy, JBP development, negotiation, and execution to deliver profitable growth for the Dr. Beckmann portfolio across Laundry, Additives and Household segments.

This is a highly visible role with the opportunity to shape brand presence and commercial performance across strategically important customers. It is a key role for future succession planning and growth opportunities in Sales.

Key Responsibilities:

• Own customer discovery and translate retailer strategy into actionable opportunities for Dr Beckmann.
• Lead the development and execution of customer-specific strategies.
• Own annual Joint Business Plans, negotiations, and commercial terms.
• Define distribution, pricing, promotional, and activation strategy by retailer.
• Build collaborative, insight-led relationships with senior retailer contacts.

Commercial Delivery

• Deliver revenue, margin, distribution and share targets.
• Monitor and track the key sales fundamentals to measure in process performance
• Own the customer P&L, investment plans and promotional budgets.
• Drive disciplined revenue growth management (RGM) across mix, pricing and promotions.
• Monitor channel profitability and champion actions that protect long-term value.

Category & Shopper Leadership

• Position Dr. Beckmann as the impartial category partner and thought leader
• Collaborate with Category & Insight to build compelling sell in stories and opportunities for category growth
• Influence retailer decisions on range, distribution, shelf space and category development.
• Maintain a deep understanding of shopper missions, retailer strategy and competitor dynamics.

Launch & Brand Activation

• Lead the sell-in and high levels of focus on execution of innovation and campaigns.
• Partner with Marketing and eCommerce to deliver strong omni-channel activation.
• Ensure excellence across in-store, online content and promotional mechanics.
• Lead collaboration and engagement on retail media and trade marketing.

Cross-Functional Alignment

• Align closely with internal and external Supply Chain partners to ensure availability, forecast accuracy and optimal service levels.
• Partner with Finance on forecasting, trade terms, and profitability.
• Feed customer intelligence into Brand & Innovation teams to inform future plans.

Experience & Capabilities

• Proven experience managing major grocery accounts at National Account Manager level, National Account Executive looking to make the step up to NAM level or similar commercial experience.
• Strong negotiation track record and experience executing JBPs with large grocers.
• P&L ownership experience and understanding of RGM levers.
• FMCG experience required; household or personal care categories preferred but not essential.

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