Senior National Accounts Manager - on trade

Senior National Account Manager – On TradeLocation: UK (national travel required)Contract: Full-Time – 37.5 hours per week – non-traditional hoursReporting to: Director of UK SalesRole OverviewThe Senior National Account Manager – On Trade is responsible for managing and developing Ridgeview’s relationships with key national on-trade customers across the UK, including pub groups, bar groups, restaurant groups, hotels, and other multi-site operators.The role holds direct responsibility for delivering sales performance across assigned national accounts, including volume, revenue, and profitability, while strengthening long-term commercial partnerships and expanding Ridgeview’s presence within the on-trade channel.This is a commercially focused role combining strategic account leadership, negotiation, planning, and execution, with a strong emphasis on growing distribution and market share for premium English sparkling wine.Key ResponsibilitiesNational Account Management• Manage and develop relationships with national on-trade customers including pub groups, bar groups, restaurant groups, hotel groups, and multi-site operators• Identify and secure new listings, distribution growth, and menu placements across key accounts• Lead negotiations on pricing, contracts, and commercial agreements• Build strong, long-term partnerships with key stakeholders including buyers, category managers, and operators• Represent Ridgeview as a trusted commercial partner within the on-trade channelCommercial Performance & Ownership• Deliver volume, revenue, and profit targets across assigned national accounts• Manage account-level P&L performance, forecasting, and budget delivery• Identify and implement opportunities to drive distribution, rate of sale, and customer engagement• Monitor performance against targets and take proactive action to deliver resultsAccount Planning & Execution• Develop and deliver structured account plans aligned to Ridgeview’s on-trade channel strategy• Lead customer activations, promotional activity, and tailored commercial initiatives• Work cross-functionally with marketing, operations, and distribution partners to ensure effective delivery• Support national initiatives that strengthen Ridgeview’s presence in the on-trade sectorMarket & Customer Insight• Monitor market trends, competitor activity, and customer performance within the on-trade channel• Provide insight-led recommendations to improve performance and unlock new opportunities• Maintain strong awareness of the premium wine and hospitality landscapeReporting & Administration• Maintain accurate reporting on sales performance, forecasts, and activity• Use CRM systems to track account engagement, opportunities, and pipeline development• Provide regular performance updates to the Head of UK SalesBrand Representation• Deliver training, tastings, and engagement sessions for customers and trade partners• Represent Ridgeview professionally across industry events, trade tastings, and customer interactions• Engage customers and trade influencers through platforms including Facebook, Instagram, X, and LinkedIn• Provide engaging news and information to PR and digital media agencies for amplificationPerson SpecificationEssential• Proven experience managing national or key accounts within drinks, hospitality, or FMCG • Strong commercial and negotiation skills • Demonstrated track record delivering growth across on-trade accounts • Excellent relationship management and communication skills • Strong organisational, planning, and account management capability • Ability to work effectively within a lean, entrepreneurial team environment • Established network across the UK on-trade sectorDesirable• Wine knowledge (WSET qualification desirable)• Experience working with premium drinks brandsKey Attributes• Builds strong, lasting relationships based on trust, credibility, and consistency• Demonstrates clear commercial awareness, confidently managing pricing, negotiations, and profitability• Takes ownership of account performance with a strong focus on delivering results• Works collaboratively while maintaining accountability for individual performance• Brings a proactive, hands-on approach and follows through with pace and attention to detail• Communicates clearly and professionally, building confidence with internal and external stakeholders• Continuously develops knowledge of customers, category dynamics, and the wider on-trade marketOther Requirements• Full UK driving licence and access to a vehicle due to customer travel and event attendance• Ability to travel nationally and work non-traditional hours when required