National Account Relationship Manager

2 weeks ago

Richmond, Australia Hypro Pet Foods Full time $90,000 - $120,000 per year

The National Account Manager (NAM) is responsible for managing and growing relationships with key pet specialty accounts including Petstock, Petbarn and Pet Circle. This role focuses on delivering sales targets, driving category performance, and executing strategic plans in alignment with overall business objectives. The NAM will act as the main point of contact for large-scale customers, negotiating contracts, promotions, and joint business plans to maximize mutual growth and profitability. New Business will also be a key part of the role.

Key Responsibilities:

Account Management:

  • Manage and develop strategic relationships with key national retail accounts (e.g. petfood stores or e-commerce platforms).
  • Act as the primary liaison between the customer and internal teams (marketing, supply chain, finance).

Sales & Revenue Growth:

  • Achieve and exceed annual sales and margin targets.
  • Develop tailored business plans for each account, aligned with the customer's and company's strategic objectives.

Planning & Forecasting:

  • Lead accurate demand forecasting and promotional planning for each account.
  • Collaborate with supply chain to ensure stock availability and fulfillment.

Negotiation & Commercial Terms:

  • Negotiate pricing, trading terms, promotional investments, and joint business plans.
  • Monitor trade spend and ensure ROI on promotional activities.

Performance Analysis & Reporting:

  • Analyse sales performance, market trends, and customer data.
  • Prepare regular performance reviews and presentations for internal and external stakeholders.

Cross-functional Collaboration:

  • Work closely with marketing to execute consumer campaigns and product launches.

Requirements:

  • 3–7+ years of experience in FMCG sales, account management, or commercial roles.
  • Proven success managing large key accounts and ALTERNATE channel accounts

Skills:

  • Strong negotiation and communication skills.
  • Commercial acumen and data-driven decision-making.
  • Ability to manage multiple stakeholders and work cross-functionally.
  • Proficiency in Microsoft Excel, PowerPoint, and CRM tools (e.g.Hubspot).

Key Competencies:

  • Strategic thinking & planning
  • Customer focus & relationship building
  • Results orientation & accountability
  • Analytical mindset
  • Influencing & negotiation
  • Agility & problem solving

KPIs / Success Metrics:

  • Achievement of sales and profit targets
  • Account growth and retention
  • Forecast accuracy
  • ROI on promotions
  • Customer satisfaction

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