national account manager - coles / woolworths

HR Partners; Melbourne; On-site; AUD 100,000 - 150,000; Full time

Benefits offered by this job

Performance incentives

Job summary

Randstad is seeking a National Account Manager to lead Coles and Woolworths partnerships, drive joint business planning, and maximize gross margins across Australia’s top retailers. You will also explore growth with Aldi and Costco and guide range reviews and promotions.

The role requires strong P&L ownership, data-driven decision making, and collaboration with cross-functional teams to ensure forecast accuracy and high order fill. Melbourne-based, with a fast-paced commercial environment.

Qualifications

• Proven National Account Manager or Senior Key Account Manager in FMCG.
• Strong retailer relationships and direct Coles/Woolworths experience; Aldi/Costco a plus.
• Strong P&L, trade spend, and data-driven decision making.

Responsibilities

• Own Coles and Woolworths accounts; manage JBPs and stakeholder engagement.
• Expand opportunities with Aldi and Costco; tailor product strategies.
• Drive range reviews, promotions, and NPD launches; optimize trade spend.
• Forecast sales, manage P&L performance and gross margin.
• Leverage scan data and market trends for compelling business cases.
• Collaborate with supply chain, logistics, marketing and finance to ensure order fill and forecasting accuracy.

Skills

Account management

P&L ownership

Trade spend

Revenue growth management

Analytical thinking

Negotiation

Tools

Quantium

Aztec/IRI

Nielsen

Job description

national account manager - coles / woolworths

National Account Manager - Grocery Channels

Location: Melbourne, Victoria

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.