National Account Manager

Reporting to the UK Head of National Accounts the NAM - GC will be tasked with driving the full P&L management of the Grocery & Convenience channel, this incorporates existing accounts such as; Tesco, Sainsburys, Asda, Morrisons as well as a small portfolio of existing key convenience customers, there will also be a strong strategic emphasis on business development in convenience, to define a route to market and execute on the strategic plans.

The NAM - GC will work cross functionally with marketing, category, insights and Sales Force Excellence teams leading NPD and category initiatives for your customers. The NAM - GC will proactively manage the relationship between Nelsons and a portfolio of accounts to develop and manage the sales plan as well as executing plans driven by insights and category data.

The NAM-GC will strategically define the long term plans within Grocery & convenience and have a direct impact on the future success of this channel.


Key Responsibilities


Sales and Business Planning

• Business Plan – to prepare and implement an annual business plan for each account, carrying out regular reviews to ensure key sales and marketing objectives are achieved

• Prepare a Joint Business Plan (JBP) in conjunction with the Key retailer & internal teams

• Identify short, medium and long term opportunities to develop and implement plans to maximise the sales opportunities

• Competitor Brands / Activity – using information from trade press and market visits keep abreast of competitor brands / products and counter as required

• Strategy and PlanningDevelop the portfolio strategy, in conjunction with the Head of National Accounts and fully deliver against the agreed plans

• Plan and implement strategies in accordance with business needs e.g. project implementation

• Collaborate with Group and UK category management and insights lead to deliver a longer term ambition of category captaincy within Grocery



• Forecast – prepare value and volume forecasts by products and update on a rolling monthly basis. Liaise with the Supply Chain Organisation (SCO) on specific requests and issues

• Implement and manage the appropriate trading terms and price changes within the company guidelines

• Range – develop the optimum range of new and core product distribution in accounts, ensuring NPD is listed and launched effectively

• Customer Meetings – maintain regular face-to-face meetings with Buying and Supply contacts. Organise and lead annual strategy meetings with key contacts

• Manage the agreed expenditure budgets for their customers and work closely with the marketing team to develop trade marketing activities

• Work with the UK Head of National Accounts on annual budgeting process


Internal Reporting

• Provide Customer P&L and ROI for each key activity in their accounts and gain approval from UK Head of National Accounts

• Engage internal stakeholders in the JBP process

• Work with the Customer Service team to resolve any complaints/issues.

• Work with Sales Support Executive to develop reporting on account EPOS weekly, identifying key areas for action and development

• Take ownership of sales reports and reviewing to make sure these are effective and meaningful


Person Specification


• Ideally educated to Degree Level

• English and Maths to GCSE Grade C or above (or equivalent)


Skills / Experience

• Experience as a National Account Manager within the Grocery & Convenience sector, ideally within a Pharmacy, FMCG or Personal Care branded supplier business

• Experience of developing JBP’s essential

• Experience of collaborating with Shopper insights and category management teams highly desirable

• Experience in the discount channel would be beneficial

• Strong record of building and maintaining customer relationships

• Experience of setting, maintaining and achieving budgets both in turnover and in profit

• Experience of managing margins, customer profitability and sales targets

• Strong understanding of P&L’s

• Proven track record in Sales

• Classical sales training

• Ability to build and maintain good internal relationships

• Strong communication skills, both verbal and written

• Negotiation and account management skills

• IT literate, including Excel, Word and PowerPoint

• Strong analytical skills

• Strong organisational skills with the ability to prioritise own workload

• Excellent attention to detail

• Full, clean and valid driving licence