National Account Manager – Discounters & Convenience
Reports To:
Head of Sales / Group Commercial Director
Location:
Manchester (4 days onsite, 1 day from home)
Salary:
£50,000 + performance-based bonus
Purpose & Objectives
This role is with one of the
UK's leading and fastest-growing sports nutrition brands
, headquartered in Manchester. Having achieved exceptional domestic growth, the business continues to scale across multiple retail channels, with discounters and convenience as key priorities for expansion.
The National Account Manager (NAM) will be central to driving this growth by expanding distribution, increasing rate of sale, and reinforcing category leadership in value-driven and impulse-led retail environments.
The successful candidate will be a commercially minded account manager with proven experience in the discounter and convenience channels, strong negotiation skills, and a track record of delivering results.
Key Responsibilities
Account Management & Business Development
* Manage and grow relationships with key accounts across discounters (e.g., B&M, Home Bargains, Poundland) and convenience (e.g., Co-op, Nisa, Costcutter, Bestway, Booker).
* Lead Joint Business Planning (JBP) sessions with customers to align on growth objectives, promotional strategies, and category opportunities.
* Secure new listings and broaden distribution within existing accounts.
* Track competitor activity, customer trends, and market insights to identify growth opportunities.
Commercial Performance
* Take full P&L responsibility for discounter and convenience accounts, delivering revenue, margin, and volume targets.
* Develop accurate forecasts, promotional plans, and trade investment strategies to optimise ROI.
* Monitor and report on sales metrics, highlighting both risks and opportunities to senior leadership.
Pricing & Promotion
* Negotiate terms, pricing, and promotional mechanics that deliver mutual value.
* Balance competitive pricing with brand value to sustain profitability and positioning.
* Review promotional effectiveness and refine strategies to maximise impact.
Cross-Functional Collaboration
* Collaborate with Marketing, Supply Chain, and Category teams to deliver effective activation plans.
* Align commercial priorities with overall brand strategy.
* Support creation of channel-specific POS and promotional assets.
Team Contribution
* Contribute to a culture of openness, accountability, and collaboration within the sales team.
* Share insights and best practices to drive collective performance.
Skills & Competencies
* Commercial Acumen:
Expertise in P&L management, pricing, and promotional strategy.
* Negotiation:
Ability to secure strong commercial terms while maintaining robust relationships.
* Channel Knowledge:
Proven experience in discounter and/or convenience channels.
* Analytical Ability:
Skilled in leveraging data and insights to inform decisions.
* Relationship Management:
Builds trust and long-term partnerships with stakeholders.
* Execution:
Results-focused with a record of sales growth delivery.
* Communication:
Strong verbal, written, and presentation skills at senior levels.
Knowledge & Experience
* 3+ years of FMCG account management experience (sports nutrition, health foods, or snacking preferred).
* Demonstrated success in discounter and/or convenience accounts.
* Strong forecasting, financial planning, and P&L ownership.
* Proven track record in winning new business and growing existing accounts.
* Experience working cross-functionally in a fast-paced SME or challenger brand.
Qualifications
* Degree in Business, Marketing, or related discipline (preferred).
Personal Attributes
* Entrepreneurial and proactive with a solutions-driven mindset.
* Resilient and adaptable, thriving in a dynamic environment.
* Passionate about health, fitness, and challenger brands.
* Influential and persuasive, combining commercial toughness with relationship-building skills.