National Account Manager

About the Role:

Responsible for the day-to-day management, development and growth of a portfolio of strategic customer accounts spanning multiple categories across both branded and own-label products. Accountable for delivering sales, profit and margin targets while identifying and executing opportunities to drive sustainable business growth in line with company objectives.

What will I be doing?

• Deliver sales, profit and margin targets for a designated customer portfolio, managing and growing multi-million-pound customer accounts and Joint Business Plans (JBPs) to achieve both short and long-term commercial objectives.
• Develop, lead and execute robust Joint Business Plans that are fully aligned to Kinisla’s strategic priorities, ensuring buy-in from all key stakeholders and delivering agreed sales, profit, category and brand growth targets.
• Build and maintain strong, strategic relationships with key customer decision-makers and retail buying teams, acting as a trusted partner to identify growth opportunities and drive mutually beneficial business outcomes.
• Develop customer growth plans aligned to channel strategy, including revenue by category, distribution plans, promotional activations, visibility initiatives, pricing strategies, new product listings and successful implementation plans.
• Leverage customer, shopper, category and market data to generate actionable insights, using these to optimize promotional effectiveness, pricing strategies, range decisions and overall account performance.
• Identify and commercialize growth opportunities across both traditional retail and e-commerce channels, ensuring Kinisla products are positioned for success across physical stores, online platforms and emerging digital retail formats.
• Work closely with Demand Planning to ensure customer forecasts are accurate, risks and opportunities are identified early, and account demand is appropriately reflected within the wider business forecast.
• Monitor, analyse and communicate customer, channel, consumer and competitor developments, translating insights into clear recommendations and strategic actions that support continued growth.
• Coordinate and collaborate with cross-functional teams including Category, Marketing, Trade Marketing, Supply Chain, Finance and Demand Planning to ensure the appropriate level of support, resource and execution is delivered for each account.
• Negotiate and implement pricing, promotional and commercial agreements that align with Kinisla's overall commercial strategy while delivering sustainable value for both Kinisla and its customers.
• Partner with the Trade Marketing team to develop and execute best-in-class activation and promotional plans that deliver against budget requirements, drive customer engagement and support Kinisla strategic priorities.
• Regularly review account performance against agreed KPIs, proactively identifying risks, opportunities and areas for improvement, and implementing action plans to maximize sales, profitability and market share.

What do I need to be successful?

At Kinisla, we understand that people have very different career trajectories and experiences. In order to be successful in this role we would be looking for the right competencies and aptitudes as well as your proven track record of success in a similar role and environment.

These include:

• Bachelor's degree in Business, Marketing, Commercial Management or a related discipline.
• Minimum of 5 years' experience in National Account Management within the FMCG sector, including direct responsibility for major UK grocery retail customers.
• Proven track record of delivering sustainable sales, profit and market share growth within fast-paced food categories such as chilled, fresh, ambient or impulse.
• Demonstrated success managing complex, multi-million-pound customer accounts and Joint Business Plans (JBPs), delivering against commercial and strategic objectives.
• Strong experience developing and executing multi-category growth strategies across branded and retail brand (private label) portfolios.
• Proven understanding of retail brand development, from concept and product development through to commercial negotiation, launch execution and the management of long-term supply agreements.
• Extensive experience developing promotional, pricing and category plans that drive customer growth while maximising profitability.
• Strong commercial acumen with the ability to interpret financial data, identify opportunities and make informed business decisions.
• Proven ability to build and maintain strong relationships with key retail buyers and stakeholders at multiple levels within customer organisations.
• Experience managing customer accounts across complex retail environments, with the ability to influence decision-making and secure customer commitment to strategic initiatives.
• Strong understanding of omnichannel retailing, including physical stores, online grocery and e-commerce platforms, with experience identifying and commercialising growth opportunities across both channels.
• Experience working with leading online grocery platforms such as Ocado, Tesco.com, Amazon, Deliveroo, Whoosh or similar would be highly advantageous.
• Exceptional selling, presentation, negotiation and communication skills, with the ability to influence both internal and external stakeholders.
• Highly analytical with the ability to translate customer, market and category data into actionable insights and commercially compelling recommendations.
• Excellent forecasting, planning and account management skills, with a strong attention to detail and results-focused approach.
• Advanced proficiency in Microsoft Excel and PowerPoint, with the ability to produce clear analysis, business cases and customer presentations.
• Proven ability to build effective cross-functional partnerships and work collaboratively across Sales, Marketing, Category, Supply Chain, Demand Planning and Finance functions.

