Fluid Fusion - Beer, Wine & Spirits Recruitment
Senior National Account Manager On Trade
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Senior National Account Manager - On Trade Retail & RTM
Based: England (hybrid/remote)
Salary: circa £60-70,000 (commensurate)
Our client is a fast-growing, independently minded business behind a portfolio of premium, award-winning drink brands, built on quality, innovation and doing things differently.
We're looking for an experienced Senior National Account Manager to grow our presence across key target On Trade national retail accounts, large and prestigious multiple retail groups, route-to-market and independent free trade customers. You'll combine strong commercial discipline with a practical, hands-on approach, building customer plans that increase distribution, visibility, volume and profitability.
This role suits someone with a strong track record in On Trade alcoholic drinks account management. You'll be confident managing customer relationships, negotiating commercially, forecasting accurately and working with field sales teams to turn plans into clear territory-level actions. You'll bring high energy, pace, ownership, organisation and a solution-focused mindset to a fast-moving, entrepreneurial business.
What You'll Do
Commercial Strategy & Growth
- Develop and deliver channel plans aligned to our commercial, brand and margin goals.
- Build strong relationships with key On Trade customers and route-to-market partners.
- Secure new listings, distribution gains, menu presence and activation opportunities that drive profitable growth.
- Use customer, category and market insight to prioritise opportunities and guide account plans.
Commercial Planning & Performance Management
- Manage account performance against volume, revenue, margin, distribution, rate of sale and activation targets.
- Build forecasts, joint business plans, promotional calendars and account trackers.
- Lead negotiations on pricing, promotional investment, activation, trading terms and growth initiatives.
- Report clearly on performance, pipeline, risks, opportunities and investment needs.
- Contribute to demand and supply planning, taking full responsibility for your channel stock position.
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Customer, Market & Category Development
- Create compelling, commercially sound proposals for customers and partners.
- Improve availability, visibility, menu presence, activation and advocacy for our brands.
- Represent the business professionally in customer meetings and across the trade, strengthening our reputation as a distinctive and reliable partner.
- Use customer and field feedback to inform future plans and product opportunities.
Field Sales Support, Coaching & Execution
- Support Regional Sales Managers to deliver distribution, volume and visibility gains across priority accounts, partners and territories.
- Set clear territory objectives and provide coaching, guidance and commercial oversight.
About You
- High energy and commercially focused, comfortable working at pace in a smaller business where priorities can shift quickly.
- Proactive, organised and confident representing the business with authenticity, building credibility with customers, partners and field-based teams.
- Target-driven and commercially disciplined, using data, insight and sound judgement to deliver profitable growth.
- Resilient, tenacious and able to keep activity moving without losing attention to detail.
- Genuinely passionate about premium brands and building long-term relationships based on trust and shared commitment.
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What You'll Bring
Essential
- Strong understanding of the UK On Trade and route-to-market landscape.
- Advanced customer management skills and an active trade network.
- Proven success growing accounts through listings, distribution, activation, rate of sale and execution.
- Strong commercial planning, forecasting, negotiation, account management and performance reporting skills.
- Experience working with field sales teams to deliver outlet-level execution and agreed performance outcomes.
- Ability to use sales data, customer insight and market trends to shape plans and prioritise opportunities.
- Excellent relationship-building, communication and stakeholder management skills.
- Comfortable in a fast-paced, smaller business where ownership, agility and practical problem-solving matter.
Desirable
- Experience within a premium drinks or brand-led On Trade environment.
- Existing relationships with On Trade customers, wholesalers, distributors or route-to-market partners.
- Experience with product launches, seasonal activations, customer-specific trade plans, CRM or sales reporting tools.
Interested in learning more?
Please apply, including your CV and current remuneration details
All candidates must be based in and eligible to work in the UK. VISA sponsorship is not available for this opportunity.
Candidates who meet the brief will be contacted within 2 weeks.
This role is being recruited exclusively through Fluid Fusion Ltd.
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