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Founded in 2017, REAL is an exciting, pioneering and fast growing drinks brand that believes in living life to the full. Constantly experimenting and breaking boundaries, we combine the art of science and fermentation to create a range of delicious non-alcoholic drinks. Handcrafted in the heart of Buckinghamshire, in the UK's first sustainable, state-of-the-art Fermentery based on the Rothschild owned Waddesdon Estate. Our drinks are served by the innovative, the pioneering and the Michelin starred, as well as holding listings in national retailers including Waitrose, Sainsburys and Ocado.
We're uncompromising in our mission. Thinking differently we push the boundaries of non-alcoholic fermentation every day. We're progressive by nature, moving at pace. We sweat the details and strive for excellence in everything we do. We stay true to ourselves and to others and are deeply respectful of each other and the world around us. We're here to inspire those who seek out the extraordinary and want to live life to the fullest. It's all about being REAL.
As a small yet rapidly growing business, we are on the lookout for a passionate and experienced Off Trade National Account Manager to join our Sales team to lead and drive the growth of REAL within UK Multiple Retail. Reporting into the Sales & Marketing Director, this person will be responsible for managing and optimising commercial performance within our key multiple retail accounts and building distribution and product rate of sale.
The ideal candidate will be a motivated and enthusiastic individual, with depth of experience and a track record of success in Sales national account management across UK Multiple & Specialist retail. With strong commercial and interpersonal skills, this person will be self-motivated, organised and a genuine collaborator. The key responsibilities of this role include:
1. Develop and execute annual plans to achieve relevant revenue and volume sales targets, market share growth, and profitability metrics.
2. Lead annual negotiations on pricing, promotions, and distribution with retail buyers and merchandising teams.
3. Analyze sales data (e.g., EPOS, market trends) to identify growth opportunities and mitigate risks.
2) Commercial Performance
1. Manage the P&L for assigned accounts, optimizing trade spend and ROI.
2. Deliver against assigned core KPIs: sales volume & revenue, gross margin and promotional efficiency.
3. Forecast demand accurately and work with retail buyers to minimize stockouts and overstocks.
3) Cross-Functional Collaboration
1. Partner with the Marketing team to design relevant retailer-specific campaigns and in-store activations.
2. Work with the Operations team to ensure on-time delivery and resolve any ad hoc operational issues (e.g. logistics, compliance).
3. Provide product insights based on retailer and consumer feedback to optimise product / lead into potential innovations.
4) Relationship Building
1. Serve as the primary contact for senior retail stakeholders, fostering long-term trusted and collaborative partnerships.
2. Conduct quarterly reviews to align on performance and strategic priorities.
3. Monitor competitor activity and market trends to recommend any new distribution or ranging adjustments.
4. Leverage category data tools (e.g. Nielsen, Dunnhumby) to benchmark performance against category norms and generate key insights that can be leveraged with retail buyers.
Experience:
1. Minimum 5+ years in national account management, preferably in FMCG, wine and alcoholic beverages.
Retail Expertise:
1. Proven track record with large UK retail multiples (e.g. Tesco, Sainsburys, Waitrose). Online retailer experience (e.g. Ocado, Amazon) would be very beneficial.
Skills:
1. Advanced communication - is a seasoned communicator, an adept negotiator and has strong presentation skills
2. Financial acumen - understands and is comfortable with P&L ownership, and is sharp at ROI analysis
3. Strong data analytics - can take data and turn it into information and insights to then make astute commercial recommendations and decisions
4. Flexibility & adaptability - is able to switch from strategy to execution and is happy and willing to work on various different projects/tasks at the same time
5. Systems proficiency - confident using key CRM systems (e.g., Salesforce) and MS Excel (pivot tables, VLOOKUP)
Education:
If you're interested in this applying, please send your CV along with a short video (no more than 2 minutes) sharing your experience and why you believe you're a perfect fit for this role to richard@.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Food and Beverage Services
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