National Account Manager

Highland Spring Group; Blackford; Hybrid; GBP 55,000 - 75,000; Full time

Job summary

Highland Spring Group in the United Kingdom seeks a National Account Manager to own a portfolio of UK grocery customers, driving growth through strong relationships, insight and well-executed plans. The role is home-based with travel to customers, head office in Blackford and team meetings, 37.5 hours per week.

You will balance growth with profitability, manage P&L, lead negotiations, and work with supply chain to ensure availability.

Qualifications

• FMCG sales experience with a track record of managing UK grocery accounts.
• Experience in developing customer plans and delivering P&L performance.
• Strong negotiation, forecasting, and profitability focus.
• Ability to turn data and insights into compelling customer proposals.

Responsibilities

• Develop and deliver customer plans and Joint Business Plans with clear actions.
• Manage account P&L to meet volume, revenue, margin, and profit targets.
• Lead customer negotiations, promotions, and range discussions.
• Collaborate with Supply Chain on forecasts, availability and service.
• Leverage category, shopper insights to grow distribution and new products.

Skills

FMCG sales experience

UK grocery account management

P&L management

Data-driven selling / insights

Negotiation & influencing

Cross-functional collaboration

Tools

Excel

PowerPoint

Job description

At Highland Spring Group, it starts with nature, it flows through people. We’re looking for a National Account Manager to take commercial ownership of a portfolio of UK grocery customers, helping grow our brand through strong relationships, clear insight and well-executed customer plans.

This is an opportunity to make your mark in an independent, family-owned business, with responsibility for your accounts and the support of a collaborative commercial team.

Reporting to our National Account Controller, you’ll join our Sales team in a home-based role, with travel to customers, our head office in Blackford, other company sites and team meetings. You’ll work 37.5 hours per week, with some overnight stays required.

The opportunity

You’ll own the day-to-day commercial agenda for your accounts, balancing growth ambitions with profitability and building partnerships that create value for both Highland Spring and our customers.

Your responsibilities will include:

• Developing and delivering customer plans and Joint Business Plans, turning commercial priorities into clear actions and results.
• Managing account P&Ls, delivering volume, revenue, margin and profit targets, and taking action when performance needs attention.
• Leading customer negotiations, promotional planning and range discussions within agreed commercial parameters.
• Working with Supply Chain to build accurate forecasts and support strong availability and service.
• Using category, shopper and customer insight to create compelling proposals, grow distribution and bring new products to market.
• Building relationships across buying, category, supply and online teams.
• Bringing colleagues across Finance, Marketing, Category, Technical and NPD together to deliver customer commitments.

What you’ll bring

You’ll have FMCG sales experience and a track record of managing UK grocery customers, or substantial account management experience that demonstrates you’re ready to take full commercial ownership of national accounts.

We’re looking for someone who understands the numbers, builds credibility with customers and follows through on commitments. You’ll bring:

• Experience of customer planning, commercial negotiations and managing account P&L performance.
• A strong understanding of trade investment, promotional effectiveness, forecasting and customer profitability.
• The ability to turn data and insight into clear recommendations and persuasive customer proposals.
• Confident communication and influencing skills, with the ability to build relationships across different teams and levels.
• An organised, accountable approach to managing competing priorities, with sound judgement on when to act and when to seek support.
• Working knowledge of GSCOP and Competition Law, alongside strong Excel and presentation skills.

Experience in beverages, water or premium FMCG brands would be welcome, as would exposure to e-commerce or customer activation across stores and online.

Why Highland Spring Group?

You’ll find a flexible, trusting workplace where you can take ownership, contribute ideas and continue developing your career. We offer a competitive package with bonus and benefits, professional development and opportunities to build experience across the business.

Our values underpin how we work: We’re a Team. We’re Proud. We Care. Everyone’s contribution matters, we’re passionate about our brand and products, and we care for each other, our customers and our environment.