National Account Manager - On Trade

We’re looking for a National Account Manager to lead, build, and drive our designated customer accounts with AG Barr, specifically focusing on the on-trade channel for soft drinks and our FUNKIN products. As our On Trade National Account Manager, you will oversee the performance and delivery of strategic initiatives for your designated accounts within the major customer portfolio in the on-trade. This role requires a combination of commercial understanding, strong communication skills, and the ability to effectively manage accounts to deliver growth in this specific channel.

As our National Account Manager for On Trade you will

Account Management: Take full ownership of the on-trade account, managing promotional activities for soft drinks and Funkin, forecasting, and working collaboratively with key internal and external teams to deliver business objectives. Ensure accurate and timely delivery of forecasts and business targets.

Commercial Understanding: Develop a strong understanding of P&L management and drive contribution through effective negotiation and planning, specifically within the on-trade environment. Build comprehensive joint business plans with on-trade customers, ensuring alignment with overall business objectives for soft drinks and Funkin.

Forecasting & Data Management: Own the process for weekly, period, and annual forecasting for on-trade accounts and products, using multiple data sources to generate accurate and actionable forecasts. Work closely with the supply chain team to ensure forecasts are executed seamlessly.

Negotiation & Influencing: Prepare and execute successful negotiations with on-trade customers, ensuring the protection of AG Barr's values and mitigating risks for soft drinks and Funkin. Build strong relationships with key contacts at all levels, both internally and externally, to ensure long-term strategic partnerships.

Building Customer Influence: Adapt communication style and approach to align with on-trade customer needs. Gain deep insights into on-trade customers’ internal systems and objectives, using this knowledge to create effective and customer-centric plans for soft drinks and Funkin.

Training & Development: Proactively manage personal and team development, ensuring competencies align with commercial goals for the on-trade. Provide leadership and guidance, developing skills through performance reviews, coaching, and mentoring to cultivate future leaders within the business.

Collaboration & Cross-Functional Work: Partner with commercial managers, business unit leaders, and other internal departments such as finance, HR, and supply chain to ensure strategic alignment and effective execution of plans for soft drinks and Funkin within the on-trade.

Performance Monitoring & Reporting: Track and report on key performance metrics for on-trade accounts and products, ensuring business objectives are met. Address any discrepancies in performance and adjust plans as necessary.

Requirements

you’ll bring…

Experience in account management within an FMCG environment, with a strong focus on managing national-level accounts in the on-trade channel for beverages, ideally including soft drinks and/or cocktail mixers like Funkin.

Strong understanding of P&L management, forecasting, and business development within the on-trade. Proven ability to build joint business plans and negotiate effectively to drive results for soft drinks and Funkin products.

Experience in managing senior-level relationships with major on-trade customers. Ability to influence decision-makers and effectively present at various organisational levels.

Strong IT skills, including proficiency with CRM, forecasting tools, and Google Office. Experience with Demantra and Cognos is a plus.

Excellent presentation and communication skills, with the ability to engage effectively with both internal teams and external stakeholders in the on-trade.

Benefits

We believe in creating a diverse and inclusive culture where your voice can be heard. Our skilled, loyal and committed people are critical to the future success of AG Barr, which is why we are continually investing in our employees to develop their talent.

We look after our employees by offering a competitive salary and benefits package, which includes;

Up to 34 days holiday (depending on shift pattern)

Flexible holiday trading

Living Wage Employer

Healthcare Cash Plan

Peppy Health

Flexible benefits, e.g. discounts & cashback, gym memberships, technology purchases, etc

Life assurance

Save as you earn scheme

Staff sales discount

Free AG Barr products throughout your working day

Pension

Annual salary review

Ongoing professional development

And much more!