Harmonic Operations™ | Certified B Corp
Senior National Account Manager | Food Challenger Brand | London / Hybrid
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Senior National Account Manager | Food Challenger Brand | London / Hybrid
The Client
Harmonic are working with a food challenger that has built a genuinely strong position in UK grocery and become a recognised name within its category. The brand has grown significantly through a combination of a distinctive proposition, strong consumer demand and an increasingly sophisticated retail presence, with its products now firmly established across major UK grocery.
The opportunity now is about taking that success further. With significant momentum behind the business and ambitious plans for continued growth, the focus is on expanding distribution, growing existing customer relationships and finding new opportunities to increase the brand's share of the category. They're now looking for a Senior National Account Manager to take ownership of a key part of that growth.
The Role
This is a senior customer-facing role with significant commercial ownership. You'll lead one of the brand's major Top 4 grocery relationships, alongside a second account with strong growth potential, giving you responsibility across both a sizeable established customer and a more entrepreneurial growth opportunity.
You'll be responsible for shaping the commercial agenda across your accounts, from customer strategy and P&L management through to negotiations, joint business planning and identifying opportunities to drive incremental growth. You'll also work closely with the wider business and distributor network to make sure plans translate into strong execution. For an experienced NAM, it's an opportunity to take on a meaningful portfolio within a food business that already has serious scale and ambitions to go considerably further.
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Responsibilities:
- Lead the commercial relationship with a major Top 4 grocery customer, with accountability for delivering sustainable revenue and profit growth
- Set the account strategy and translate wider business objectives into clear customer plans
- Own account P&Ls, forecasting and commercial performance, using data and insight to identify opportunities and manage risk
- Lead customer negotiations across ranging, pricing, promotions and terms
- Build strong relationships with buyers and senior customer stakeholders, becoming a trusted commercial partner
- Develop a second, higher-growth account and identify opportunities to expand its contribution to the business
- Work across sales, marketing, supply chain and the distributor network to ensure customer plans are executed effectively
- Stay close to category, shopper and competitor developments, using market insight to inform commercial decisions
- Lead or contribute to new business opportunities where there is potential to expand distribution and unlock incremental growth
What the client would like to see (essential):
- Strong National Account Management experience within food or FMCG, ideally with direct ownership of a Top 4 grocery customer
- A track record of growing significant retail accounts and delivering against revenue and profit targets
- Confidence managing a customer P&L and using commercial data to make informed decisions
- Strong negotiation and influencing skills, with the credibility to build relationships at buyer and senior stakeholder level
- A commercially minded approach, combining analytical rigour with the ability to spot and pursue opportunities
- Experience working cross-functionally and coordinating multiple stakeholders around customer plans
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What we'd like to see (bonus):
- Experience within a branded food or drink challenger, scale-up or entrepreneurial FMCG environment
- Experience managing both a large established retailer and a smaller, faster-growing customer
- Exposure to distributor-led sales or routes to market beyond the major grocery multiples
Salary: £70,000–£75,000 + bonus
Location: Central London | Hybrid
Start Date: ASAP
At Harmonic, we are dedicated to fostering an inclusive and equitable workplace. We actively welcome applications from individuals of all backgrounds and assure you that every candidate will be thoughtfully considered for the roles we represent, without regard to race, religion, gender expression, disability, or sexual orientation.
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