Job Description

Details

Main purpose of job:

To develop, manage, and grow strategic National Accounts at Head Office level for the Soprema portfolio of products; with Merchant and Buying Group customers such as NBG, H&B, IBMG & STARK. The role focuses on driving sales growth, strengthening relationships, and delivering profitable business through effective account management and execution.

Reports to: Commercial Manager  

Key Responsibilities 

1. Account Management & Growth

• Manage a portfolio of National Merchant & Buying Group accounts

• Develop and implement joint business plans (JBPs) aligned to company growth targets.

• Identify and deliver revenue growth opportunities across product categories.

• Monitor account performance against KPIs (sales, margin, volume)

2. Relationship Management

• Build strong relationships with key decision makers at head office and regional levels.

• Act as the primary point of contact for all commercial and strategic matters.

• Engage multiple stakeholders including buying, category management, marketing, and supply chain.

• Support regional sales teams in executing national agreements locally.

3. Commercial Negotiation

• Lead and manage the implementation of price change discussions.

• Ensure commercially sound agreements that deliver profitability while remaining competitive.

• Manage any annual tenders and pricing reviews.

4. Sales Strategy & Execution

• Deliver national budget targets and company objectives.

• Drive product listings, range extensions, and new product launches.

• Coordinate promotional activities and marketing campaigns with merchant partners.

• Analyse market trends and competitor activity to inform sales strategy.

5. Internal Collaboration

• Work closely with internal teams (marketing, supply chain, finance, customer service).

• Provide accurate forecasting and demand planning inputs.

• Ensure smooth operational execution of customer requirements.

6. Reporting & Analysis

• Track performance vs. target and JBP’s.

• Prepare and attend regular account reviews and carry out monthly performance reporting.

Undertake any other duties as may be required by your Line Manager or the Leadership team, consistent within the scope of the job.

Skills & Knowledge Required

• Experience working with or managing Merchant accounts desirable

• National Account Management experience desired but not essential 

• A practiced salesperson who is highly customer focused and able to anticipate and adapt to customer needs and expectations

• Ability to understand and analyse data 

• Strong commercial acumen and negotiation skills

• Excellent communication and interpersonal skills

• Self-motivated with a proactive approach to sales

• Ability to manage multiple stakeholders and prioritise effectively

• Full UK driving license and willingness to travel in-line with business needs

The above is not an exhaustive list of duties and you will be expected to perform different tasks as necessitated by your changing role within the organisation and the overall business objectives of the organisation.