What will I get in return?

At Kinisla, we believe in giving talented, curious people the opportunity to make a difference. We work as a team, searching for the best ways to inspire and lead the evolution of dairy food and nutrition. We are a community of innovators, working across disciplines to solve global food challenges with a fresh approach. We want you to achieve whatever you put your mind to.

We also offer:

• 25 days annual leave (excluding bank holidays).
• Health Care.
• Bonus Plan.
• Matched pension scheme up to 10% Employer Contribution.
• Benefits platform offering discounts and cashback on major retailers.
• Employee Assistance Policy.

About Kinisla

Kinisla is a vertically integrated farm-to-fork business with a very substantial consumer foods presence and a leading nutritional and dairy ingredients division, delivering high-quality dairy solutions with a focus on sustainability and innovation. From partnering with local family farms to producing world-class dairy products, we ensure every step of our value chain reflects our commitment to excellence.

With over 50 years’ experience in milk processing, dairy and nutritional technology advancement, and product innovation, we are a key stakeholder in the global food industry and creators of a strong portfolio of market leading dairy brands including Cheestrings, Charleville and Coleraine Cheese, Dairygold, Golden Cow and our new SMUG range. Our from food, for food culture and deep-rooted connection to our 2,800 milk suppliers differentiates our business and offers captivating opportunities for our customers and consumers.

Our dairy comes from some of the world’s richest grazing land and is produced by a network of Irish family farms that have one of the lowest carbon footprints in the world. Through a combination of expertise, innovation, and sustainability, Kinisla is proud to shape the future of dairy while meeting the diverse needs of our farmers, customers, and communities.

Headquartered in Tralee, Co. Kerry, we operate multiple manufacturing facilities in the southwest of Ireland, including Listowel, Charleville, Newmarket, and Farranfore. Additionally, we manage 28 Farm & Home stores throughout the region, ensuring comprehensive coverage and service. In Northern Ireland and the United Kingdom, our presence extends to key locations in Portadown, Coleraine, and Ossett.

Globally, Kinisla employs over 1,700 dedicated professionals across Ireland, Northern Ireland, the UK, USA, Netherlands, Spain, Germany, and China. In 2024, we achieved a turnover of approximately €1.3 billion, reflecting our commitment to excellence and growth.

Get in touch today!

At Kinisla, we benefit from the knowledge of our colleagues who bring a diverse range of cultures, backgrounds, lifestyles and experiences. One team fostering an inclusive culture that, above all, inspires food and nourishes life. One culture where everyone brings their unique perspectives and experiences to help make us better, together. We are committed to nurturing an environment of positivity and inclusiveness, where everyone can be at their best, both personally and professionally.

Our recruitment, selection and assessment process are based on the skills and competencies of the specific roles and based entirely on merit. We are committed to and value Diversity and Inclusion in all recruitment processes within Kinisla and do not discriminate based on gender, race, class, economic status, ethnic background, sexual orientation, age, political beliefs, veteran status, marital status or any other protected characteristic.

Please note: We do not accept CVs or candidate profiles from recruitment agencies where Kinisla terms of business have not been signed. Additionally, we will not consider or agree to payment of any recruiter fee under these circumstances. This also applies to CVs or candidate profiles sent directly to any Kinisla Hiring Managers.