Senior National Accounts Manager - on trade in Ditchling

The Senior National Account Manager – On Trade is responsible for managing and developing Ridgeview’s relationships with key national on-trade customers across the UK, including pub groups, bar groups, restaurant groups, hotels, and other multi-site operators. The role holds direct responsibility for delivering sales performance across assigned national accounts, including volume, revenue, and profitability, while strengthening long-term commercial partnerships and expanding Ridgeview’s presence within the on‑trade channel. This is a commercially focused role combining strategic account leadership, negotiation, planning, and execution, with a strong emphasis on growing distribution and market share for premium English sparkling wine.

Key Responsibilities

• National Account Management
  • Manage and develop relationships with national on‑trade customers including pub groups, bar groups, restaurant groups, hotel groups, and multi‑site operators.
  • Identify and secure new listings, distribution growth, and menu placements across key accounts.
  • Lead negotiations on pricing, contracts, and commercial agreements.
  • Build strong, long‑term partnerships with key stakeholders including buyers, category managers, and operators.
  • Represent Ridgeview as a trusted commercial partner within the on‑trade channel.
• Commercial Performance & Ownership
  • Deliver volume, revenue, and profit targets across assigned national accounts.
  • Manage account‑level P&L performance, forecasting, and budget delivery.
  • Identify and implement opportunities to drive distribution, rate of sale, and customer engagement.
  • Monitor performance against targets and take proactive action to deliver results.
• Account Planning & Execution
  • Develop and deliver structured account plans aligned to Ridgeview’s on‑trade channel strategy.
  • Lead customer activations, promotional activity, and tailored commercial initiatives.
  • Work cross‑functionally with marketing, operations, and distribution partners to ensure effective delivery.
  • Support national initiatives that strengthen Ridgeview’s presence in the on‑trade sector.
  • Monitor market trends, competitor activity, and customer performance within the on‑trade channel.
  • Provide insight‑led recommendations to improve performance and unlock new opportunities.
  • Maintain strong awareness of the premium wine and hospitality landscape.
• Reporting & Administration
  • Maintain accurate reporting on sales performance, forecasts, and activity.
  • Use CRM systems to track account engagement, opportunities, and pipeline development.
  • Provide regular performance updates to the Head of UK Sales.
• Brand Representation
  • Deliver training, tastings, and engagement sessions for customers and trade partners.
  • Represent Ridgeview professionally across industry events, trade tastings, and customer interactions.
  • Engage customers and trade influencers through platforms including Facebook, Instagram, X, and LinkedIn.
  • Provide engaging news and information to PR and digital media agencies for amplification.

Person Specification

• Proven experience managing national or key accounts within drinks, hospitality, or FMCG.
• Strong commercial and negotiation skills.
• Demonstrated track record delivering growth across on‑trade accounts.
• Excellent relationship management and communication skills.
• Strong organisational, planning, and account management capability.
• Ability to work effectively within a lean, entrepreneurial team environment.
• Established network across the UK on‑trade sector.
• Experience working with premium drinks brands.

Key Attributes

• Builds strong, lasting relationships based on trust, credibility, and consistency.
• Demonstrates clear commercial awareness, confidently managing pricing, negotiations, and profitability.
• Takes ownership of account performance with a strong focus on delivering results.
• Works collaboratively while maintaining accountability for individual performance.
• Brings a proactive, hands‑on approach and follows through with pace and attention to detail.
• Communicates clearly and professionally, building confidence with internal and external stakeholders.
• Continuously develops knowledge of customers, category dynamics, and the wider on‑trade market.

Other Requirements

• Full UK driving licence and access to a vehicle due to customer travel and event attendance.
• Ability to travel nationally and work non‑traditional hours when required.