Senior National Account Manager, FMCG

Overview

£60,000 – £70,000 DOE • West London

We’re working with a highly successful, product-led consumer business that partners with major retail customers across the UK and internationally. As they continue to grow, they’re looking for an experienced Senior National Account Manager to take ownership of key accounts, drive sustainable growth, and act as a trusted commercial partner both internally and externally. This is a senior, hands-on role for someone who thrives in a fast-paced environment, enjoys building long-term relationships, and has a strong commercial instinct.

You’ll be responsible for managing their leading global account, identifying new opportunities, and working cross-functionally with product, design, logistics, and production teams to deliver best-in-class service and results.

Key responsibilities

• Build and maintain strong relationships with key decision-makers, delivering outstanding service throughout the order lifecycle.
• Develop a deep understanding of customer needs, competitor activity, and market dynamics.
• Act as the main point of contact for allocated accounts, ensuring a proactive and solutions-led approach.

Commercial Performance & Profitability

• Own account profitability, negotiating costs internally and externally to meet agreed margin targets.
• Ensure all commercial terms (pricing, discounts, delivery terms, rebates, payment terms) are accurately reflected in costings.
• Maintain a commercial mindset when assessing new opportunities, product ranges, and category expansion.

Account Growth & Product Direction

• Identify gaps in the market and present trend-led opportunities throughout the seasonal sales cycle.
• Proactively spot new product categories and growth opportunities, collaborating with senior stakeholders to bring them to life.
• Lead the development of detailed account plans, outlining growth strategies, risks, and opportunities.
• Own annual account budgets and forecasts, providing clear rationale for growth or decline.

Sales Analysis & Forecasting

• Present seasonal performance reviews covering sales, pricing, and product performance.
• Use data and insight to inform future ranges and seasonal planning.
• Adjust forecasts throughout the season, contributing to monthly and quarterly sales reviews.

Customer Presentations & Meetings

• Lead customer meetings independently, confidently presenting brand positioning, product ranges, and USPs.
• Deliver compelling product presentations to maximise sales and strengthen long-term partnerships.

Project & Critical Path Management

• Act as the central link between sales, product development, design, logistics, and production teams.
• Own critical path management for accounts, ensuring key milestones and deadlines are met.
• Manage customer purchase orders, ensuring alignment with agreed pricing, quantities, timelines, and specifications.
• Oversee product sign-off at all stages, from concept through to production, ensuring quality and commercial viability.

Leadership & Senior-Level Contribution

• Mentor and support more junior team members, leading by example and fostering a positive, collaborative culture.
• Take ownership of issues and troubleshoot effectively without escalation where possible.
• Proactively identify process improvements and support the implementation of change.
• Contribute beyond day-to-day responsibilities, supporting wider business initiatives and strategic projects.

Skills & experience required

• Proven experience in a senior account management role within consumer products, retail, or a product-led environment.
• Must have experience working with buyers at leading key accounts, ideally within the FMCG space.
• Experience with private label / bespoke sales.
• Strong commercial acumen with a track record of driving profitable growth.
• Confident managing complex accounts, long sales cycles, and cross-functional stakeholders.
• Highly organised with excellent attention to detail and critical path management skills.
• Strong communicator, comfortable leading meetings and influencing both internal and external partners.
• Proactive, solutions-focused, and comfortable making decisions in a fast-moving environment.
• Experience mentoring or supporting junior team members is highly desirable.

Diversity & Inclusion: ILMJ values diversity, equality, and inclusion and encourages applicants from all backgrounds and identities.