Travel: Regular travel throughout the UK is required.
The Opportunity
We are seeking an ambitious, commercially driven National Account Manager to join an established and growing food business, with responsibility for accelerating its UK retail and wholesale growth.
This is an entrepreneurial, hands‑on role combining new business development with strategic account management. You will be responsible for winning new retail and wholesale customers, securing new product listings, and developing profitable, long‑term relationships with existing accounts.
Working closely with retail buyers, wholesale partners and internal stakeholders, you will identify commercial opportunities, negotiate new listings, develop customer business plans and drive sustainable sales growth across an established portfolio of food brands.
The role involves regular travel throughout the UK to meet customers, develop new business opportunities, attend buyer meetings and strengthen relationships with retail and wholesale partners.
The successful candidate will be commercially astute, proactive and results‑driven, with a proven ability to open new accounts while maximising the potential of existing customer relationships.
Key ResponsibilitiesNew Business Development
- Identify, target and secure new retail and wholesale accounts across the UK.
- Build and manage a pipeline of new business opportunities across grocery multiples, convenience, wholesale and independent retail.
- Proactively engage retail buyers and key decision‑makers to present products, negotiate commercial terms and secure new listings.
- Develop compelling customer proposals tailored to retailer requirements, category opportunities and consumer demand.
- Drive new product distribution, range expansion and entry into new retail channels.
- Build strong relationships with prospective customers to establish long‑term, profitable partnerships.
Existing Account Management and Growth
- Manage and develop relationships with existing retail and wholesale customers, maximising long‑term account potential.
- Develop and implement Joint Business Plans aligned with customer objectives and company growth strategies.
- Identify opportunities to increase sales, expand product ranges, improve distribution and strengthen brand visibility.
- Lead customer discussions around ranging reviews, promotional activity, new product launches and category development.
- Monitor account performance, identify risks and opportunities, and implement plans to drive growth and profitability.
- Maintain regular customer engagement, ensuring excellent service and effective communication.
Commercial and Financial Performance
- Take ownership of the commercial performance of assigned accounts, including sales, revenue, volume, margin and profitability.
- Deliver agreed sales, profit and margin targets across new and existing customers.
- Negotiate pricing, promotional investment, trading terms and commercial agreements to maximise profitable growth.
- Evaluate promotional effectiveness and return on customer investment.
- Analyse sales performance, customer trends, category data and market opportunities to inform commercial decisions.
- Manage sales forecasts, budgets and account plans, providing accurate and timely performance reporting
Product Distribution and Brand Development
- Secure listings for new products and expand distribution of existing products across UK retail and wholesale channels.
- Identify opportunities to introduce additional products and ranges that meet retailer needs and consumer demand.
- Work with internal marketing and commercial teams to deliver product launches, promotional campaigns and customer‑specific initiatives.
- Monitor competitor activity and market trends to identify opportunities for brand growth.
- Ensure successful execution of new listings, promotional plans and distribution initiatives.
Internal Collaboration and Execution
- Collaborate with sales, marketing, finance, supply chain and customer service teams to deliver customer commitments.
- Communicate customer requirements, forecasts, promotional plans and launch timelines effectively.
- Maintain accurate customer records, account plans, sales forecasts and pipeline information.
- Deliver consistent execution of customer plans, product listings and commercial initiatives.
Skills and Experience
- Minimum five years’ experience within FMCG, ideally in food, grocery, convenience or wholesale.
- Proven experience in national account management, customer development and business development.
- Demonstrable success in winning new customers, securing product listings and growing existing retail or wholesale accounts.
- Strong understanding of UK retail multiples, convenience and wholesale channels.
- Experience managing sales targets, account profitability, budgets, forecasts and promotional investment.
- Excellent negotiation, influencing and stakeholder management skills.
- Strong analytical skills, with the ability to interpret sales data and identify commercial opportunities.
- Commercially astute, with a clear understanding of pricing, margins and profitable growth.
- Excellent presentation, communication and relationship‑building skills.
- Strong customer, category and brand knowledge.
Personal Attributes
- Entrepreneurial mindset with a proactive approach to identifying new opportunities.
- Strong commercial awareness and strategic thinking.
- Results‑driven, with a high level of accountability and ownership.
- Analytical and confident using data to support decision‑making.
- Excellent relationship‑building and stakeholder management skills.
- Self‑motivated and comfortable working independently.
- Resilient, adaptable and effective in a fast‑paced commercial environment.
- Collaborative, professional and committed to delivering results.
Key Performance Indicators
Success in the role will be measured against agreed commercial objectives, including:
- Achievement of sales, revenue, volume, profit and margin targets.
- Acquisition of new retail and wholesale accounts.
- Number and value of new product listings secured.
- Sales growth and increased distribution across existing accounts.
- Delivery of Joint Business Plans and customer growth initiatives.
- Promotional effectiveness and return on investment.
- Accuracy of sales forecasting and budget management.
- Strength of customer relationships and retention of existing business.
- Successful execution of product launches and commercial plans.
The Opportunity
This is an excellent opportunity for an ambitious FMCG professional to take ownership of key customer relationships while playing a pivotal role in expanding a food business’s UK market presence.
You will have the autonomy to develop new business, strengthen existing partnerships and deliver measurable commercial results, working with an established portfolio of food products in a competitive and evolving market.
Salary and Benefits
- Competitive salary, dependent on experience.
- 10% annual performance-related bonus based on basic salary, linked to agreed targets and performance criteria.
- Regular travel throughout the UK is required.
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