Senior National Accounts Manager - on trade

Senior National Account Manager - On Trade

Location: UK (national travel required)

Contract: Full-Time - 37.5 hours per week - non-traditional hours

Reporting to: Head of UK Sales

Role Overview

The 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 Responsibilities

National 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 channel

Commercial 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 results

Account 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 sector

Market & 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 landscape

Reporting & 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 Sales

Brand 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 amplification

Person Specification

Essential

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 sector

Desirable

Wine knowledge (WSET qualification desirable)

Experience working with premium drinks brands

Key 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 market

Other 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