Our client, with offices in Banbury and Ireland, is seeking a commercially driven, resilient National Account Manager to take full ownership of one of its brands across Pharmacy, Grocery, and Wholesale.
This role is for someone who is comfortable leading tough buyer negotiations, fighting for listings, and defending margin in highly competitive categories. You will be accountable for performance, distribution, and profitability, not just relationship management.
Reporting to the Business Unit Director, you will own the national commercial agenda for the brand and play a key role in driving sustainable, profitable growth across UK bricks-and-mortar retail.
Key Responsibilities
* Full accountability for sales performance, distribution, and profitability of the brand across UK bricks-and-mortar retail.
* Own and deliver the customer P&L, ensuring growth is achieved while protecting margin.
* Lead high-stakes commercial negotiations with grocery multiples, national pharmacy chains & wholesalers
* Win, defend, and expand listings, including range reviews, re-listings, NPD sell-ins, and promotional space.
* Manage national accounts, wholesalers, multiples, and pharmacy groups to deliver significant, sustainable, and profitable growth.
* Develop and execute robust account plans and JBPs, aligned to overall business strategy.
* Challenge buyers constructively to secure optimal pricing, trade terms, promotions, and distribution.
* Identify and deliver new business opportunities through new customers, new channels, and new product launches.
* Lead the commercial agenda internally, identifying opportunities and risks within the P&L.
* Maintain accurate forecasting and reporting on sales, volume, margin, and promotional performance (monthly, quarterly, annual).
* Ensure compliance with agreed commercial terms and manage customer trackers for key brands and products.
* Evaluate promotional effectiveness and adapt promotional strategy on a monthly and quarterly basis.
* Act as the primary commercial interface between customers and internal teams, including close collaboration with E-Commerce and cross-functional stakeholders.
* Take ownership of cross-functional execution, setting clear standards of accountability and commercial behaviour.
Experience & Skills Required
* Proven experience as a National Account Manager or Senior Key Account Manager within FMCG, ideally across Grocery and Pharmacy.
* Demonstrable track record of winning and defending listings with UK multiples, wholesalers, and pharmacy groups.
* Strong experience negotiating commercial terms, pricing, margins, and promotions in competitive retail environments.
* Solid understanding of the UK OTC and healthcare landscape, including key customer structures and routes to market.
* Experience onboarding new retail customers and launching new brands or products into market.
* Strong customer P&L ownership experience.
* Commercial confidence and resilience — able to challenge buyers and internal stakeholders to achieve the right outcome.
* Ability to assess a brand commercially and build a clear, executable growth strategy.
* Strong influencing and stakeholder management skills; credible at buyer level.
* Highly numerate, with strong Excel, PowerPoint, and Power BI capability.
Additional Information
* This is a UK-wide role with potential customer travel and occasional attendance at the Banbury office.
* Suitable for candidates who enjoy competitive negotiations, taking ownership, and driving outcomes rather than maintaining the status quo.
Please contact Matt Hartwell on 07301 283663 or email your CV to matt.hartwell@forcerecruitment.com for a confidential discussion.