FORTE Talents
Senior National Account Manage
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Role Summary
The Senior National Account Manager is responsible for driving profitable, sustainable growth across a portfolio of Tier-1 UK grocery retailers, including Tesco. This role acts as the primary commercial lead, bridging the gap between extensive European manufacturing capabilities and the specific demands of the UK private label market. Success is measured by the delivery of robust Joint Business Plans (JBPs), successful new product launches, and the achievement of volume and margin targets within a fast-paced, entrepreneurial environment.
Work Setup: Remote (Home-based)
Employment Type: Full-time
Seniority Level: Mid-Level / Senior
Work Setup & Collaboration
Location & Travel: Home-based with a requirement to visit the South Wales manufacturing site approximately once per week and travel regularly for customer meetings.
Autonomy: High level of individual ownership; you will operate as the commercial lead for your accounts with minimal day-to-day supervision.
Cross-functional Scope: Close collaboration with NPD, Technical, Supply Chain, and Finance teams across UK and European sites.
Process: Operates within the agile, high-velocity context of a small UK commercial team (1-10 people) backed by a large €250m international group.
What You'll Do
- Full P&L Ownership: Manage the total commercial performance, budgets, and promotional spend for a portfolio of leading grocery multiple retailers.
- Strategic Planning: Develop and execute multi-year Joint Business Plans that align manufacturer capabilities with retailer category goals.
- Relationship Management: Build and maintain multi-level relationships with retail buyers, category managers, and supply chain partners.
- NPD Integration: Partner with the New Product Development team to translate market trends into commercially viable private label propositions.
- Commercial Negotiations: Lead complex tenders, annual price reviews, and contract negotiations to protect and grow margins.
- Performance Monitoring: Analyze account data and market trends to proactively address risks and capitalize on growth opportunities.
- Supply Chain Alignment: Coordinate with operations and logistics to ensure 100% service levels and accurate volume forecasting.
- Strategic Influence: Act as the "Voice of the Customer" to influence the wider UK retail strategy and manufacturing priorities.
- Operational Excellence: Manage administrative requirements including retailer portals, promotional forecasting, and pricing administration.
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Success Indicators
- Revenue Growth: Achieve year-on-year sales growth targets for assigned grocery accounts.
- Margin Management: Maintain or improve P&L profitability through effective cost-price-increase (CPI) negotiations and mix management.
- Listing Gains: Secure new listings and range extensions during category review cycles.
- Service Levels: Maintain high customer satisfaction scores and meet retail-specific supply chain KPIs.
- Forecast Accuracy: Deliver monthly volume forecasts with a high degree of precision to optimize manufacturing schedules.
Required Qualifications
- Experience: 5+ years of National Account Management experience within the FMCG food industry.
- Retailer Knowledge: Proven track record of managing at least one "Big 4" UK grocery retailer (Tesco experience is highly preferred).
- Domain Expertise: Significant experience working with private label / retailer own-brand products.
- Financial Acumen: Strong P&L literacy, including the ability to manage trade spend and calculate complex margins.
- Negotiation Skills: Demonstrated ability to lead high-stakes tenders and annual commercial negotiations.
- Communication: Exceptional written and verbal communication skills for effective async collaboration and stakeholder management.
- Self-Management: Proven ability to remain productive and disciplined in a fully remote/home-based environment.
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Nice to Have
- Experience within chilled, frozen, snacking, or convenience food categories.
- Existing relationships with buyers in the discount, wholesale, or foodservice channels.
- Familiarity with European manufacturing processes and multi-site coordination.
- Proximity to South Wales for easier access to the primary manufacturing facility.
About the Team/Environment
The UK commercial team operates with the speed and entrepreneurial spirit of a small business, despite being part of a major European food group. The environment is high-velocity and results-oriented, valuing proactive problem-solvers who can navigate complex manufacturing landscapes. Quality standards are rigorous, reflecting the company’s position as a trusted partner for premium private label products.
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