National Account Manager On-Trade RTM

LVMH Group; London; On-site; GBP 45,000 - 80,000; Full time

Job summary

An established industry player seeks a dynamic RTM National Account Manager to drive growth and brand presence. This role involves strategic partnership development, financial planning, and brand activation within the On-Trade channel. The ideal candidate will leverage their experience in the Wines and Spirits Trade to cultivate strong relationships, negotiate effectively, and achieve profit targets. Join a forward-thinking company that values talent and offers opportunities for growth in a collaborative environment where your contributions will make a significant impact.

Qualifications

• Proven experience in managing key accounts in the Wines and Spirits Trade.
• Strong skills in financial planning and P&L accountability.

Responsibilities

• Drive growth and brand presence in the On-Trade RTM portfolio.
• Cultivate relationships and develop joint business plans with customers.
• Achieve volume and profit targets for assigned customers.

Skills

Account Management

Strategic Planning

Negotiation

Relationship Building

Financial Analysis

Education

WSET Higher Certificate

Job description

Drive significant growth and brand presence within our diverse On-Trade RTM portfolio. As RTM National Account Manager, you will be a key strategic driver in maximising value, volume, distribution, and brand building initiatives. This dynamic role requires collaborating closely with internal teams (National On-Trade, RTM, Commercial Development, Trade Marketing, and Brand) to develop and implement effective channel strategies and joint business plans (JBPs). You will manage key direct and indirect customer relationships, identify, and secure new business opportunities, and ensure seamless interaction between our RTM customers and On-Trade Sales team.

Job responsibilities

Strategic Partnership Development:

• Cultivate strong, long-term relationships with key contacts within designated accounts, orchestrating communication, and collaboration at all levels.
• Develop and execute customer-specific JBPs aligned with overall brand and sales objectives, securing buy-in from internal and external stakeholders.
• Proactively identify and win new business opportunities within the On-Trade channel.
• Implement strategies to optimise collaboration between RTM customers and our On-Trade Sales team.
• Negotiate, manage, and evaluate annual listing agreements, ensuring alignment with brand plans and budget parameters.
• Drive the non-called on business in London and the regions by spending 2/3 days a week in the trade.
• Deliver the non-called on strategy in all regions ensuring the full engagement of the customer’s teams.

Financial and Business Planning:

• Achieve agreed-upon volume and profit targets for assigned customers and brands.
• Implement and manage trade terms and price increases in line with company strategy.
• Maintain effective Funds-to-Trade (FTT) management and credit control.
• Manage accurate volume and FTT forecasting and reconciliation.
• Develop and maintain comprehensive customer account plans, leveraging sales reporting systems for performance monitoring, analysis, and strategic decision-making.
• Analyse and share sell out data using available resources provided through customer systems.
• Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing).
• Enable effective credit management and cash collection in conjunction with the finance team.

Brand Activation and Promotion:

• Plan, implement, and evaluate impactful promotional activities within the account base.
• Proactively identify and capitalise on brand development opportunities within existing customer relationships.
• Work with Trade Marketing to creatively activate within RTM’s promotional capabilities.

Collaboration and Communication:

• Work closely with internal teams (National On-Trade, RTM, Commercial Development, Trade Marketing, and Brand) to ensure alignment and effective execution of strategies.
• Act as a brand ambassador, representing the company and its values within the On-Trade channel.
• Ensure full compliance with competition law guidelines in all commercial customer interactions.
• To actively lead and participate at all internal team meetings (such as the London on trade and the region) to understand broader channel agenda and to present back to the team on the designated customer(s).

Compliance:

• To always ensure absolute compliance with Competition Law.

Profile

Education:

• WSET Higher Certificate (Desired)
• Full driving license

Language:

Professional Experience & know how:

• Experience of the Wines and Spirits Trade
• Experience in Management of Key accounts (Route to Market and On-Trade Clients)
• Experience of Full P&L accountability
• Experience of influencing senior customer stakeholders

At LVMH, people make the difference in the art of crafting dreams.
Our people fuel our dynamic, entrepreneurial culture. We value collective ambitions, encouraging our talents to push boundaries and champion a curious, audacious state of mind. Our commitment to excellence is reflected in nurturing every individual with a growth mindset and development opportunities, consistently empowering them to reach their full potential. We are actively committed to positive impact through an inclusive environment that supports and gives back to our talented community.
Join us at LVMH, where your talent is at the heart of our collective successes.