Confidential
Job Description
Position: National Key Account Manager
Position Reports to: Director – Sales UK
Location: London, United Kingdom
🎯 Role Overview
The Key Account Manager (KAM) will be responsible for driving sustainable growth across key national accounts within the UK consumer goods and healthcare channels, including grocery, pharmacy, wholesale and Amazon.
Reporting directly to the Director Sales in UK, this role combines strong commercial acumen with strong analytical capability to develop account strategies, optimize performance, and align customer needs with business objectives in a fast-paced, data-driven environment.
🤝 Responsibilities
🏪 Account Management & Customer Relationships
* Own and manage relationships with key national retail, pharmacy, wholesale and Amazon accounts.
* Develop and execute customer-specific account plans to deliver revenue growth and profitability.
* Manage day-to-day administrative requirements (NLFs, promo forms, POS execution, etc.).
📈 Sales Strategy & Performance
* Identify and unlock growth opportunities through tailored commercial strategies.
* Deliver against sales, margin and profitability targets.
* Lead forecasting, budgeting and performance tracking.
* Partner with Marketing and Product teams to ensure best-in-class execution.
📊 Analysis & Insights
* Prepare clear, insightful business reports and presentations for internal stakeholders.
* Optimise pricing, promotions and range performance through data-driven insights.
* Analyse sales data, market trends and customer behaviour to identify risks and opportunities.
* Review data in-depth to understand the drivers of performance per customer and channel through EPOS and IRI and to recommend action plans accordingly.
🔄 Working Across Functions
* Collaborate internally and externally to resolve issues and deliver win-win solutions.
* Collaborate closely with Supply Chain, Finance and wider teams to drive smooth and effective execution.
🤝 Negotiation & Contract Support
* Monitor contract compliance and address discrepancies where needed.
* Support commercial negotiations in line with company policies and profitability goals.
🌍 Market & Industry Intelligence
* Stay up to date on UK market trends, competitor activity and regulatory changes.
* Share insights with leadership to support strategic decision-making.
🧠 Skills & Qualifications
🎓 Education
* Bachelor’s degree required.
* MBA or Master’s degree is a plus.
🕒 Experience
* 4 – 6 years’ experience in National Account Management, Sales or Business Development within FMCG, consumer goods and/or healthcare.
* Strong exposure to UK retail and pharmacy channels; Amazon experience is highly desirable.
🛠 Technical & Analytical Skills
* Advanced proficiency in Microsoft Excel and PowerPoint.
* Experience with IRI (essential); Nielsen / Kantar is a plus.
* Strong ability to translate data into actionable commercial decisions.
💬 Soft Skills
* Strong commercial mindset with deep understanding of retail and e-commerce dynamics.
* Excellent communication, presentation and negotiation skills.
* Ability to build long-term customer relationships and influence stakeholders.
* Strategic, proactive and solutions-oriented approach.
✈️ Other Requirements
* Willingness to travel within the UK for customer meetings and industry events.