Senior National Account Manager

Lime Talent Ltd; City Of London; Hybrid; GBP 60,000 - 75,000; Full time

Job summary

A fast-growing FMCG company in London is seeking a Senior National Account Manager to lead a portfolio of major grocery customers. This role requires excellent negotiation skills, strategic planning capabilities, and proven experience in managing grocery accounts. The ideal candidate will thrive in a fast-paced environment and bring strong commercial acumen, contributing to the growth and success of the business.

Qualifications

• Experience in managing major grocery accounts in FMCG.
• Strong commercial and financial acumen including P&L management.
• Excellent negotiation and relationship-building skills are essential.

Responsibilities

• Lead and grow a portfolio of major grocery customers.
• Develop strategic customer plans and drive profitable sales growth.
• Work closely with Marketing, Supply Chain, and Finance teams for alignment.

Skills

Proven experience managing major grocery accounts within FMCG

Strong commercial and financial acumen

Excellent negotiation and relationship-building skills

Ability to work strategically

Experience presenting at senior buyer level

Strong analytical capabilities

Confidence with retailer data systems

Highly organised and proactive

Job description

Position: Senior National Account Manager: Grocery

Location: London (2/3 days a week)

Package: Up to £75k + Bonus

The business is a fast-growing organisation that focuses on creating and supplying high-quality snacking products. It prides itself on great taste, simple ingredients, and honest brand stories. Working closely with major retailers, the company introduces products that stand out for their quality and personality. The team is hands-on, friendly, and genuinely passionate about what they do, always looking for ways to make their products and service even better.

The Role

We are seeking an experienced Senior National Account Manager to lead and grow a portfolio of major grocery customers. This role will be responsible for developing strategic customer plans, driving profitable sales growth, and strengthening long-term partnerships with key retailers. Leading one direct report, you will be responsible for delivering best-in-class account management, commercial excellence, and cross-functional alignment.

Customer & Commercial Management

• Own and manage day-to-day relationships with major grocery accounts, acting as the primary commercial contact.
• Build and execute annual joint business plans, including volume forecasting, promotional strategy, pricing, and range optimisation.
• Monitor and deliver against commercial targets including revenue, margin, distribution, and promotional spend.
• Lead negotiation of commercial agreements, promotional plans, and terms of trade.

Strategic Planning & Execution

• Develop long-term strategic account plans to achieve sustainable growth and maximise category performance.
• Identify new opportunities for distribution, innovation listings, and category expansion.
• Use market insights, retailer data, and category analysis to support decision making and drive retailer engagement.

Cross-Functional Collaboration

• Work closely with Marketing, Supply Chain, Finance, and Commercial teams to ensure account plans are aligned and executed effectively.
• Partner with Category and Insights teams to drive category management initiatives and build compelling retailer-facing presentations.
• Collaborate with Operations and Supply Chain to ensure forecasting accuracy and service level excellence.

Leadership & People Management

• Line manage one JNAM providing coaching, guidance, and development support.
• Foster a high-performance culture and ensure effective workload prioritisation and problem solving.

Reporting & Performance Management

• Track, analyse, and report on account performance, promotional ROI, and commercial KPIs.
• Prepare monthly business updates and retailer meeting reports for senior leadership.

Skills & Experience Required

• Proven experience managing major grocery accounts within FMCG or a related consumer-facing industry.
• Strong commercial and financial acumen, including P&L management.
• Excellent negotiation and relationship-building skills.
• Ability to work strategically while maintaining attention to detail in execution.
• Experience presenting at senior buyer level.
• Strong analytical capabilities and confidence with retailer data systems (e.g., IRI, Nielsen, Kantar, retailer portals).
• Previous people management experience preferred, but not essential with demonstrable leadership capability.
• Highly organised, proactive, and able to thrive in a fast-paced environment.