National Account Manager – Independents & Emerging

seek.com.au; Melbourne; On-site; AUD 120,000 - 150,000; Full time

Job summary

Encore Tissue is seeking an experienced National Account Manager to lead profitable growth across independent retail, wholesale, buying groups and emerging channels in Australia. You will own customer strategy, financial performance and commercial outcomes with autonomy to influence decisions.

Reporting to the Commercial Director, you will manage customer P&Ls, develop joint business plans and drive category growth through data-driven analyses and effective negotiations.

Qualifications

• FMCG National Accounts experience with profitability focus.
• Demonstrated growth and distribution expansion.
• Strong financial acumen including P&L management.
• Advanced Excel and analytics skills.
• Experience in category management and revenue growth.
• Excellent stakeholder engagement and senior-level communication.

Responsibilities

• Deliver revenue, volume and profitability targets, managing customer P&Ls and trade investment.
• Develop customer strategies and joint business plans with wholesalers, buying groups, MSOs and emerging customers.
• Identify and expand distribution, new ranging and category growth opportunities.
• Lead customer negotiations and optimise pricing, promotions, trading terms.
• Develop financial models, pricing proposals and business cases to support decisions.
• Own customer demand forecasts and coordinate launches, promotions, service levels and in-store execution.

Skills

FMCG National Accounts

Financial analysis

Negotiation

Analytical capability

Stakeholder engagement

Tools

Excel

Job description

National Account Manager – Independents & Emerging

Take ownership of a key growth channel in an established Australian FMCG business

Encore Tissue is seeking an experienced and commercially driven National Account Manager to lead profitable growth across our independent retail, wholesale, buying group and emerging customer channels.

Reporting directly to the Commercial Director, this is an opportunity to take genuine ownership of customer strategy, financial performance and commercial outcomes, with the autonomy to influence decisions and drive growth.

About Encore Tissue

Encore Tissue is an Australian manufacturer and supplier of tissue and paper products, servicing major retailers, independent customers and other channels through a portfolio of branded and private-label products.

With a focus on strengthening customer partnerships, improving execution and delivering sustainable growth, Encore offers the opportunity to contribute directly to the commercial direction of the business.

About the role

You will take ownership of an important customer portfolio, developing strong partnerships while identifying opportunities to expand distribution, secure new ranging and drive profitable growth.

Working within a lean, collaborative business, you will combine strategic customer management with hands‑on commercial analysis and execution.

Key responsibilities

• Commercial ownership: Deliver revenue, volume and profitability targets, managing customer P&Ls, trade investment and commercial performance.
• Customer strategy and partnerships: Develop customer strategies and joint business plans across wholesalers, buying groups, MSOs and emerging retail customers.
• Category and distribution growth: Leverage customer and market insights to identify new ranging, distribution and category growth opportunities.
• Revenue management and negotiation: Lead customer negotiations and optimise pricing, promotional investment, product mix and trading terms.
• Commercial analysis: Independently develop financial models, pricing proposals and business cases to support commercially sound decisions.
• Planning and execution: Own customer demand forecasts and collaborate across the business to deliver product launches, promotional activity, service levels and in-store execution.

About you

You are an experienced FMCG National Account Manager who combines strong customer relationships and negotiation skills with commercial discipline and advanced analytical capability.

You will bring:

• Proven FMCG national account management experience, ideally across independent grocery, wholesale, buying groups or MSO channels.
• Demonstrated success delivering profitable growth, expanding distribution and negotiating commercial agreements.
• Strong financial acumen, including hands‑on customer P&L management, pricing, margin analysis and trade investment.
• Advanced Excel and analytical skills, with the ability to independently develop financial models and translate category insights into commercial recommendations.
• Experience in category management, range reviews, promotional planning and revenue growth management.
• Strong stakeholder engagement, communication and influencing skills, with confidence engaging at senior customer levels.

You are proactive, accountable and comfortable combining strategic thinking with hands‑on execution in a business where your contribution has a direct impact.

This is an internal recruitment process and is not being managed through recruitment agencies. Only shortlisted candidates will be contacted