National Account Manager (Major Multiples + Cash & Carry)
National Account Manager - Grocery Multiples & Cash & Carry
Location: London (Hybrid)
Reports to: Commercial Director
The Role
We are seeking a commercially driven National Account Manager to lead and grow our partnerships across key UK grocery multiples and cash & carry channels.
This is a high-impact role 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
If you'd like to discuss further contact or APPLY NOW!
FAQs
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