National Account Manager - UK Grocery

ZOE; United States; Remote; USD 93,000 - 147,000; Full time

Benefits offered by this job

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Full benefits package

Remote-first working in the UK

Job summary

ZOE is seeking a National Account Manager to lead the UK launch of our health brand into major grocers. You will own relationships with buyers, shape retail strategy, and build the function from day one, with a growing product pipeline.

You will manage end-to-end launches—from initial pitch and terms to supplier setup, stock in distribution centres, and trading performance—while collaborating with Marketing, Finance, Legal and Operations across the UK, EU, and US.

Qualifications

• You have personally owned at least one major UK grocer (Tesco, Sainsbury’s, Asda, Morrisons, Waitrose or M&S) on the supplier side and have 4+ years in national/key accounts.
• You’ve led buyer negotiations yourself, with ability to trade and protect margins.
• You’ve driven product launches from range review to shelf and distribution.
• You understand food/category constraints like shelf life.
• You’ve built processes, trackers or playbooks from scratch for a function.
• You use retailer data and dashboards to inform decisions, and are comfortable with AI tools.

Responsibilities

• Shape the UK retail launch strategy and prioritise retailers to target.
• Lead commercial negotiations with major buyers and develop joint business plans.
• Own end-to-end retailer launches, including range reviews and critical paths.
• Ensure retailer setup, product information, pricing, and promotions are ready.
• Monitor sell-through, availability, distribution, and promotional uplift.
• Collaborate with Supply Chain for forecasting and stock visibility.
• Drive cross-functional alignment to keep launches on track.
• Create the playbook and templates to scale retail presence.

Skills

UK grocer experience

Commercial negotiation

Launch management

Category knowledge

Builder mindset

Data analytics

Strategic thinking

Tools

EPOS

dunnhumby

NielsenIQ

Circana

Job description

Take ZOE onto UK supermarket shelves for the first time! ZOE has built a world-class, science-led health brand, and now we’re taking our physical products into retail. Next year, our Gut Health Bars launch into major UK grocers, and we’re hiring our first National Account Manager to lead it. You’ll own our relationships with buyers at grocers like Tesco and Sainsbury’s, shape our retail strategy, and build the function from day one, with a growing pipeline of new products to follow. If you’ve personally managed major UK grocers, love a tough negotiation, and want to build something rather than inherit it, this is your opportunity. This is a genuine zero-to-one role and ZOE’s first commercial hire, with our retail function built around you. We have a clear retail strategy; you’ll bring the major grocer expertise to turn it into reality, challenge it where needed, and build the playbook we’ll scale from across the UK and beyond. You’ll lead everything from the first pitch and commercial negotiation through to supplier setup, launch, and trading once we’re on shelf. It’s a hands‑on role that balances strategy and execution: one day you’ll be shaping which grocer we launch with first, the next you’ll be in a buyer meeting or getting a product live on a supplier portal. You’ll report to Dani, our Associate Director of Operations, within ZOE’s Supply Chain & Operations team. The team makes sure ZOE’s physical products can be launched, supplied and scaled reliably. You’ll work closely with Marketing, Finance, Legal, Product, Quality, Growth and Creative, as well as our suppliers, warehouses and logistics partners. The team is distributed across the UK, EU and US, working remotely and cross-functionally, with a strong focus on clear ownership, fast decisions and reliable execution.

Задачи

• Retail Strategy: shape where and how ZOE launches into UK grocery, including which retailers to prioritise, how to position our products on shelf, and how we scale to future launches.
• Commercial Negotiation: lead negotiations with major grocery buyers yourself, including joint business plans, trading terms, pricing and promotional investment, balancing growth with the confidence to push back and protect ZOE’s interests.
• Launches, from Range Review to Shelf: own retailer launches end to end, including range review pitches, critical paths and operational readiness, often with several launches running in parallel.
• Supplier Setup: own retailer setup requirements, including supplier portals, product information, pricing, GS1 barcodes, artwork, promotional setups and delivery requirements.
• Trading Performance: track rate of sale, availability, distribution, stock cover and promotional uplift, and use the data to make decisions that grow the business.
• Supply and Forecasting: work with Supply Chain on forecasting, purchase orders and stock visibility, so products are always available on shelf.
• Cross-Functional Leadership: be the driving force that brings internal teams together to unblock decisions and keep launches on track.
• Building the Playbook: create the processes, templates and metrics that will help ZOE scale its retail presence across the UK and EU.

Требования

• Major UK Grocer Experience (Essential): you’ve personally owned at least one of Tesco, Sainsbury’s, Asda, Morrisons, Waitrose or M&S on the supplier side, working for a brand or manufacturer. Typically, you’ll have 4+ years of experience in national or key account management.
• Commercial Confidence: you’ve led buyer negotiations yourself, and you know when to trade, when to hold the line, and how to protect margin.
• Hands‑on Launch Experience: you’ve taken products from range review to shelf, including supplier setup, critical paths and getting stock into distribution centres.
• Category Knowledge: experience in food, snacks or consumer health is ideal. If you’re from another FMCG category, you understand the constraints of food, such as shelf life.
• A Builder’s Mindset: you’ve created processes, trackers or playbooks from scratch, and you’re excited to build a function, not just join one.
• Data and Modern Tools: you use retailer data (such as EPOS, dunnhumby, NielsenIQ or Circana), dashboards, and ideally AI tools to work smarter.
• Strategic Thinking: you can see the bigger picture of how a new brand should approach the major grocers, and bring others along with your thinking.

Условия

• Competitive base salary, depending on level
• Share options, so you share in the growth you help create
• A full benefits package covering health, wellbeing, family life and personal growth
• Remote‑first working in the UK, with quarterly get‑togethers in London and an annual company retreat.

ZOE is an equal opportunity employer. If you require any reasonable accommodations during the interview process, just let us know—we are here to support you.

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