National Key Account Director – FMCG & Food Products

About the role

On behalf of our client, a well‑established commercial company operating in the FMCG / Food & Consumer Products sector, we are looking for a National Key Account Director to lead the Key Account Management function and drive the commercial development of the company’s major national retail and supermarket customers. Reporting directly to the CEO, the role leads a team of five Key Account Managers and combines senior customer management, commercial negotiation, team leadership and close collaboration with Principals, Brand Owners, Field Sales and Trade Marketing.

Key responsibilities

• Lead, develop and set priorities for the KAM team responsible for major national retail accounts.
• Personally manage the company’s most important retailer relationships and senior commercial stakeholders.
• Lead major retailer negotiations and annual commercial agreements, including pricing, trading terms, rebates, promotional investment, listings and assortment.
• Develop and lead Joint Business Plans with major retail customers.
• Translate Principal and Brand Owner objectives into effective retailer strategies, propositions and negotiation positions.
• Bring retailer requirements, market intelligence and negotiation feedback into discussions with Principal Directors, Principal Managers and the CEO.
• Monitor customer economics, commercial investment, growth and profitability, working closely with Finance.
• Work closely with Field Sales, Marketing, Trade Marketing, Finance and Supply Chain to ensure effective execution of customer plans.
• Coach and support KAMs in complex negotiations, customer development and significant commercial opportunities.

Required profile

• 12+ years of senior commercial experience in FMCG, Food, Consumer Products or Distribution.
• Strong national/key account management experience with major retailers and supermarket groups.
• Proven experience in major commercial negotiations and annual trading agreements.
• Strong understanding of retailer economics, trading terms and promotional investment.
• Experience in Joint Business Planning and customer development.
• Experience leading and developing KAM professionals.
• University degree in Business, Economics, Marketing, Finance or a related discipline (post‑graduate qualification advantageous).