National Account Manager


Job Purpose and Scope 

To commercially manage the development of accounts to achieve their category objectives in terms of volume, price and mix, whilst adopting a bottom line profitability mentality. The post holder will ensure that they drive budgeted growth and profit margins within all accounts.

Principle Accountabilities

  1. To be fully conversant with customer’s strategy, category plans and business process

  2. To assist in preparing an annual account plan for the customer in a format agreed with the Senior Commercial Manager and gain outline agreement of the key objectives with the customer

  3. To proactively manage the relationship between buying, marketing, merchandising, product development and supply chain network interfaces with the customer

  4. To conduct regular business and category reviews with the customer and jointly identify future objectives and success criteria

  5. To constantly review product and range performance and initiate business improvement programmes

  6. To prepare product development briefs and manage new product and range changes, which meet the customer’s and Company’s marketing and financial requirements whilst achieving targeted deadlines

  7. To maintain knowledge of competitor activity within the customer portfolio and keep the Senior Commercial Manager appraised of developments and anticipated implications. Concurrently, to provide the same level of advice to the customer

  8. To regularly review sales forecasts by line by week and make timely amendments to maintain service levels and achieve customers identified KPIs

  9. To agree a rolling activity plan including promotional programme with the customer and update it by mutual agreement on a regular basis whilst adhering to the general sales plan whilst utilising raw material and procurement initiatives

  10. To support the Senior Commercial Manager to negotiate specification, price, distribution and volume parameters to achieve the business plan/budget/forecast which is regularly updated against the latest sales plan based on accurate costing’s and minimum margins

  11. To ensure the achievement of efficient sales administration in an accurate and timely manner

  12. To participate in customer focus teams for key accounts, participate in weekly team meetings, communicate sales and latest plans and resolve any issues, which would affect customer KPI targets

  13. To communicate the outcome of customer meetings, conferences and briefings to the relevant customer focus team including Technical, Procurement and Operations

  14. To manage customer business as a portfolio by influencing ranging, sales mix, product introductions and promotional activity and maintaining an agreed weighted costed margin with the Commercial Controller

  15. To review promotional including peaks and events activity and recommend future trading strategy both to the customer and the Commercial Controller

  16. To audit range, price and promotional aspects of major retailers assigned categories

  17. To manage specific projects including new business opportunities agreed with the Commercial Controller

  18. To initiate product specification changes to reduce cost or improve efficiency and recommend value chain improvements

  19. To provide a monthly report of trading, identifying major variances to plan/budget, an outline forward plan and an assessment of short term to medium term threats/opportunities


Contact with others 

  • Maintain an effective level of communication with site internal teams and customer external teams


The team

  • Keep line manager informed in a proactive manner through:
    • Regular verbal communications
    • Pre-set and shared objectives
    • Written reports and monthly reviews


Experience, Knowledge, Qualifications

 Ideally, educated to degree level or equivalent

  • Experience of dealing with multiple retailers involving making use of your account management/support and relationship building skills
  • Determined, enthusiastic with strong influencing and organisational skills
  • Confident communicator, presenter and influencer with the ability to analyse competitive/market activity, trends and opportunities
  • IT ability at intermediate/advanced level in Excel, Powerpoint and Word

If you wish to apply for this position please submit your CV by following the link. Closing date is Friday 15th June 2018.

James Swift