Position: National Account Manager
Reports to: Global Sales Director
Location: Remote-Hybrid- 1-2 days per week Brighton/London
About Rock Face
Rock Face is on a mission to help men look and feel great everyday by being their male care sidekick. Rock Face has a range of 4x aftershave quality scents that are packed into men’s everyday essentials of Body Sprays, Antiperspirants, Skincare and Shower Gels.
In the last 3 years the business has tripled in size, with the range growing rapidly in the UK, Ireland and Australia. The Management Team of James Wilkinson (CEO) James Langdon (Innovation Director) and Lauren Mullany (Sales Director) have big ambitions to scale the already high growth business with a strong innovation pipeline focused on sustainability. As the only challenger brand in the men’s mass category, Rock Face prides itself on bringing innovation to a stagnant category filled with legacy brands.
If successful, you will be joining a team who have over 40 years’ experience working for the best FMCG businesses. Both James’ trained at L’Oréal before establishing consultancy careers advising the likes of Diageo, Coke, Ikea, Sainsbury’s, and Unilever to name a few. Lauren trailblazed Wild’s growth in refillable personal care and was previously at Higgidy, a successful food brand. As a team we are committed to sharing everything we know to develop each other, providing a flexible work culture and most importantly, having fun!
Position Summary
As Rock Face step changes our strong growth trajectory, we are building out a high functioning commercial team both to manage and grow the existing account base, as well as develop new business opportunities, in the UK and internationally.
We are looking for an experienced NAM with an FMCG background in the UK retail market. Previous responsibility for top 4 grocers with P&L accountability and line management is a must.
Position Overview: Key Responsibilities:
- Management of Key UK Retail Accounts:
? Owning the relationship with a number of our key national accounts
? Full P&L responsibility for accounts managed
- Building & Executing Trade Plans:
? Clear understanding of the metrics used to build value, volume and margin driving JBPs that are mutually beneficial to Rock Face & to our retail partners
? Customer modelling & tracking of performance vs plan, course correction where required
- Relationship Management:
? Continue to develop the strong relationships that have been forged with our retail partners, based on trust, transparency & accountability
? Provide insightful updates to buying teams, and ensure regular valuable facetime is maintained
- New Business Development:
? Identify the growth opportunities within our current retail base access distribution growth & NPD- work with wider team to develop category rationale to support this
? Seek and scope out new retail partners and white space in the sector that is viable for Rock Face to enter, build business cases for these opportunities
- Data Analysis:
? Responsible for maintaining clear EPOS files and running regular analysis on these files, sharing insights with wider team
? Track promotional/media performance and evaluate ROI on these investments- utilising insights to inform commercial decisions making going forwards
? Utilise other data sources within the business, such as Dunnhumby category insights to best inform commercial strategy and identify opportunities/threats
? Track sales out vs budget on a weekly basis with clear understanding of drivers, taking corrective action when necessary to ensure plan is met
- Forecasting:
? Forecasting responsibility by line for your accounts, working closely with demand planner to align on the plan and any amends driving volume alterations
? Key focus on promotional and secondary space uplifts, as well as pipefill volumes- use retailer relationship to gain insights
? Track forecast on a weekly basis, with monthly reporting on delivery vs plan
- Shopper Marketing:
? Have a clearly budgeted trade media plan per key customer, and develop relationships with retail media contacts
? Land best in class in store activations to support NPD/secondary space to attract and retain customers
? Analyse ROI for shopper marketing spend and establish winning strategy
What We Need From You:
? Minimum of 5+ years of experience in UK retail account management within FMCG sector
? Deep understanding of the UK retail landscape
? Strong commercial acumen
? Excellent relationship development, and communication skills
? Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities.
? Negotiation experience/training
? Strong forecasting understanding
? Confident presentation & storytelling skill-set
? Excellent numeracy
? High level of Excel competency
Why Join Rock Face?
? Be part of an exciting journey as we scale our brand globally.
? Collaborative and innovative work environment.
? Competitive salary and benefits package.
If you are a high performing NAM looking for a new, exciting challenge, with an opportunity to grow and develop in a fast paced business,, we would love to hear from you. Join us at Rock Face and play a pivotal role in our growth story.
Package & Benefits:
? Salary: £50k - £65K (dependent on experience)
? Benefits Package inclusive of:
- 35 days holidays inc Bank Holidays,
- Flexible working- core working hours 10-4pm
- Mentoring/counselling provided