NATIONAL ACCOUNT MANAGER – PREMIUM BEVERAGE BRAND This is a pivotal commercial role within the UK’s fastest growing premium beverage brand. We are seeking an experienced National Account Manager to drive distribution and activation across key channels, with a primary focus on Food Service – a channel identified by the CEO as a critical growth priority.
The Food Service channel encompasses a wide range of customer types and routes to market, including: Brakes, Bidfood, 3663, Creed, etc. Contract Caterers: Levy, Aramark, Compass, Sodexo, Elior, CH&Co. Pizza Express, Nando’s, Zizzi, Prezzo, etc. QSR (Quick Service Restaurant): Leon, Wasabi, Itsu, Coco di Mama, etc. Travel & Leisure: Motorway services, airports, train stations, travel retail
This is primarily a Food Service focused role. However, as we are building a team of specialist account managers, your remit may also extend into other high-growth areas such as Leisure (cinemas, theme parks, stadiums, entertainment venues), Travel (airports, train stations, service stations, travel retail), On-Trade (pubs, bars, licensed venues), and Operator partnerships with contract caterers.
This role offers significant autonomy and the opportunity to shape our channel strategy from the ground up in a private equity-backed, high-growth environment. You will be joining at a critical growth phase with the ability to make a lasting impact on our market penetration and brand development.
Please note, given the size of the business and early stage of growth outside of Grocery, your primary immediate focus (and your performance / bonus will be set by your performance) on growing new accounts, rather than maintaining existing accounts.
Candidates with strong Food Service backgrounds are particularly encouraged to apply.
National Account Manager (Food Service Focus) Industry: Premium Beverages / FMCG Location: Hybrid – Commuting distance to London (2 days/week in office) Reporting to: Sales Director Timing: ASAP, with notice expected Team Structure: Part of specialist team covering full channel spectrum
COMPENSATION PACKAGE Car Allowance: Competitive car allowance package Bonus: Above-average performance-based bonus scheme (20-35% OTE) Comprehensive benefits package + others to be discussed
THE BUSINESS CONTEXT (ADDITIONAL INSIGHTS FROM CEO) Brand position & market standing Product formats available: 500ml PET bottles + 330ml sleek cans (12-pack fully enclosed cardboard, launching for On-trade / wholesale / food service) No glass in supply chain – PET and can only (glass not viable for logistics)
Commercial reality – what the role must deliver This role is not a support function – it is a revenue-generating role with clear ROI expectations New channel development starts from zero – you are building, not maintaining Success is measured on net revenue not activity. Expect a 24-month horizon not 12 months – range reviews, activation cycles and relationship building take time Green shoots matter – the leadership team needs to see a clear path to delivering revenue, not necessarily full delivery overnight
Expected medium term achievable annual sales volume in your channel~ Where the volume comes from (broken down by account / channel)~ You must be able to demonstrate existing relationships that can be converted quickly – this is not a relationship-building role from scratch~**To drive sales growth through expert management of both distribution (RTM) and channel activation, with a primary focus on the Food Service channel. PUSH (Distribution): Secure and maintain listings with key RTM partners (wholesalers, distributors) across Food Service Drive demand through operator partnerships and venue-level activations within Food Service Cross-Channel Collaboration: Work alongside other NAMs covering Leisure, Travel, On-Trade, and Operators to share best practice Strategic Planning: Develop and execute channel-specific push-pull strategies
RTM (Route to Market) Management Leverage existing + build / maintain new relationships with key Food Service distributors: Brakes, Bidfood, 3663, Creed, Booker Wholesale (Food Service lines) Negotiate listing agreements, margin structures, and promotional support Manage distributor performance and relationship development
Build strategic partnerships with key Food Service operators: Secure menu placements, pouring rights, and promotional activations across restaurants, QSRs, staff canteens, and travel hubs Conduct staff training and product education at venue level Commercial Management Achieve monthly/quarterly sales targets for Food Service channel Provide market intelligence on Food Service trends and competitor activity Minimum 4+ years total sales experience with at least 2+ years in soft drinks/beverage sales Strong existing Food Service distributor relationships with key RTM partners (Brakes, Bidfood, 3663, Creed) Minimum 2+ years working with Food Service distributors securing and activating listings Demonstrable operator activation experience within the Food Service channel (contract caterers, restaurant chains, QSR)
Leisure, Travel, On-Trade, or Operator partnerships Track record of managing end-to-end Food Service activation campaigns
Autonomous worker comfortable with field-based role Comfortable with financial accountability – your role has a clear ROI and you will be measured on net revenue
Already living within 1 hour commuting distance of Central London – required 2 days/week in office Expenses for travel into the office will not be reimbursed Extensive field travel across assigned territory/channel Stage 2: Q&A / Intro with founder CEO Presentation of 90 day plan to senior management (detailing 3/6/12 month volume plan with named contacts, revenue phasing, and activation costs)…