Job Summary
To manage, develop and grow TSL’s retail customer portfolio within the Own Label Medical category, covering products including plasters, bandages, first aid kits and associated medical and healthcare products.
Role Description
The role will be responsible for managing key retail accounts, developing strong customer relationships and identifying opportunities to increase sales, profitability and market share.
Working closely with internal teams, the National Account Manager will ensure TSL delivers a competitive, high-quality and commercially attractive proposition to its retail partners, whilst maintaining and developing existing business and securing new opportunities.
Key Responsibilities
1. Customer Account Management
- Take full commercial responsibility for a portfolio of retail accounts within the Own Label Medical category.
- Build and maintain strong relationships with key retail buyers, category managers and relevant customer stakeholders.
- Develop a detailed understanding of customer strategies, category performance and future requirements.
- Lead regular customer meetings, business reviews and joint business planning activities.
- Ensure a high level of customer service and responsiveness, resolving commercial and operational issues effectively.
- Protect existing business and proactively identify opportunities to strengthen customer relationships.
2. Sales Growth & Business Development
- Deliver agreed sales, revenue and profitability targets across the customer portfolio.
- Identify and convert opportunities to grow existing accounts through new listings, product development, range extensions and increased distribution.
- Proactively identify new retail customers and opportunities to expand TSL’s own-label medical presence.
- Develop compelling commercial proposals and customer presentations.
- Monitor competitor activity, market developments and retailer trends to identify opportunities for growth.
- Support the development of longer-term customer strategies to deliver sustainable and profitable growth.
- Manage customer pricing, promotional investment and commercial negotiations to maximise profitability.
- Take ownership of customer P&L performance, including revenue, margins and trading terms.
- Monitor sales performance against budget and forecast, identifying risks and opportunities.
- Lead customer tenders, quotations and annual price negotiations.
- Ensure commercial agreements are understood, documented and delivered.
- Work with Finance to manage customer profitability, forecasting and outstanding commercial matters.
4. Category & Product Development
- Develop a strong understanding of the own-label medical category, including plasters, bandages, first aid kits and related products.
- Identify opportunities for innovation, range development and product improvement in line with retailer and consumer needs.
- Work with Technical, Product Development and Operations teams to deliver customer-specific requirements.
- Understand retailer category strategies, competitor ranges, pricing architecture and market positioning.
- Support the development of customer propositions that balance product quality, value and commercial competitiveness.
5. Internal Collaboration
- Work cross-functionally with Supply Chain, Customer Service, Technical, Finance and Operations to ensure customer requirements are delivered.
- Support accurate sales forecasting and demand planning through effective communication of customer expectations and promotional activity.
- Ensure customer projects, product launches and range changes are delivered on time and in full.
- Communicate customer feedback, market intelligence and business opportunities internally.
- Take ownership of customer issues, ensuring appropriate internal coordination and resolution.
Experience & Skills Required
- Proven experience in a National Account Manager or similar commercial role within FMCG, healthcare, medical products or consumer goods.
- Experience managing UK retail customers and building relationships with retail buyers.
- Strong commercial acumen, with experience in pricing, negotiations, margin management and customer profitability.
- Demonstrable track record of delivering sales growth and developing existing customer relationships.
- Experience managing customer tenders, range reviews and new product listings.
- Strong analytical skills and confidence working with sales data, forecasts and commercial reporting.
- Excellent communication, presentation and negotiation skills.
- Ability to work independently and take ownership of customer relationships and commercial performance.
- Experience working with UK grocery, pharmacy, health and beauty or discount retailers.
- Knowledge of own-label product development and retail category management.
- Experience within medical, healthcare, first aid or personal care categories.
- Understanding of retailer technical, quality and compliance requirements.
Personal Attributes
- Commercially driven, proactive and results-oriented.
- Strong relationship builder with the confidence to engage and negotiate at buyer level.
- Self-motivated with a high degree of accountability and ownership.
- Analytical and comfortable making commercially informed decisions.
- Organised, structured and able to manage multiple customer priorities.
- Collaborative, with the ability to influence and work effectively across different functions.
- Entrepreneurial mindset, with an appetite to identify and convert new opportunities.
National Account Manager in Wakefield employer: TSL Healthcare
TSL Healthcare offers a collaborative and quality-driven culture that empowers employees to shape meaningful solutions in the healthcare sector. With over 40 years of industry-leading research and development, the company provides opportunities for professional growth and operational excellence. Employees can expect to work in a dynamic environment focused on innovation and customer satisfaction.
