Strategic FMCG Account Manager – Retail Growth

OneHarvest; Queensland; On-site; AUD 90,000 - 130,000; Full time

Job summary

OneHarvest in Australia is seeking an experienced Account Manager to lead relationships with major supermarket retailers and drive profitable growth across categories.

You will collaborate with Demand Forecasting, Category, and R&D to deliver compelling promotions, optimize shelf space, and ensure product availability. Strong negotiation, analytics, and cross-functional communication are essential.

Qualifications

• Proven experience (2+ years) in account management, sales, or a related commercial role in FMCG or food manufacturing.
• Strong commercial and financial acumen, with the ability to analyse data to drive decisions.
• Demonstrated ability to negotiate, influence, and collaborate effectively with diverse stakeholders.
• Experience with major retailers (Coles, Woolworths) is desirable.
• Fresh produce experience, particularly pre-packed salads, is desirable.
• Bachelor’s degree in Business, Marketing, or a related field is preferred.

Responsibilities

• Build and nurture strong, long-term partnerships with major supermarket retailers.
• Act as the primary point of contact for customer inquiries, ensuring effective communication and resolution of issues.
• Deliver exceptional customer experience improvements, becoming a trusted advisor to retail partners.
• Drive accurate demand forecasting in collaboration with internal supply chain teams.
• Proactively identify and resolve supply chain challenges, minimizing disruptions and ensuring consistent product availability.
• Negotiate and manage commercial agreements, ensuring profitability and alignment with strategic goals.
• Develop and monitor financial performance metrics for accounts, reporting on key insights and driving corrective actions where needed.
• Monitor sales performance, trade spend and profit against budget.
• Run the annual budget process.
• Develop and implement promotional plans to increase sales and market share.
• Manage the sale pipeline and develop strategies for long-term sustained growth.
• Conduct product range reviews and provide actionable recommendations to optimize shelf space and sales.
• Leverage category analysis and consumer insights to identify trends and opportunities for product innovation.
• Collaborate with R&D, Marketing, and Operations teams to support the launch of new products and enhancements to existing offerings.
• Partner with customers to align product development initiatives with market demands.
• Work closely with internal teams to deliver cohesive strategies and solutions.
• Facilitate clear communication between customers and internal stakeholders to ensure alignment on goals and priorities.
• Deliver communications and actions on time, with internal engagement and correct approvals.

Skills

Account management

Sales

Commercial acumen

Data analysis

Negotiation

Stakeholder management

Category management

Consumer insights

Supply chain management

Fresh produce experience

Major retailers experience

Education

Bachelor’s degree in Business, Marketing, or related field

Job description

OneHarvest in Australia is seeking an experienced Account Manager to lead relationships with major supermarket retailers and drive profitable growth across categories.

You will collaborate with Demand Forecasting, Category, and R&D to deliver compelling promotions, optimize shelf space, and ensure product availability. Strong negotiation, analytics, and cross-functional communication are essential.