Fluid Fusion - Beer, Wine & Spirits Recruitment
National Account Manager On Trade
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National Account Manager- On Trade Retail & RTM
Based - England (flexible)
Salary - Circa £50-60K
About the Role
Our client is a fast-growing, independently minded business with a portfolio of premium, award-winning drink brands, built on quality, innovation, and doing things differently.
We're looking for an experienced National Account Manager to grow our presence across regional On Trade accounts, wholesalers, distributors, and independent free trade customers.
You'll bring strong account management, negotiation, forecasting, and route-to-market experience, ideally from the drinks, hospitality, FMCG, or a closely related sector.
Working closely with Sales, Marketing, Operations, and Finance, you'll shape customer plans, grow distribution and visibility, improve rate of sale, and deliver profitable growth in a fast-paced, entrepreneurial environment where high energy and ownership matter.
What You'll Do
Commercial Strategy & Growth
- Develop and deliver account and route-to-market plans that support our commercial, brand, and margin objectives.
- Build and grow relationships with On Trade customers, wholesalers, distributors, and route-to-market partners.
- Secure new listings, distribution gains, menu presence, and activation opportunities that deliver profitable growth.
- Use customer, category, and market insight to prioritize opportunities and guide investment decisions.
Commercial Planning & Performance Management
- Manage performance across accounts, partners, and priority territories against volume, revenue, margin, distribution, and activation targets.
- Build forecasts, joint business plans, promotional calendars, and account trackers that support clear delivery.
- Lead negotiations across pricing, promotional investment, trading terms, and growth opportunities.
- Track performance, competitor activity, and market developments, identifying risks, opportunities, and actions.
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Field Sales Support, Coaching & Execution
- Lead Regional Sales Managers to grow distribution, volume, and visibility across priority accounts, partners, and territories.
- Set clear expectations for delivery against territory sales and distribution objectives.
- Support the team through coaching, guidance, and commercial oversight.
About You
- High energy, proactive, organized, and commercially astute, bringing pace and practical solutions to a growing regional On Trade business.
- Comfortable operating in a fast-paced, entrepreneurial, smaller business with pace, ownership, and pragmatism.
- Target-driven and commercially disciplined, using data, insight, and sound judgment to deliver profitable growth.
- Resilient and tenacious, able to manage competing priorities while keeping momentum.
- Genuinely passionate about premium brands, representing them with confidence and authenticity in the market.
What You'll Bring
Essential
- Proven experience managing National On Trade accounts and route-to-market partners within the alcoholic drinks sector.
- Strong understanding of the UK National On Trade customer groups and route-to-market partners.
- Track record of delivering profitable growth through listings, distribution, activation, and improved rate of sale.
- Strong commercial planning, forecasting, negotiation, and account management capability.
- Experience working with field sales teams to deliver outlet execution, distribution gains, and volume growth.
- Strong understanding of On Trade activation, visibility, availability, and outlet-level execution.
- Ability to use sales data, insight, and market trends to shape plans and improve performance.
- Excellent relationship-building, communication, and stakeholder management skills.
- Comfortable operating in a fast-paced, entrepreneurial business with pace, ownership, and pragmatism.
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Desirable
- Experience within a premium drinks or brand-led On Trade environment.
- Existing relationships across On Trade accounts, independent free trade customers, wholesalers, or distributors.
- Experience launching products, managing activations, or developing customer-specific trade plans.
- Experience using CRM, sales reporting, or field sales tools to manage customer activity, pipeline, field execution, and account performance.
Interested in learning more?
Please apply, including your CV and current remuneration details.
All candidates must be based in and eligible to work in the UK. VISA sponsorship is not available for this opportunity.
Candidates who meet the brief will be contacted within 2 weeks.
This role is being recruited exclusively through Fluid Fusion Ltd.
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