XOXO SODA
Senior National Account Manager
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About Us
We're one of the UK’s fast-growing drinks brands on a mission to redefine functional beverages. As a scale-up, we operate in a dynamic, high-growth environment where adaptability, ownership, and speed matter.
The Role
XOXO is seeking an experienced Senior National Account Manager to own and grow our relationships with major UK grocery retail partners, including Sainsbury's, Co-op, Boots, and Ocado (and many new listings!). This role is critical in driving listings, distribution, and rate of sale across our retail estate. You will work closely with the founders to shape XOXO's commercial strategy and act as the key point of contact for our national retail accounts.
What you'll be doing
Account Management & Growth
- Own and manage relationships with key national retail accounts, including Sainsbury's, Co-op, and Boots
- Develop and execute account plans that deliver distribution growth, new listings, and increased rate of sale
- Act as the primary point of contact for buyers, category managers, and retailer stakeholders
- Build long-term, trusted partnerships that support XOXO's growth ambitions across the UK
Commercial Strategy & Negotiation
- Lead commercial negotiations on pricing, promotions, trading terms, and listing agreements
- Develop and manage account budgets, forecasts, and P&L for each retail partner
- Identify opportunities for new listings, range extensions, and additional points of distribution
- Monitor competitor activity and market trends to inform commercial strategy
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Category & Retail Marketing
- Build category selling stories using market and sales data to support listing and space negotiations
- Partner with the marketing team to plan retailer-specific campaigns and in-store activations
- Support new product launches and market entry into additional retail accounts
- Track and report on sales performance, rate of sale, and category ranking across accounts
Supply Chain & Operations
- Work closely with supply chain to ensure forecast accuracy and service levels across accounts
- Support the resolution of any operational or fulfillment issues with retail partners
- Ensure compliance with retailer-specific requirements, including packaging, labeling, and reporting
Leadership & Collaboration
- Represent XOXO at retailer meetings, trade shows, and industry events
- Work cross-functionally with marketing, finance, and operations to align on commercial priorities
- Contribute to the wider commercial strategy and support the founders in setting sales targets
- As the team grows, support the recruitment and development of future account management hires
Who you are
- Confident, commercially-minded, and able to build credibility with senior retailer stakeholders
- Entrepreneurial and hands-on, comfortable operating in a fast-moving scale-up environment
- Highly organized, data-driven, and able to manage multiple accounts simultaneously
- Strong negotiator with excellent relationship-building skills
- Passionate about the better-for-you drinks category and building challenger brands
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Essential Experience
- Proven track record managing national grocery accounts within FMCG, ideally food and beverage
- Strong commercial acumen with experience in negotiation and P&L management
- Experience working directly with major UK grocery retailers
Preferred Experience
- Experience in the soft drinks category
- Background in scaling challenger brands within retail
- Experience working closely with founders or senior leadership in a scale-up environment
Why join us
- Be part of a fast-moving, culture-led brand that's changing the drinks game
- Competitive salary + equity
- Hybrid working
- 25 days holiday + UK bank holidays
- Make a real impact in a high-growth environment
- Free XOXO sodas in the office!
If you're excited about joining a culture-led brand with real momentum and ready to take ownership of our national retail relationships, we'd love to hear from you.
Location: London, UK
Reporting to: Rory Paterson, Co-Founder & CEO
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