Senior National Account Manager – On Trade
Contract: Full-Time – 37.5 hours per week – non-traditional hours
Reporting to: Head of UK Sales
Role Overview
The Senior National Account Manager – On Trade is responsible for managing and developing Ridgeview’s relationships with key national on-trade customers across the UK, including pub groups, bar groups, restaurant groups, hotels, and other multi-site operators.
The role holds direct responsibility for delivering sales performance across assigned national accounts, including volume, revenue, and profitability, while strengthening long-term commercial partnerships and expanding Ridgeview’s presence within the on‑trade channel.
This is a commercially focused role combining strategic account leadership, negotiation, planning, and execution, with a strong emphasis on growing distribution and market share for premium English sparkling wine.
Key Responsibilities
National Account Management
* Manage and develop relationships with national on‑trade customers including pub groups, bar groups, restaurant groups, hotel groups, and multi‑site operators
* Identify and secure new listings, distribution growth, and menu placements across key accounts
* Lead negotiations on pricing, contracts, and commercial agreements
* Build strong, long‑term partnerships with key stakeholders including buyers, category managers, and operators
* Represent Ridgeview as a trusted commercial partner within the on‑trade channel
Commercial Performance & Ownership
* Deliver volume, revenue, and profit targets across assigned national accounts
* Manage account‑level P&L performance, forecasting, and budget delivery
* Identify and implement opportunities to drive distribution, rate of sale, and customer engagement
* Monitor performance against targets and take proactive action to deliver results
Account Planning & Execution
* Develop and deliver structured account plans aligned to Ridgeview’s on‑trade channel strategy
* Lead customer activations, promotional activity, and tailored commercial initiatives
* Work cross‑functionally with marketing, operations, and distribution partners to ensure effective delivery
* Support national initiatives that strengthen Ridgeview’s presence in the on‑trade sector
* Monitor market trends, competitor activity, and customer performance within the on‑trade channel
* Provide insight‑led recommendations to improve performance and unlock new opportunities
* Maintain strong awareness of the premium wine and hospitality landscape
Reporting & Administration
* Maintain accurate reporting on sales performance, forecasts, and activity
* Use CRM systems to track account engagement, opportunities, and pipeline development
* Provide regular performance updates to the Head of UK Sales
Brand Representation
* Deliver training, tastings, and engagement sessions for customers and trade partners
* Represent Ridgeview professionally across industry events, trade tastings, and customer interactions
* Engage customers and trade influencers through platforms including Facebook, Instagram, X, and LinkedIn
* Provide engaging news and information to PR and digital media agencies for amplification
Person Specification
* Proven experience managing national or key accounts within drinks, hospitality, or FMCG
* Strong commercial and negotiation skills
* Demonstrated track record delivering growth across on‑trade accounts
* Excellent relationship management and communication skills
* Strong organisational, planning, and account management capability
* Ability to work effectively within a lean, entrepreneurial team environment
* Established network across the UK on‑trade sector
* Experience working with premium drinks brands
Key Attributes
* Builds strong, lasting relationships based on trust, credibility, and consistency
* Demonstrates clear commercial awareness, confidently managing pricing, negotiations, and profitability
* Takes ownership of account performance with a strong focus on delivering results
* Works collaboratively while maintaining accountability for individual performance
* Brings a proactive, hands‑on approach and follows through with pace and attention to detail
* Communicates clearly and professionally, building confidence with internal and external stakeholders
* Continuously develops knowledge of customers, category dynamics, and the wider on‑trade market
Other Requirements
* Full UK driving licence and access to a vehicle due to customer travel and event attendance
* Ability to travel nationally and work non‑traditional hours when required
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