National Account Manager - Woolworths

Beiersdorf; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

Beiersdorf in Sydney is seeking an experienced Account Manager to lead the Beiersdorf-Woolworths partnership. You will understand Woolworths’ strategy, manage day-to-day senior relationships, and translate category objectives into growth opportunities for Beiersdorf.

You will develop joint commercial plans with SNBM, oversee trade investments, and ensure clear communication across cross-functional teams to deliver sustainable value for both businesses.

Qualifications

• Minimum 3 years’ account management experience within FMCG grocery.
• Proven track record of delivering commercial results and building 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.

Responsibilities

• 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.

Job description

Your Tasks

• 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.

Your Tasks

• 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.

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.

At Beiersdorf, we want to help people feel good about their skin – and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values – CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

Additional Information

Location: 4 Khartoum Road, North Ryde, NSW 2113