(National) Key Account Manager – Grocery/Retail & Energy Systems
Role Purpose
The National Key Account Manager is responsible for securing national specification, framework inclusion, and repeat programme work with the UK’s leading grocery retailers by promoting integrated low-carbon heating, cooling, refrigeration, and energy systems.
The role focuses on upstream specification and estate-level engagement, working with retailer central teams, consultants, and delivery partners to embed solutions across new stores, refurbishments, and decarbonisation programmes.
Target Accounts
Morrisons | Waitrose | Tesco | Sainsbury | Lidl | Aldi | Co-Op | Distribution Centres.
Key Responsibilities
National Retailer Account Management
• Develop and manage strategic relationships with national grocery retailers at head-office and central engineering level
• Engage with estates, energy, sustainability, engineering, and capital delivery teams
• Secure framework approvals, preferred supplier status, and standard specification inclusion
Specification & Programme Influence
• Drive early-stage specification of integrated energy systems on new builds, refurbishments, and net zero programmes
• Influence technical standards, employer’s requirements, and estate-wide design guides
• Position solutions as scalable, repeatable, and compliant across large retail estates
Product & Solution Focus
Integrated low-carbon energy centres | Commercial heat pump systems
Refrigeration heat recovery | Heating, cooling, and hot water plant
Packaged and modular plant solutions | Controls, monitoring, energy optimisation systems
Whole-system design, manufacture, and delivery
Consultant & Delivery Partner Engagement
• Work closely with building services consultants and retail framework contractors
• Protect specifications through the project lifecycle from design to delivery
• Support technical approvals and design development
Commercial & Framework Management
• Support national commercial negotiations and framework agreements
• Contribute to programme pricing, business cases, and investment justification
• Balance competitiveness with long-term margin and delivery capability
Internal Collaboration
• Work with engineering, manufacturing, delivery, and commercial teams
• Act as the voice of the retailer internally to influence solution development
Market Insight & Reporting
• Track retailer decarbonisation strategies and competitor technologies
• Provide insight to senior leadership on market trends and opportunities
• Maintain accurate CRM records, account plans, and long-term forecasts
Person Specification
Experience
• Proven experience selling technical or energy solutions into UK grocery retail
• Track record of national account management or framework sales
• Experience influencing specifications or estate-wide programmes
• Background in HVAC, refrigeration, energy systems, or building services
Skills & Competencies
• Strategic account planning and relationship management
• High technical credibility with non-sales stakeholders
• Strong commercial and negotiation skills
• Ability to engage technical, sustainability, and commercial audiences
• Highly organised with strong programme and pipeline discipline
