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ABOUT THE ROLE
Natoora has spent two decades reshaping how chefs think about fresh produce — championing seasonality, varietal diversity, and building direct relationships with a vast network of growers. Our B2B channel is where that mission lives most vividly, in the kitchens and dining rooms of the restaurants we supply every day.
We are looking for a Sales Manager to work alongside our Customer Account Management team and help take our commercial performance to the next level. This is a hands-on leadership role sitting at the heart of our B2B commercial operation: you will be responsible for team performance, portfolio health, structured growth initiatives, and the day-to-day commercial rigour that keeps our hospitality accounts thriving.
Your role is to translate strategy into execution — developing your team, setting clear standards, ensuring every account is managed with the consistency and ambition the Natoora mission demands and contributing to the wider commercial direction of the business.
You will report to the Head of B2B Sales and work closely with Operations, Product, and the New Business team to ensure high service standards.
Responsibilities
Lead and develop the team Line-manage the Customer Account Manager team — helping each individual clarify their objectives, grow their commercial confidence, and get better at what they do. Build a leading-edge culture through honest feedback, proactive coaching, and a genuine investment in each person's growth. Design and deliver cross-selling training so every account manager can speak to the full Natoora range with confidence.
Drive account growth and retention Keep a close eye on portfolio performance at a cohort level — identifying opportunities, spotting risks early, and working with the team on the right interventions before issues escalate. Lead the reactivation strategy for low-spending and lapsed accounts, ensuring root cause analysis sits at the heart of every recovery plan. Work with the Head of B2B Sales to implement spend frameworks that protect margin and ensure the team is focused on the right customer mix.
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Support new business and onboarding Ensure new accounts won by the New Business team are handed over smoothly and set up commercially from day one. Hold the team accountable for upsell and cross-sell execution, translating commercial priorities into clear actions at account level. Contribute to prospect targeting where account management insight adds value. Own the commercial detail Maintain rigorous pipeline visibility across the team — using data to forecast accurately, spot risks early, and reallocate focus where it matters most. Provide regular reporting to the Head of B2B Sales on portfolio performance, identifying trends and making data-led recommendations. Feed insight from the field back into the business — customer trends, competitor intelligence, and product feedback to inform commercial and buying decisions.
ABOUT YOU Proven experience managing a B2B account management or sales team — developing individuals and setting up high commercial standards Strong track record in account growth and retention within food, hospitality, or premium FMCG Commercially sharp: comfortable with deal economics, spend analysis, margin frameworks, and pricing conversations Skilled at pipeline management and performance reporting — able to run a team through data A natural collaborator and people developer — you bring people with you and create the conditions for others to do their best work Calm under pressure and solutions-oriented — when things get complex, you keep the relationship and find the way through A genuine passion for food, provenance, and the restaurants we supply — you care about this, not just commercially Knowledge of the premium hospitality or food supply sector and its dynamics is a plus
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What success looks like
First 6 months: the team is clear on expectations, performance conversations are structured and consistent, and the portfolio is stable and growing. Lapsed and low-spending accounts have a clear reactivation plan in motion.
6 to 24 months: the Customer Account Manager team is stronger, more confident, and performing at a higher level — the portfolio is growing profitably, and the B2B channel is a recognised engine of growth with a team culture that reflects the best of what Natoora stands for.
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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