National Account Manager - On Trade

Diageo; Greater London; On-site; GBP 70,000 - 100,000; Full time

Job summary

Diageo is seeking a National Account Manager - On Trade based in or around London to lead commercial performance for designated On Trade customers, develop customer growth plans, and manage cross-functional execution with Sales, Marketing, Supply and Finance.

You will build strong customer relationships, lead negotiations, translate insights into actionable plans, and deliver sustainable revenue, profit and market share growth while ensuring operational excellence.

Qualifications

• Deliver sales, profit and market share targets through effective management of customer accounts.
• Develop and execute customer business plans aligned to priorities and objectives.
• Build and maintain strong relationships with customer stakeholders at multiple levels.
• Use market and consumer insights to identify opportunities and actions.
• Collaborate across Sales, Customer Marketing, Supply, Finance to execute plans.

Responsibilities

• Lead the commercial performance of designated On Trade customer and deliver growth plans.
• Negotiate with customers and manage issues to maintain valued partnerships.
• Translate commercial and consumer insights into actionable plans for long-term value.

Skills

Sales targets

Joint business planning

Customer relationship mgmt

Commercial insight

Cross-functional leadership

Job description

Job Description

Job Title: National Account Manager - On Trade. Please note for this role, candidates must live in and around London due to customer base.

About us

With over 200 brands sold in nearly 180 countries, Diageo is home to some of the world’s most iconic drinks. From Johnnie Walker and Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life’s moments — from everyday connections to landmark celebrations.

Bring your talent, curiosity and ambition, and strive for your personal best alongside people who challenge, support and learn from each other. Together, as one outstanding team, we keep learning, improving and raising the bar for our brands, our business and each other. Join us and play your part in making life’s moments mean a little more.

About the Functions

Sales is where our brands meet the real world. This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter. It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.

Purpose of the Role

To lead the commercial performance of designated On Trade customer by developing and executing customer growth plans that deliver sustainable revenue, profit and market share growth for both Diageo and its customers. The role is accountable for building strong customer relationships, leading commercial negotiations, delivering agreed business plans and ensuring excellent execution through effective cross‑functional collaboration. The National Account Manager acts as the primary point of contact for customers, translating commercial and consumer insights into actionable plans that create long‑term value while maintaining operational excellence and customer satisfaction.

Experience / Skills Required

• Customer & Commercial Performance – Deliver agreed sales, profit and market share targets through effective commercial management of customer accounts. Identify growth opportunities and implement plans that drive sustainable business performance.
• Joint Business Planning & Execution – Develop and execute customer business plans aligned to commercial priorities and customer objectives. Ensure all agreed activity is delivered effectively and generates the expected return on investment.
• Customer Relationship Management – Build and maintain strong, trusted relationships with customer stakeholders at multiple levels. Lead negotiations, manage issues effectively and position Diageo as a valued and collaborative business partner.
• Commercial Insight & Opportunity Identification – Use customer, market and consumer insights to identify opportunities, recommend actions and support decision‑making. Monitor performance and adapt plans to maximise commercial outcomes.
• Cross‑Functional Leadership – Work collaboratively across Sales, Customer Marketing, Supply, Finance and other business functions to ensure excellent execution of plans and delivery of customer commitments. Act as a role model within the wider sales organisation.

Key Competencies

• Customer & Commercial Acumen
• Influencing & Relationship Building
• Execution & Results Focus

Experience

• Managing customer relationships within a sales, commercial or account management environment.
• Proven track record of delivering sales, revenue and profit targets.
• Strong negotiation, influencing and relationship management skills.
• Developing and implementing business plans and commercial strategies.
• Strong analytical capability with the ability to interpret data, identify trends and generate actionable insights.
• Working cross‑functionally to deliver business objectives.
• Strong commercial and financial acumen, including understanding of P&L drivers.

Working with us

Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re supported to manage your wellbeing and balance your priorities from day one.

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package.

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible.

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team.

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more.

Ready to bring your best?

This could be your opportunity.

Recruitment Scam Warning

Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money.

Work Details

Worker Type :Regular

Primary Location:1HQ Additional Locations :

Company Overview

With over 200 brands sold in more than 180 countries, we’re the world’s leading premium drinks company. Every day, over 29,000 talented people come together at Diageo to create the magic behind our much-loved brands. From iconic names to innovative newcomers – the brands we’re building are rooted in culture and local communities.

Our ambition is to be one of the best performing, most trusted and most respected consumer products companies in the world. Our founders, such as Arthur Guinness, John Walker, and Charles Tanqueray, were visionary entrepreneurs whose brilliant minds helped shape the alcohol industry. And through our people, their legacy lives on.

Join us, and you’ll collaborate with talented people from all corners of the world. Together, you’ll innovate and push boundaries, shaping a more inclusive and sustainable future that we can all be proud of. With diversity at our core, we celebrate our people's unique passions, commitments and specialist skills. Because when varied voices, mindsets, and personalities come together, great ideas are born. In our supportive culture, your voice will be heard and you’ll be empowered to be you. Just bring your ambition, curiosity and ideas, and we’ll celebrate your work and help you reach your fullest potential.

DRINKiQ

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