National Account Manager - Woolworths

Beiersdorf; Sydney; On-site; AUD 100,000 - 130,000; Full time

Job summary

Beiersdorf Australia Ltd. is seeking an experienced Sales professional to manage major grocery accounts and lead the Woolworths partnership.

You will own the annual trade plan, drive category initiatives, and coordinate cross-functional teams to achieve sales and profitability targets. Ideal candidates will have 3+ years in FMCG account management, strong negotiation and analytical skills, and a collaborative, proactive approach to stakeholder management.

Qualifications

• 3+ years’ account management in FMCG grocery channels (Woolworths/Coles preferred).
• Proven ability to deliver commercial results and build strong customer relationships.
• Strong financial and analytical capabilities with understanding of trade investment and P&L.

Responsibilities

• Own the annual Woolworths trade plan with Revenue Growth Management and teams.
• Translate brand/customer strategies into initiatives to drive sales, share and profitability.
• Lead range reviews and category submissions with SNBM and cross-functional teams.
• Develop promotional, activation and merchandising plans to boost in-store and online performance.
• Monitor performance and take timely actions on risks and opportunities.
• Ensure plans and commitments are clearly communicated and executed across the business.
• Provide accurate forecasting inputs and support account reporting and planning.

Skills

Account management

Commercial acumen

Financial acumen

Negotiation

Stakeholder management

Analytical thinking

Cross-functional collaboration

Influencing senior stakeholders

Job description

Job Details

Contract Type: Unlimited / Full-Time

Country / City: Australia / North Ryde

Company: Beiersdorf Australia Ltd.

Job Function: Sales

Your Tasks

Customer Strategy & Stakeholder Management

• Build a strong understanding of Woolworths’ strategy, commercial priorities and category objectives, identifying opportunities for Beiersdorf to add value and grow.
• Lead the day-to-day commercial relationship with Woolworths Category Managers and Assistant Category Managers, maintaining an effective engagement cadence.
• Build credible relationships across Woolworths and Beiersdorf, acting as a key point of contact for the account.
• Partner with the Senior National Business Manager to develop joint commercial plans that deliver sustainable value for both businesses.
• Proactively identify risks, gaps and growth opportunities, driving actions to keep account performance on track.
• Represent Woolworths’ priorities internally while balancing customer needs with Beiersdorf’s commercial and brand objectives.

Commercial Planning & Execution

• Own the annual Woolworths customer trade plan in partnership with Revenue Growth Management and relevant Business Teams.
• Translate brand, category and customer strategies into account initiatives that deliver sales, market share and profitability targets.
• Lead range reviews and category submissions with the SNBM and cross-functional teams including Category Development, Finance, Supply Chain and Field Operations.
• Develop promotional, activation and merchandising plans to strengthen brand visibility and performance in-store and online.
• Monitor account and market performance, taking timely action on risks and opportunities.
• Ensure commercial plans and customer commitments are clearly communicated and executed across the business.

Financial & Trade Investment Management

• Manage Woolworths trade investment within agreed budgets, governance and delegated authority.
• Monitor sales, trade spend, profitability and promotional performance, providing insights and recommended actions.
• Partner with Revenue Growth Management and Finance to optimise promotional effectiveness and customer investment.
• Challenge low-return activities and recommend reallocating investment toward higher-value opportunities.
• Balance Woolworths’ objectives with Beiersdorf’s revenue, profitability and market share ambitions.
• Support accurate forecasting, phasing and account performance reporting.

Forecasting & Operational Excellence

• Provide accurate and timely account inputs into demand forecasting and S&OP processes.
• Partner with Demand Planning and Supply Chain to improve forecast accuracy, product availability and management of promotional or ranging risks.
• Maintain disciplined account planning, documentation and reporting with clear visibility of priorities and commitments.
• Partner with Field Operations to ensure strong execution of range, promotional and merchandising plans.

Capability & Personal Development

• Own an agreed development plan and ongoing professional growth.
• Participate in and apply learnings from relevant internal and external development programs.
• Maintain knowledge of company policies, compliance requirements and customer processes.
• Contribute to a collaborative, accountable and high-performing team environment.

Your Profile

• Minimum 3 years’ account management experience within the FMCG grocery channel, ideally supporting or managing a major grocery customer such as Woolworths or Coles.
• Proven track record of delivering commercial results and building strong customer relationships.
• Strong commercial and financial acumen, including an understanding of trade investment and account P&L.
• Experience in customer planning, range reviews and commercial negotiations.
• Strong analytical, communication and stakeholder management skills.
• Highly collaborative, proactive and confident influencing across different levels.
• Curious, adaptable and motivated to learn and drive meaningful change.
• Formal negotiation training would be advantageous.

Additional information

Location: 4 Khartoum Road, North Ryde, NSW 2113