Overview
National Account Manager - UK AFH Vending Channel
Responsibilities: As the National Account Manager for Vending, you will be responsible for leading and developing relationships with key customers across the channel. This includes major vending operators as well as buying groups representing independent businesses. Success in this role requires a strategic mindset, strong commercial acumen, and effective negotiation skills to drive growth in net revenue, market share, and profitability. This channel is very relationship oriented and so equally important are relationship building capabilities, a collaborative nature and a commitment to delivering exceptional customer service.
Qualifications
1. Customer Ownership & Joint Business Planning Lead the commercial relationship with key customer for the Walkers and Quaker portfolios. Build, negotiate, and deliver annual Joint Business Plans (JBPs), including pricing, investment strategy and distribution targets. Ensure alignment with internal stakeholders including category, finance and marketing teams.
2. Commercial Delivery Deliver against volume, net revenue, profit, and share targets. Manage investment responsibly, ensuring ROI and strong financial control.
3. Category & Shopper Excellence Use shopper insights and category data to create compelling category stories and recommendations. Drive distribution gains for core ranges and NPD, ensuring Walkers is visible, available, and recommended across the channel. Drive visibility in vending through showing up as best in class at key industry events and delivering digital and physical activations at sites.
4. Relationship Building & Influence Build strong relationships with buying group leads, company owners and buyers. Ensure strong presence at key industry events and engagement with customers.
5. Performance & Reporting Deliver accurate reporting of channel and customer performance. Demonstrates a comprehensive understanding of performance drivers and drags, translating analysis into clear insights and actions.
Essential
* Strong experience in FMCG account management, ideally within impulse, wholesale, or convenience channels.
* Proven ability to deliver commercial results in a competitive category.
* Strong negotiation, influencing, and customer management skills.
* Competence in using commercial data sources (Market data, EPOS, Sales-Out).
* Ability to manage complexity and competing priorities across a wide customer base.
* Strong commercial acumen.
Desirable
* Experience working in AFH (Out of Home channel).
* Exposure to snacks, impulse categories, or FMCG in retail.
* Demonstrable examples of delivering best in class JBPs with key customers.
Personal Attributes
* Commercially curious with a growth mindset.
* Confident, persuasive communicator.
* Collaborative and highly relationship driven.
* Entrepreneurial, with the ability to identify and turn insights into action.
* Resilient, adaptable, and energised by working in a fast paced environment.
What Success Looks Like
Achievement of annual revenue, profit, and market share targets. Increased availability, visibility, and distribution across the vending channel. Strong and collaborative relationships built with key vending customers. Key NPD landed and promoted through industry forums and events.
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