National Account Relationship Manager

4 days ago

Melbourne, Victoria, Australia Hypro Pet Foods Full time

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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