Senior National Account Manager

Position: Senior National Account Manager - Wholesale & Convenience

Location: London (2-3 days in the office)

Salary: £70k + Benefits

A leading wine company is seeking a Senior National Account Manager to be responsible for managing and growing relationships within wholesale and convenience. You will drive profitable growth, secure new listings, and maximise the visibility and availability of the brand across these key retail accounts. This is a senior role that requires strategic thinking, strong relationship-building, and excellent negotiation skills.

Key Responsibilities:

• Manage and develop relationships with key decision-makers to drive sales, market share, and profitability for the brand.
• Develop and execute tailored account plans to deliver against sales targets, including pricing, promotion, range reviews, and distribution strategies.
• Secure new product listings, and expand distribution across key accounts by identifying opportunities for new SKU placements, range extensions, and seasonal promotions.
• Lead commercial negotiations for annual joint business plans (JBPs), including pricing, trade terms, promotional funding, and category support. Ensure that all agreements maximize profitability and align with overall company strategy.
• Collaborate with marketing and trade marketing teams to design and implement in-store activation, POS materials, and consumer promotions that align with retailer strategies and drive incremental growth.
• Monitor sales performance, market trends, and competitor activity to identify growth opportunities. Provide accurate sales forecasts and performance reports to senior leadership.
• Work closely with supply chain, marketing, and finance teams to ensure seamless execution of sales strategies and to resolve any operational or logistical issues related to customer accounts.
• Develop strong, long-term partnerships with buyers and category managers by understanding their business needs and delivering tailored, value-adding solutions.
• Stay informed about industry trends, category developments, and competitor activity. Provide regular insights and recommendations to senior management on how to capitalize on emerging opportunities.
• Ensure all accounts adhere to agreed brand guidelines and pricing structures, safeguarding brand integrity in-store and online.

Skills & Experience Required:

Experience:

• Relevant national account management experience, ideally within the FMCG sector.
• Proven track record of successfully managing wholesale/convenience customers, ideally in wine, beverages, or alcohol.
• Strong understanding of retail dynamics, category management, and trade marketing principles.

Skills:

• Excellent negotiation and relationship-building skills, with experience in managing complex commercial agreements.
• Strong analytical skills, able to translate data into actionable insights.
• Ability to develop and execute strategic plans that drive growth.
• Excellent communication and presentation skills, both written and verbal.
• Proficient in Microsoft Office, with advanced Excel skills.

Personal Attributes:

• Results-driven with a focus on delivering against commercial targets.
• Entrepreneurial mindset with the ability to identify and capitalise on opportunities.
• Strong team player with the ability to collaborate cross-functionally.
• Highly organised, able to prioritise multiple tasks and meet deadlines.
• Passion for wine is a plus!

Qualifications:

• Degree in Business, Marketing, or a related field (or equivalent) is preferred.
• WSET qualifications or a strong interest in wine and alcohol brands are desirable but not essential.