National Account Manager

Fixed-Term Contract (12 months) covering Maternity Leave

Company Description

Mackie’s of Scotland is one of the UK’s leading ice cream manufacturers and a producer of award-winning chocolate bars, operating from a 4th generation family farm in Aberdeenshire. The 1600-acre farm at Westertown supports 330 milking cows that supply fresh milk and cream, and a team of around 80 experienced staff who manage production from ingredients through to final packaging. Mackie’s products are sold across retail, convenience, and foodservice channels in the UK and exported to outlets worldwide. The company is strongly committed to sustainability, generating over 4.5 times the renewable energy it uses through wind turbines, solar panels, biomass heating, and advanced eco-refrigeration. With a mission to become the greenest company in Britain and active engagement in charitable initiatives, Mackie’s offers a values-driven environment for professionals who care about quality and responsibility.

Role Description

The National Account Manager - Out of Home provides full account management of assigned customer portfolios with national wholesalers such as Brakes, Bidfood, etc and group accounts such as The National Trust, BrewDog bars, NHS, across Mackie's ice cream, chocolate and ice cube product lines within the out of home channel. This is a fixed-term role for 12 months, covering maternity leave. The successful candidate will preferably be based in Scotland, however, applications from candidates across the UK will also be considered. They are responsible for building and delivering a strategy of profitable growth with each customer in line with agreed company objectives, whilst growing Mackie’s brand awareness within the UK through effective market navigation.

Responsibilities

• Build and maintain effective working relationships with all internal stakeholders, always ensuring clear and transparent communication between them.
• Build and maintain attentive and inclusive working relationships with all key customer stakeholders ensuring a routine of regular, transparent communication is always delivered.
• Develop an effective sales strategy in line with the overall commercial objectives. Be proactive in managing the strategy and act promptly as required to meet the changing demands of customers.
• Keep a firm grasp on the profit and loss for each account, ensuring delivery within the agreed parameters of operation. Flag concerns promptly whilst applying a solutions based approach to managing issues.
• Be accountable for all elements of customer pricing, (including cost price increases), terms and promotions within Mackie’s guidelines and codes of practice.
• Be accountable for the effective negotiation of all sales contracts including renegotiation of existing terms.
• Consistently seek to develop additional listings across existing customer bases and proactively work to be part of customer expansion plans for new distribution.
• Work as a critical partner with customers on planning and execution of all promotional and range activity. Utilise sales and promotions data, along with marketing insight to effectively evaluate promotional activity and inform future strategy.
• Work collaboratively with sales support, supply chain and production as required on managing stock levels and keep them fully informed on promotional activity.
• Work closely with customer complaints team in understanding end consumer issues as well as non-conforming stock. Play an active role as required in supporting the root cause analysis process.
• Demonstrate self as an effective team player by playing an active role within the sales and marketing meeting forums, contributing fully to all relevant commercial matters.
• Maintain up to date market and industry knowledge; e.g. competitors’ sales and product activity, reporting to line manager as appropriate
• Uphold the values and integrity of the Mackie’s brand in all transactions, both internal and external.
• Ensure safe working practice at all times through adherence to the company Food Safety and Health and Safety Policies.
• Ensure data protection compliance through the safe and confidential management of all documentation in line with GDPR guidelines.
• Other duties in support to the general management of the business as required.

What you bring

• Be a champion of Mackie’s supporting the aims and direction of the business
• Display a positive mindset and respectful behaviours at all times
• Excellent communication and interpersonal skills
• Good stakeholder management with well-developed influencing skills
• Ability to work effectively with autonomy
• Polished and persuasive presentation skills
• Commercially sensitive decision maker
• Proven ability in managing and analysing profit and loss accounts
• Works in an organised and structured manner
• Excellent attention to detail
• Results driven, challenges when processes are not followed
• Proactive and creative problem solver, solutions focused
• Manages change and the unexpected constructively
• Works with a sense of urgency, remains calm under pressure

Experience & Qualifications

• Minimum of 3 years’ experience as a National Account Manager within FMCG, ideally within the out of home channel
• Current and extensive network of contacts within the UK out of home channel
• Proven record of developing sales strategy and delivering sustained growth within multiple product categories.
• Experience of managing product/line launch projects in tandem with NPD and Marketing
• High level of proficiency with using Microsoft Office, particularly Excel
• Ability to travel throughout the UK with overnight stays, occasionally at short notice
• Full clean UK driving licence

• Birthday Voucher (£30)
• Discounted Mackie's products (ice-cream and chocolate)
• Mackie's Parlour card (50% off food and non alcoholic beverages)
• Private Medical Insurance
• Death in Service
• Electric Car Charging Points onsite
• 29 Days annual leave (incl. Bank Holidays)