NATIONAL ACCOUNT MANAGER - PREMIUM BEVERAGE BRAND
ABOUT THE OPPORTUNITY
This is a pivotal commercial role within the UK's fastest growing premium beverage brand. We are expanding our presence across a recently widened product portfolio beyond our now well-established Grocery channel. We are seeking experienced National Account Managers to drive distribution and activation across key channels, including:
* Leisure: Cinemas, theme parks, stadiums, entertainment venues
* HORECA: Hotels, restaurants, cafes, catering
* On-Trade: Pubs, bars, nightclubs, licensed venues
* Travel: Airports, train stations, service stations, travel retail
* Operators: Contract caterers (Levy, Aramark, Compass, Sodexo)
This role offers significant autonomy and the opportunity to shape our channel strategy from the ground up in a private equity-backed, high-growth environment. We are building a team of specialist account managers, each focusing on specific channel expertise. You will be joining at a critical growth phase with the ability to make a lasting impact on our market penetration and brand development.
Important Notes
We are hiring multiple National Account Managers to cover the full channel spectrum. Each hire will specialise in one or more specific channels while collaborating as part of a cohesive team. Channel assignments will be discussed during the interview process based on candidate strengths and experience.
Given the size of the business and early stage of growth outside of Grocery, your primary immediate focus (and your performance / bonus will be set by your performance) on growing new accounts, rather than maintaining existing accounts.
ROLE OVERVIEW
Position: National Account Manager Industry: Premium Beverages / FMCG Location: Hybrid - Commuting distance to London (2 days/week in office) Reporting to: Sales Director Timing: ASAP, with notice expected Team Structure: Part of specialist team covering full channel spectrum
COMPENSATION PACKAGE
* Basic Salary: £55,000 - £65,000 per annum (experience-dependent, inc. car allowance)
* Bonus: Above-average performance-based bonus scheme (20-35% OTE)
* Benefits: Comprehensive benefits package + others to be discussed
ROLE PURPOSE
To drive sales growth through expert management of both distribution (RTM) and channel activation, including channel operators. You will leverage existing distributor relationships to secure new listings while activating demand through targeted operator partnerships, implementing a sophisticated push-pull strategy for sustainable growth.
KEY RESPONSIBILITIES
* PUSH (Distribution): Secure and maintain listings with key RTM partners (wholesalers, distributors)
* PULL (Activation): Drive demand through operator partnerships and venue-level activations
* Channel Specialisation: Focus on one of: Leisure, HORECA, On-Trade, Travel, or Operators
* Strategic Planning: Develop and execute channel-specific push-pull strategies
RTM (Route to Market) Management
* Leverage existing + build / maintain new relationships with key distributors: e.g. LWC, C&C, Booker, Carlsberg Britvic, Bidfood, Creed, Brakes, Freemans
* Negotiate listing agreements, margin structures, and promotional support
* Ensure optimal stock levels and ordering cycles with distributors
* Manage distributor performance and relationship development
Operator Activation & Development
* Build strategic partnerships with key operators: Levy, Aramark, Compass, Sodexo, etc.
* Secure menu placements, pouring rights, and promotional activations
* Conduct staff training and product education at venue level
* Develop joint business plans with key operator partners
Commercial Management
* Achieve monthly/quarterly sales targets for assigned channel(s)
* Manage pricing, margin structures, and promotional effectiveness
* Provide market intelligence on channel trends and competitor activity
* Coordinate with marketing on channel-specific campaigns
CANDIDATE REQUIREMENTS
Essential Experience (Non-Negotiable)
* Minimum 4+ years total sales experience with at least 2+ years in soft drinks/beverage sales
* Strong existing distributor relationships with key RTM partners (Booker, Bestway, Brakes, etc.) with a minimum 2+ years working with distributors in your respective channel (Leisure, HORECA, On-Trade, Travel, or Operators)
* Demonstrable operator activation experience in one of: Leisure, HORECA, On-Trade, Travel, Catering Operators
Personal Attributes
* Highly motivated self-starter with entrepreneurial mindset
* Excellent relationship builder across both distributor and operator levels
* Autonomous worker comfortable with field-based role
Practical Requirements
* Already living within 1 hour commuting distance of Central London - required 2 days/week in office
* Expenses for travel into the office will not be reimbursed
* Extensive field travel across assigned territory/channel
* Right to work in UK - no sponsorship available
RECRUITMENT PROCESS
* Stage 1: CV screening and initial discussion with JW Markets
* Stage 2: Q&A / Intro with founder CEO
* Stage 3: Presentation of 90 day plan to senior management
* Timeline: 2 week process from application to offer
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