National Account Manager - Coles / Woolworths

Randstad Pty; Melbourne; Sur place; AUD 120 000 - 160 000; Plein temps

Résumé du poste

Randstad Pty in Melbourne seeks a results-driven National Account Manager to lead growth across major FMCG retail partnerships. You will own Coles and Woolworths, while expanding opportunities with Aldi and Costco through joint business planning and promotional execution.

The role blends strategic and tactical duties, including range reviews, NPD launches, trade spend management and P&L responsibilities, with cross-functional collaboration to maximize volume and margins.

Qualifications

• Proven track record in national account management within FMCG.
• Strong understanding of Coles and Woolworths account dynamics.
• Experience with Aldi/Costco is a plus.
• Demonstrated ability to manage P&L and promotional budgets.

Responsabilités

• Lead commercial ownership of Coles and Woolworths accounts.
• Identify and grow opportunities with Aldi and Costco.
• Lead JBPs, category management, range reviews and trade planning.
• Oversee sales forecasting, trade spend, and gross margin optimization.
• Collaborate cross-functionally to ensure forecast accuracy and on-time execution.

Connaissances

Account Management

FMCG sales

P&L management

Stakeholder engagement

Data analysis

Outils

Nielsen/IRI data

Description du poste

National Account Manager – Grocery Channels

• Location: Melbourne, Victoria

About the Opportunity

We are seeking an ambitious, high-performing National Account Manager to drive growth across our major FMCG retail partnerships. Reporting to senior commercial leadership, this role takes primary commercial ownership of our core Coles and Woolworths accounts, while expanding key opportunities across Aldi and Costco.

This is an exciting strategic and tactical position where you will lead joint business planning, category management, range reviews, and promotional execution to maximize volume, revenue, and gross margins across Australia’s top retailers.

Key Responsibilities

• Account Management: Serve as the primary commercial lead for Coles and Woolworths, managing day-to-day operations, joint business plans (JBPs), and high-level stakeholder engagement.

• New Channel Growth: Nurture and expand targeted account opportunities within Aldi and Costco, aligning tailored product strategies to fit their unique commercial models.

• Range & Trade Planning: Drive successful range reviews, promotional planning, new product development (NPD) launches, and trade spend management to optimize promotional ROI.

• Commercial & Financial Control: Manage sales forecasting, P&L performance, volume targets, trade spend budgets, and gross margin optimization across assigned accounts.

• Category Insights & Strategy: Utilize customer scan data, market trends, and shopper insights to develop persuasive business cases, range proposals, and space optimization strategies.

• Cross-Functional Collaboration: Partner closely with internal supply chain, logistics, marketing, and finance teams to ensure high order fill rates, accurate forecasting, and seamless campaign execution.

What You Bring

• Industry Experience: Proven track record as a National Account Manager or Senior Key Account Manager within the FMCG / Consumer Goods sector.

• Retailer Network: Strong, established commercial relationships and direct experience negotiating with Coles and Woolworths (experience with Aldi and/or Costco is highly desirable).

• Commercial Acumen: High proficiency in managing account P&Ls, trade spend budgets, promotional strategies, and revenue growth management (RGM).

• Analytical Capability: Exceptional numerical skills with hands‑on experience interpreting scan data (Quantium, Aztec/IRI, Nielsen) to build data‑led commercial proposals.

• Negotiation & Influence: Outstanding communication, negotiation, and relationship‑building skills with a track record of driving win‑win outcomes during range reviews.

Why Apply?

• Ownership of market‑leading retail accounts with significant strategic focus.

• A supportive, fast‑paced commercial environment with strong career progression opportunities.

• Competitive base salary + performance incentives.

At Randstad, we are passionate about providing equal employment opportunities and embracing diversity to the benefit of all. We actively encourage applications from any background.