Position
Job Mission
Drive significant growth and brand presence within our diverse On-Trade RTM portfolio. As RTM National Account Manager, you will be a key strategic driver in maximising value, volume, distribution, and brand building initiatives. This dynamic role requires collaborating closely with internal teams (National On-Trade, RTM, Commercial Development, Trade Marketing, and Brand) to develop and implement effective channel strategies and joint business plans (JBPs). You will manage key direct and indirect customer relationships, identify, and secure new business opportunities, and ensure seamless interaction between our RTM customers and On-Trade Sales team.
Job Responsibilities
Strategic Partnership Development:
- Cultivate strong, long-term relationships with key contacts within designated accounts, orchestrating communication, and collaboration at all levels.
- Develop and execute customer-specific JBPs aligned with overall brand and sales objectives, securing buy-in from internal and external stakeholders.
- Proactively identify and win new business opportunities within the On-Trade channel.
- Implement strategies to optimise collaboration between RTM customers and our On-Trade Sales team.
- Negotiate, manage, and evaluate annual listing agreements, ensuring alignment with brand plans and budget parameters.
- Drive the non-called on business in London and the regions by spending 2/3 days a week in the trade.
- Deliver the non-called on strategy in all regions ensuring the full engagement of the customer’s teams.
Financial and Business Planning:
- Achieve agreed-upon volume and profit targets for assigned customers and brands.
- Implement and manage trade terms and price increases in line with company strategy.
- Maintain effective Funds-to-Trade (FTT) management and credit control.
- Manage accurate volume and FTT forecasting and reconciliation.
- Develop and maintain comprehensive customer account plans, leveraging sales reporting systems for performance monitoring, analysis, and strategic decision-making.
- Analyse and share sell out data using available resources provided through customer systems.
- Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing).
- Enable effective credit management and cash collection in conjunction with the finance team.
Brand Activation and Promotion:
- Plan, implement, and evaluate impactful promotional activities within the account base.
- Proactively identify and capitalise on brand development opportunities within existing customer relationships.
- Work with Trade Marketing to creatively activate within RTM’s promotional capabilities.
Collaboration and Communication:
- Work closely with internal teams (National On-Trade, RTM, Commercial Development, Trade Marketing, and Brand) to ensure alignment and effective execution of strategies.
- Act as a brand ambassador, representing the company and its values within the On-Trade channel.
- Ensure full compliance with competition law guidelines in all commercial customer interactions.
- To actively lead and participate at all internal team meetings (such as the London on trade and the region) to understand broader channel agenda and to present back to the team on the designated customer(s).
Compliance:
- To always ensure absolute compliance with Competition Law.
Profile
Education:
- WSET Higher Certificate (Desired)
- Full driving license
Language:
Professional Experience & know how:
- Experience of the Wines and Spirits Trade
- Experience in Management of Key accounts (Route to Market and On-Trade Clients)
- Experience of Full P&L accountability
- Experience of influencing senior customer stakeholders
- Experience of leading very complex and large-scale customer negotiations
- Expert knowledge of Category Management and insight-based approach to selling
- Strong Negotiation Skills
- Excellent Communication and Presentation Skills
Personal & Interpersonal Skills:
- Customer Focused
- Excellent Communication and Relationship Building Skills Essential
- Commercially Analytical
- Creative Thinker
- Entrepreneurial
- Strategic Agility
- Results Oriented & Business Development Focus
