National Account Manager (Major Multiples + Cash & Carry)

National Account Manager – Grocery Multiples & Cash & Carry

Location: London (Hybrid)Reports to: Commercial Director

We are seeking a commercially driven National Account Manager to lead and grow our partnerships across key UK grocery multiples and cash & carry channels.

In this high‑impact role you will be responsible for delivering sustainable sales growth, strengthening retailer relationships, and executing best‑in‑class commercial strategies across some of the UK’s largest retail and wholesale customers.

Key Responsibilities

Account Leadership & Growth

• Own full P&L responsibility for major grocery multiple accounts and cash & carry customers
• Develop and deliver joint business plans (JBPs) aligned to company growth objectives
• Drive revenue, volume and profit growth through strong commercial planning

Commercial Strategy & Execution

• Lead pricing, promotional and trading strategy across accounts
• Negotiate annual terms, trading agreements and promotional activity
• Manage trade investment to maximise ROI and deliver margin targets

Relationship Management

• Build and maintain senior‑level relationships across buying, category and supply chain teams
• Act as the primary commercial contact, managing all aspects of the customer relationship
• Represent the business externally with credibility and professionalism

Channel Development

• Identify growth opportunities within grocery and wholesale (range expansion, NPD launches, distribution gains)
• Develop tailored strategies for impulse, wholesale and independent retail via cash & carry networks
• Work closely with field sales to ensure execution excellence in store

Cross‑Functional Collaboration

• Partner with marketing, category, supply chain and finance teams to deliver aligned plans
• Lead internal forecasting and demand planning processes
• Provide customer insights and market feedback to inform strategy

KPIs & Success Metrics

• Net revenue and volume growth vs budget
• Profit and trade spend management
• Distribution gains and rate of sale improvement
• Successful delivery of JBPs
• Strength of customer relationships and retention

Candidate Profile

Experience

• 3-7+ years’ experience in FMCG sales / account management
• Proven track record managing UK grocery multiples (essential)
• Experience in wholesale / cash & carry channel highly desirable
• Strong commercial acumen with P&L ownership

Skills

• Excellent negotiation and influencing ability
• Data‑driven mindset with strong analytical capability
• Ability to operate at both strategic and operational levels
• Strong stakeholder management across internal and external teams

Personal Attributes

• Highly motivated, results‑driven, with a growth mindset
• Resilient and adaptable in a fast‑paced environment
• Strong relationship builder with a collaborative approach

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