Senior National Account Manager - On Trade
Location: UK (national travel required)
Contract: Full-Time - 37.5 hours per week - non-traditional hours
Reporting to: Head of UK Sales
Role Overview
The Senior National Account Manager - On Trade is responsible for managing and developing Ridgeview's relationships with key national on-trade customers across the UK, including pub groups, bar groups, restaurant groups, hotels, and other multi-site operators.
The role holds direct responsibility for delivering sales performance across assigned national accounts, including volume, revenue, and profitability, while strengthening long-term commercial partnerships and expanding Ridgeview's presence within the on-trade channel.
This is a commercially focused role combining strategic account leadership, negotiation, planning, and execution, with a strong emphasis on growing distribution and market share for premium English sparkling wine.
Key Responsibilities
National Account Management
- Manage and develop relationships with national on-trade customers including pub groups, bar groups, restaurant groups, hotel groups, and multi-site operators
- Identify and secure new listings, distribution growth, and menu placements across key accounts
- Lead negotiations on pricing, contracts, and commercial agreements
- Build strong, long-term partnerships with key stakeholders including buyers, category managers, and operators
- Represent Ridgeview as a trusted commercial partner within the on-trade channel
Commercial Performance & Ownership
- Deliver volume, revenue, and profit targets across assigned national accounts
- Manage account-level P&L performance, forecasting, and budget delivery
- Identify and implement opportunities to drive distribution, rate of sale, and customer engagement
- Monitor performance against targets and take proactive action to deliver results
Account Planning & Execution
- Develop and deliver structured account plans aligned to Ridgeview's on-trade channel strategy
- Lead customer activations, promotional activity, and tailored commercial initiatives
- Work cross-functionally with marketing, operations, and distribution partners to ensure effective delivery
- Support national initiatives that strengthen Ridgeview's presence in the on-trade sector
Market & Customer Insight
- Monitor market trends, competitor activity, and customer performance within the on-trade channel
- Provide insight-led recommendations to improve performance and unlock new opportunities
- Maintain strong awareness of the premium wine and hospitality landscape
Reporting & Administration
- Maintain accurate reporting on sales performance, forecasts, and activity
- Use CRM systems to track account engagement, opportunities, and pipeline development
- Provide regular performance updates to the Head of UK Sales
Brand Representation
- Deliver training, tastings, and engagement sessions for customers and trade partners
- Represent Ridgeview professionally across industry events, trade tastings, and customer interactions
- Engage customers and trade influencers through platforms including Facebook, Instagram, X, and LinkedIn
- Provide engaging news and information to PR and digital media agencies for amplification
Person Specification
Essential
- Proven experience managing national or key accounts within drinks, hospitality, or FMCG
- Strong commercial and negotiation skills
- Demonstrated track record delivering growth across on-trade accounts
- Excellent relationship management and communication skills
- Strong organisational, planning, and account management capability
- Ability to work effectively within a lean, entrepreneurial team environment
- Established network across the UK on-trade sector
Desirable
- Wine knowledge (WSET qualification desirable)
- Experience working with premium drinks brands
Key Attributes
- Builds strong, lasting relationships based on trust, credibility, and consistency
- Demonstrates clear commercial awareness, confidently managing pricing, negotiations, and profitability
- Takes ownership of account performance with a strong focus on delivering results
- Works collaboratively while maintaining accountability for individual performance
- Brings a proactive, hands-on approach and follows through with pace and attention to detail
- Communicates clearly and professionally, building confidence with internal and external stakeholders
- Continuously develops knowledge of customers, category dynamics, and the wider on-trade market
Other Requirements
- Full UK driving licence and access to a vehicle due to customer travel and event attendance
- Ability to travel nationally and work non-traditional hours when required
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