Alexander Steele Recruitment
Senior National Account Manager
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Senior NAM
Pub Groups
Hybrid
Up to £60k + car allow + bonus + benefits
Purpose of the Role:
The Senior National Account Manager is responsible for driving profitable sales growth, margin enhancement, and sustainable customer development across a diverse portfolio of customers. The role encompasses multiple sectors within the foodservice industry, but with a particular focus on the pub sector. The role includes the management of national wholesale partners as key routes to market, alongside direct engagement with end-user customers.
A critical aspect of the role is the ability to effectively manage and influence tri-party relationships between customer chefs and category buyers. The successful candidate will act as the strategic link between all parties, ensuring alignment of objectives, maximising distribution opportunities, and delivering mutually beneficial commercial outcomes.
The ideal candidate will have extensive experience within the foodservice sector and a proven track record of delivering growth through both wholesale and end-user channels, specifically within pubs. They will possess strong commercial acumen, exceptional relationship-building skills, and the ability to identify opportunities that drive sales, improve profitability, and strengthen customer partnerships.
This is an exciting opportunity for an ambitious and talented individual to join a growing business, with scope for personal development as the role evolves.
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The role requires a commercially astute, customer-focused individual who understands foodservice routes to market and can successfully execute a "push-pull" strategy. This includes securing listings and distribution through wholesale partners whilst simultaneously creating demand with operators, chefs, procurement teams, and foodservice decision-makers to accelerate growth and market penetration.
Key Responsibilities:
- Develop and implement strategic joint business plans to deliver sustainable growth across an assigned portfolio of foodservice customers.
- Act as the primary link between the business, wholesale routes to market, and foodservice end users.
- Manage, lead, and grow customers to achieve agreed sales, margin, gross profit, and net contribution targets.
- Build robust customer pipelines resulting in winning new business with bespoke pitches, unlocking additional customers in line with the product portfolio.
- Identify opportunities to expand distribution, increase basket spend, and drive profitable growth by securing new listings and increasing product penetration.
- Deliver a structured "push-pull" strategy that drives demand through end users whilst supporting wholesale sales growth.
- Deliver regular business reviews, ensuring account plans remain aligned to customer objectives and market conditions.
- Lead customer presentations, menu development, and tasting sessions.
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Resource Management:
- Align supplier, wholesaler, and operator objectives to create mutually beneficial outcomes.
- Resolve commercial and operational challenges collaboratively across all parties.
- Ensure clear communication and project management throughout product launches, promotions, and business reviews.
- Negotiate trading agreements, promotional plans, pricing, and commercial opportunities.
- Identify emerging trends and gaps within customer ranges, driving NPD and innovation opportunities through wholesale and end-user customers.
Personal Management:
- Provide leadership and direction across the business regarding your customers and ensure efficient use of resources.
- Create, maintain, and enhance effective working relationships with peers and colleagues, both within the department and throughout the company.
- Ensure that the department operates to high moral and personal standards.
- Take ownership of personal development within the role.
- Attend relevant on-site or off-site meetings as required by the business.
Experience:
- Minimum 5 years' experience within foodservice sales.
- Proven National Account Management experience.
- Demonstrable experience managing supplier, wholesaler, and end-user relationships.
- Experience presenting to senior stakeholders.
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