Senior National Account Manager - Beauty Distribution
Location: Flexible / Hybrid
Role Overview
We are seeking an experienced and commercially driven Senior National Account Manager to lead and develop strategic relationships across key retail and wholesale channels within the beauty sector. The role is responsible for driving profitable sales growth across Grocery, Pharmacy Groups, Department Stores, and Wholesale customers, representing a portfolio of premium and mass beauty brands.
The successful candidate will possess strong commercial acumen, exceptional relationship management skills, and a proven track record of delivering growth in highly competitive FMCG and beauty environments.
Key Responsibilities
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Develop and execute annual business plans for all assigned national accounts aligned with company and brand objectives.
- Negotiate annual trading agreements, promotional plans, pricing strategies, and commercial terms.
- Build long-term strategic partnerships with key customers to maximise distribution, visibility, and profitability.
- Identify opportunities to expand category presence and drive incremental growth.
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Manage and grow business across: Grocery multiples, Pharmacy chains and buying
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Deliver sales, profit, and market share targets across all brands and channels.
- Manage forecasting, budget planning, promotional spend, and return on investment.
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Collaborate with Brand, Marketing, and Category teams to develop customer-specific growth initiatives.
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Lead range reviews, new product launches, and seasonal campaigns.
- Work closely with Supply Chain to ensure forecast accuracy and product availability.
Key Accountabilities
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Achievement of annual sales and margin targets.
- Growth in market share and distribution.
- Successful negotiation of customer trading agreements.
- Delivery of promotional ROI targets.
- Accurate forecasting and budget management.
- Strengthening strategic customer relationships.
Experience & Qualifications
Essential
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Minimum 7-10 years' experience in National Account Management within Beauty, Cosmetics, FMCG, or Personal Care.
- Proven experience managing major retail customers across:
- Grocery multiples
- Pharmacy groups
- Department stores
- Wholesale channels
- Strong track record of achieving sales and profitability targets.
- Extensive experience negotiating annual agreements and commercial terms.
- Advanced analytical and financial management skills.
Excellent presentation and influencing skills.
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Desirable
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Degree in Business, Marketing, Commerce, or related discipline.
- Experience managing premium and mass-market beauty brands.
- Understanding of category management principles and shopper insights.
Exposure to e-commerce and omnichannel retailing.
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Key Competencies
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Strategic thinking and commercial acumen
- Negotiation and influencing skills
- Relationship management
- Results-oriented mindset
- Financial and analytical capability
- Leadership and team collaboration
- Adaptability and resilience
Strong planning and organisational skills
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The Ideal Candidate
You are a commercially astute beauty sales professional with extensive experience managing complex national accounts and multi-channel customers. You thrive on building strong partnerships, negotiating impactful agreements, and driving growth across a diverse portfolio of leading beauty brands. You combine strategic vision with strong execution and are passionate about delivering exceptional commercial results.
