Reporting to the Customer Business Manager, we are looking for a Senior National Account Manager to drive sales, market share, and profitability for some of our largest and fastest growing key accounts.
We are looking for someone who has a deep understanding of omnichannel; who really grasps how retail stores and online channels work. This role will see you building strong relationships, negotiating, optimising product ranges and executing effective shopper marketing strategies. The ideal candidate will have a deep understanding of retail dynamics, strong analytical skills and a passion for planning and delivering results.
Key Responsibilities
Account Management
- Manage and nurture account relationships, serving as the primary point of contact for key accounts.
- Full visibility of account P&L, driving sales, market share and gross profit margin.
- Able to negotiate and implement effective omnichannel joint business plan. Ability to execute and deliver comprehensive strategic plans to increase product placement, brand visibility and sales.
- Lead negotiations for pricing, promotions, and product strategy.
- Be an expert in shopper insights, leveraging data and customer behaviour to develop actionable recommendations. Driving informed decision-making to identify growth opportunities and mitigate risk.
- Lead the range review process, analysing assortment performance and identifying potential gaps and opportunities with optimised product ranges tailored to retailer's specific needs and target customers.
- Work closely with internal teams, including marketing, supply chain, and retail field team & visual merchandising to ensure alignment and effective delivery of account objectives.
- Attending leadership business reviews to cascade results and priorities.
- Frequently travel across the UK to meet with customers and attend business reviews.
Trade & Shopper Marketing
- Able to leverage customer insights to optimise marketing spend and ROI.
- Retain agility to react to retail trends and customer behaviour, maximising opportunities across channels.
- Work in collaboration with marketing & visual merchandising to create and deliver best in class POS materials that successfully influence our customers at point-of-sale.
- Manage commercial negotiations on space and location in-store and online with retailers.
- Experience working with visual merchandising teams on new location opportunities & in-store improvements alongside a clear understanding of the capital expenditure process.
Forecasting & Planning
- Sole responsibility for accurate sales forecasting, budgeting, and performance reporting to ensure target achievement.
- Use sales data and market insights to guide strategic decisions and optimise performance.
- Drive relevant customer service level improvements for your accounts.
Skills & Expertise
- Proven track record in commercial/account management ideally within FMCG industry.
- Strong understanding of the UK beauty landscape.
- Excellent relationship-building and negotiation skills.
- Strong analytical skills and commercial acumen.
- Ability to work cross-functionally and influence key stakeholders.
- Self-motivated, results-driven & assertive.
- Ability to work at pace in an entrepreneurial environment.
