Natoora
Head of Sales - National Accounts
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Head of Sales - National Account
Location: London (Natoora HQ)
Direct reports: National Account Managers for Waitrose, Ocado, and the remaining grocery portfolio (Whole Foods, Zapp)
About the role Natoora has spent two decades reshaping how chefs and home cooks think about fresh produce — championing seasonality, varietal diversity, and building direct relationships with a vast network of growers. Our retail channel is where that mission crosses over to consumers from our core restaurant market, and it is the single biggest growth opportunity for the business.
We are looking for a Head of Sales - National Accounts to own and develop that opportunity. You will lead the team that manages our existing relationships — Ocado and Waitrose, alongside Whole Foods, Zapp and some smaller accounts — and you will be personally responsible for two strategic goals: firstly, significantly expanding our business with Waitrose and secondly, positioning for and then taking the brand into the wider UK retail sector via the major multiples.
You will own the retail P&L, leverage existing or develop new relationships within retailers, and develop and deliver the internal roadmap that will make Natoora a success.
Responsibilities Retail strategy: Build and own the multi-year budget for Natoora within UK grocery — with a focus on new growth opportunities and how to deliver them. Lead the internal roadmap on the product and marketing investment required to support that growth.
Grow Waitrose and expand within UK multiples.
Build the case for store-count expansion and range optimisation and develop and execute the entry strategy for further grocery retailers within the first 24 months. This includes shaping the proposition, leading outreach, tendering and onboarding processes, and ensuring we are set up to deliver from day one.
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Run the existing client portfolio.
Oversee the team of National Account Managers, ensure Ocado, Whole Foods, Zapp and other accounts continue to grow and we develop our offer in tandem with their teams. Continue to grow profitably, meeting service levels, and manage them with a real understanding of how these accounts can be improved. You will guide the Joint Business Plans and hold key client relationships that can be leveraged as needed.
Own the P&L.
You will be responsible for sales volumes, net revenue, gross margin, marketing investment, and customer profitability across the retail channel. You will build the annual budget, then review report and forecast monthly performance.
Lead the team.
Assess then mentor and develop the retail account management team. You will set the standards for range planning and delivery of strategy, internal collaboration and client management.
Be the internal lead for retail.
Work closely with sourcing, supply chain, marketing and finance to make sure all relevant departments are aligned and set to successfully deliver the retail goals.
What we’re looking for
Experience of UK grocery —a National Account Manager, Controller or Head of Sales inside an FMCG business who can hit the ground running to deliver a plan and results, with a proven track record of managing a team plus a successful launch within a major retailer. Fresh category experience is a benefit.
Confidence interpreting financial and sales data to inform decisions and experience in trend analysis and market research to identify emerging opportunities. Strong organisational and project management skills, with the ability to manage multiple accounts and priorities simultaneously. A keen problem solver who remains calm under pressure.
What success looks like First 6 months: a credible strategy for grocery expansion; Waitrose store count and turnover increased in line with already established targets; a major multiple entry plan agreed and being executed; the existing client base growing profitably; a retail team that has developed significantly under your leadership.
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6 to 24 months: Natoora is a meaningful fresh produce supplier to at least one of the larger UK multiples, Waitrose has become a genuine strategic partnership rather than a single-account relationship, and the retail channel is a recognised engine of growth for the business.
PERKS
Daily lunch made with the same seasonal produce we supply to chefs Natoora produce at a significant discount Your birthday off (once you’ve hit the 6-month mark ) Kitchen stocked from our own growers and producers - including Estate Dairy milk and butter, jam from England Preserves, as well as coffee from our Spa Terminus neighbours Monmouth
Our vision for a better food system is built on real human relationships and a diversity of experience, perspective and ideas. We are committed to equality of opportunity and welcome applications from individuals, regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion and/or belief.
When applying to a job, the personal data contained in your application will be collected by Natoora, which is located at Unit 6 Discovery Business Park St James's Road, London SE16 4RA and can be contacted by emailing hello@natoora.com. Your personal data will be processed for the purposes of managing recruitment related activities. Under the GDPR, you have the right to request access to your personal data, to request that your personal data be rectified or erased, and to request that processing of your personal data be restricted.
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