Senior National Accounts Manager – on trade

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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