National Account Manager: Grocery & Discount

Job Description

RKW Ltd is now looking to make a key hire into our Sales & Business Development function – with the appointment of a National Account Manager : Grocery & Discount.

We are looking to speak with people within the FMCG sector with experience of the Housewares / Household Appliances market – and a track record of selling into major Supermarkets and Budget Stores / Discount Retailers.

Role Overview :

The National Account Manager is responsible for delivering profitable, sustainable growth across key UK Grocery and Discount retailers. Acting as the commercial lead for assigned accounts, the role owns the end‑to‑end customer relationship, drives joint business planning, and expands RKW’s footprint across electrical, household, cleaning, and home categories.

The position combines strategic account leadership with hands‑on commercial execution, ensuring RKW is positioned as a trusted, value‑driven partner and supplier of choice across both branded and private‑label solutions.

Key Responsibilities :

Account Leadership & Growth

• Own and lead the full commercial P&L for assigned national Grocery and Discounter accounts.
• Develop, agree, and execute annual Joint Business Plans aligned to customer strategies and RKW growth objectives.
• Identify, develop, and convert opportunities across new categories, seasonal programmes, and exclusive ranges.
• Drive long‑term account growth through range expansion, distribution gains, and strategic partnerships.

Commercial & Financial Management

• Deliver accurate forecasting, pricing strategy, promotional planning, and margin performance.
• Lead negotiations on annual trading terms, cost price increases, and longer‑term commercial agreements.
• Monitor account profitability, proactively identifying risks and implementing corrective actions where required.
• Utilise EPOS data, market insight, and competitor analysis to inform commercial decision‑making.

Category & Product Development

• Work in close partnership with Category Directors to deliver customer‑specific ranges, while taking ownership of channel execution in line with RKW’s strategy.
• Translate shopper, retailer, and category insight into compelling product propositions.
• Manage the product from launch, ensuring on‑time delivery, commercial viability, and full compliance.

Relationship Management

• Build and maintain strong, long‑term relationships with buyers for both electrical and housewares categories, and supply chain stakeholders
• Represent RKW at customer meetings, range reviews, and senior commercial discussions.
• Act as the voice of the customer internally, ensuring alignment and clarity across the wider business.

Skills & Experience :

Essential

• Proven experience managing national Grocery or Discounter accounts within FMCG, consumer goods, with a minimum of 4+ years of experience in this sector
• Strong commercial acumen with demonstrable experience owning and delivering account P&Ls.
• Skilled negotiator with experience managing complex commercial terms and agreements.
• Confident interpreting EPOS data, market insight, and category performance metrics.
• Experience working cross‑functionally across NPD, Supply Chain, Marketing, and Quality.
• Highly organised, resilient, and effective in a fast‑paced, commercially demanding environment.

Desirable

• Experience within electrical and homewares categories.
• Understanding of Grocery and Discount retail operating models and tender processes.
• Experience of Far East sourcing and FOB ordering, direct despatch and an understanding of e-commerce.
• Responsibility for accounts such as Asda, B&M, Morrisons, Robert Dyas and others

Behaviours & Competencies :

• Strong customer‑centric mindset with a partnership‑led approach.
• Results‑driven with clear accountability for commercial performance.
• Influential communicator, capable of operating effectively at all levels.
• Data‑led decision maker with strong analytical capability.
• Proactive problem‑solver who thrives on ownership, pace, and complexity.

Key Performance Indicators :

• Revenue and margin delivery versus budget.
• Growth in category share within assigned accounts.
• Forecast accuracy and service level performance.
• Successful delivery of NPD launches and seasonal programmes.
• Quality and effectiveness of customer relationships and JBP execution.

Company Benefits –

• Company Car
• Bonus Scheme
• Health Insurance (Single Person Cover)
• Elevated Pension Contribution
• 25 days annual leave + Bank Holidays
• Free parking on all sites
• Staff discount on all our products
• Employee Assistance Program
• Refer a Friend Scheme
• Training and development
• Eye care allowance
• Long service incentives and rewards
• Annual bonus scheme

Come and join us to celebrate 35 years of business –

If you feel you have the right background and experience to carry out this busy role, we look forward to hearing from you, please apply now via this advert link or send a cv directly to Recruitment@rkwltd.com

*Notice to agencies. R K Wholesale Limited (the Company) will not accept unsolicited resumes from agencies, search firms, or independent agents for this available role. Resumes submitted without specific vacancy authorisation and valid signed agreement in place will become the sole property of the Company. Therefore, no fee will be payable should a candidate be hired as a result of an unsolicited agency, search firm or independent agent's referral.*