National Account Manager - Farmer

The National Account Manager (farmer) is a demanding but very exciting role. Reporting to the Deputy General Manager, the National Account Manager will be a key member of the Care Homes team in being responsible for delivering accelerated growth within their account portfolio. We are looking for an ambitious individual with a growth mindset, entrepreneurial flair and the ability to engage from kitchen to the boardroom. This is a commercial role, managing the partnership between apetito and a portfolio of existing national account customers. You will be responsible for both retaining and growing your accounts to maximise the sales opportunities.

apetito is the UK’s leading supplier of food to the health and social care sectors. Partnering with over 400 hospitals and 600 care homes, we produce delicious, consistent and sustainable meals for people in care settings. We’re also the parent company of Wiltshire Farm Foods, the UK’s premier home-delivery service for ready-made meals. Through our wide range of well-presented, nutritious meals to suit every taste and dietary need, we aim to make a real difference to lives of elderly and vulnerable people in care. We’re proud to be a Living Wage employer and member of the Ethical Trading Initiative. We support British food and farming and operate a successful programme of waste reduction and resource efficiency across our whole business.

The National Accounts Manager (NAM) will be responsible for managing a portfolio of existing customers, retaining the customers and establishing new business where the opportunities are. The National Account Manager will be responsible for:

• Manage customer partnerships and directing a support team of client development managers
• Writing and executing joint business plans with each account, managing customer and apetito business objectives
• Identifying and maximising new revenue opportunities within each group
• Manage contracting (with support of deputy general manager) to ensure KPI's are achieved and business retained
• Update and maintain company CRM system (Hubspot)
• Building their profile in the industry through effective networking channels

This will involve working closely alongside other departments within apetito (to include): Marketing: Collaborating with marketing to ensure customer partnerships have the resources they need.

Qualifications/Experience

Essential:

• Experience of selling large scale deals in a B2B setting
• Developing and managing an account relationship
• 2/3 years sales experience at National Accounts level
• Proven experience of achieving and exceeding sales targets
• Consultative, solutions-led sales experience, not hard product sell
• Strong commercial experience – be able to justify a business-case

Desirable:

• Experience of food/nutritional standards
• Experience of the Care Sector
• Good Networking experience
• Degree qualified; within a business discipline
• Food Hygiene training

Personal qualities: As this role is targeted with both retention and winning new business, it requires an individual with experience in both these areas.

• Great organisational skills, as you will be managing multiple stakeholders
• Excellent influencing, communication and relationship building skills
• Passionate - Must display a true passion for this role
• Drive to exceed sales targets by delivering outstanding customer experience
• Gravitas - Credibility with Group Owners/Management Boards
• Follows things through – does not give up easily, nor avoid difficult decisions
• Constantly challenges existing practices; strives for excellence

As this role involves working with elderly and vulnerable customers, it is exempt from The Rehabilitation of Offenders Act 1974 and requires a Standard DBS Disclosure.

Company Benefits

• Competitive salary – accredited Living Wage employer
• Company car
• 25 days holiday per year, plus bank holidays
• Option to purchase up to 5 additional days holiday per year
• Generous annual bonus scheme
• Pension scheme - employer matched contributions up to 5%
• Life assurance scheme worth 2x annual salary
• Free turkey or voucher at Christmas
• apetito perks scheme including salary sacrifice options and retail discounts

As a family-owned business, we take great pride in being a company that makes a real difference and is dedicated to creating outstanding meals to be proud of. We develop a range of products designed to enhance health and well-being for all our customers. We are driven by a passion for service and dedicated to feeding some of the UK’s most vulnerable people. We proudly support British food and farming, focusing on using the best ethical and sustainable produce in alignment with our goal to reach Net Zero by 2040. Our ethical standards are recognised by the ETI and we are an accredited Living Wage employer. We embrace inclusion, empowering individuals from diverse backgrounds. Our commitment to making a real difference extends to customers, communities, and staff and we're on a mission to build an inclusive workplace where everyone reaches their full potential.