National Account Manager - Wholesale, Discounters and Convenience in Nottingham

We’re on the lookout for a dynamic FMCG National Account Manager, specializing in the Wholesale, Discounters and Convenience categories to join our growing commercial team. Someone who knows customers within these categories inside out and who exudes passion when talking about products to customers. This is a mega exciting role, and it’s the perfect time to join Sauce Shop. Our sauces are on the shelves of all major supermarkets, we are strong within Food Service category and are passionate about building our brand presence across a number of other categories at a phenomenal pace!

Opportunity

As National Account Manager Wholesale, Discounters & Convenience, you will own and grow a portfolio of wholesale head office accounts and actively build the wholesale convenience channel from the ground up, while developing opportunities with the major discounters. This is a dual-focus role. You are responsible for both maximising existing accounts and winning new business with an open remit to build wholesale convenience. Success in this role comes from head-office commercial discipline and proactive business development — building strong buying team relationships across channels, navigating buying cycles with discounters, and ensuring that when Sauce Shop wins a listing, it activates through depots and into stores.

Key Responsibilities

• Commercial Leadership and Delivery: You will contribute to Sauce Shop’s wholesale and discounter route-to-market strategy. You will work closely with the Commercial Director on forecasting, trade investment decisions and channel prioritisation. Deliver sales, margin and trade investment targets across both existing and newly acquired accounts. Lead negotiations on pricing, terms and promotional activity tailored to each channel — wholesale buying groups, symbol group head offices, and discounter buying teams. Forecast demand accurately across both farmed and newly won accounts, maintaining discipline on the numbers even in less data-rich wholesale environments. Manage trade spend with clear ROI, building a track record of investment that delivers measurable distribution and volume outcomes.
• Pipeline & New Business Development: Prioritise high-impact opportunities aligned to the company’s growth strategy and route-to-market plan. Work closely with the Food Service NAM to understand demand signals from chefs and operators that can support the case for wholesale listings. Consistently bring new opportunities into the business, with a focus on wholesale distribution — not just managing what exists.
• Wholesale Account Management: You are the primary contact for your wholesale and cash & carry customers at head office level. You will deliver annual sales and margin targets across all managed accounts. You will build structured growth plans that increase both distribution range and depot sell-through.
• Discounter & Convenience New Business: You will prioritise opportunities that build long-term route-to-market capability, not just short-term volume. You will manage the buying cycle & tender process proactively, knowing when windows open and ensuring Sauce Shop is positioned ahead of them.
• Execution & Cross-Functional Delivery: You will work cross-functionally with Sales and Operations to ensure smooth onboarding and depot activation for new accounts. You will collaborate where pull-through demand from chefs and operators supports the case for wholesale distribution. You will provide accurate weekly sales performance data against budget, forecast and agreed actions.

Values and Behaviours

At Sauce Shop, how we work matters as much as what we do. As a senior commercial team member you are expected to lead from the front — driving performance, creating momentum, and setting the standard for how we win in market. We are a challenger brand. That means you bring energy and ideas into the room, not just account updates. You are expected to proactively seek out opportunity, be honest about what is and isn’t working, and operate with the commercial discipline of a larger business while moving with the pace of a small one.

Knowledge, Skills and Experience

Essential:

• 5+ years’ experience in wholesale, cash & carry at head office / buying team level.
• Proven track record of winning and growing wholesale account relationships, including new channel or new account wins.
• Strong commercial acumen with hands-on experience managing P&L and trade investment across wholesale.
• Confident and credible negotiator at head office level with buying teams and commercial directors.
• Self-starter with a demonstrated ability to build pipeline and create opportunities with limited infrastructure or support.
• Comfortable working in less data-rich environments and driving performance through relationships and market insight.

Desirable:

• Discounter (Aldi / Lidl) Account experience.
• Experience working for a challenger or high-growth FMCG brand.
• Understanding of depot activation and sell-through dynamics in wholesale and cash & carry.
• Experience building a new wholesale or convenience channel from scratch.
• Familiarity with symbol group head office structures.
• Passion for food, independent brands, and the out-of-home market.