Senior National Account Manager (Top 4 UK Grocers) – Wine Brand

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• London
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Position:  Senior National Account Manager (Top 4 UK Grocers) – Wine Brand

Location: London Area, United Kingdom

A leading wine company is seeking a Senior National Account Manager to be responsible for managing and growing relationships with the Top 4 UK Grocers. 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.

This role will be based in London 3 days per week.

Key Responsibilities:

• Manage and develop relationships with key decision-makers within the Top 4 UK Grocers 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 grocery 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:

• Minimum 5 years of national account management experience, ideally within the FMCG sector.
• Proven track record of successfully managing one or more of the Top 4 UK Grocers (Tesco, Sainsbury’s, Asda, Morrisons) in a relevant category (wine, beverages, or alcohol preferred but not essential).
• Strong understanding of grocery 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.