Senior National Accounts Manager - Workplace, Education & Health

Date: 17 Nov 2023

Location: GB

Company: Britvic



At Britvic we’re on a journey to become the most dynamic soft drinks company. As one of the UK’s leading players in the FMCG market we pride ourselves on setting high standards, being courageous and pushing ourselves to think outside the bottle.  

We offer consumers a range of family favourite and global premium brands such as Robinsons, Tango, J2O, R. White’s & London Essence. We exist to help people enjoy life’s everyday moments.


About the Role:
As part of our Hospitality Channel vision to be be the best partner in Soft Drinks to the Hospitality Channel, creating exciting consumer experiences and leveraging breakthrough Beyond the Bottle innovation, it is vital we have an in-depth understanding of the category we operate in, how it can grow, how our brands can leverage these opportunities and that we can engage with our customers to bring this to life.
The Senior Business Manager’s (recruiting two) will sit within the Hospitality – Workplace, Education, Healthcare channel team. They will be responsible for developing strong customer relationships, leading their AOP thinking and deliver against in-outlet Point of Purchase (POP) blueprints and expectations for distribution, range, space & Category Activation in the WEH channel whilst delivering the budgeted commercial targets.  This will drive category growth for our customers, gain disproportionate advantage for our brands, grow shareholder value and enhance Britvic’s reputation as soft drinks category thought leaders.


Key Responsibilities:

  1. Developing future growth opportunities within the channel
  2. Develop close working relationship with cross functional partners including finance, brand teams, customer management & shopper strategy 
  3. Support creation and implementation of channel AOP linking back to brand outcomes required through their customers
  4. Develop customer base through understanding of key customer strategies to support us in improving our brand visibility and performance
  5. Translation & delivery of AOP through a clear set of GPS outcomes that are tracked through the year
  6. Build outlet-level opportunities by channel
  7. Deliver relevant toolkits to bring AOP to life & cascade to teams
  8. Ownership of monthly performance cycle tracking against AOP big rocks supporting the commercial team on their in year delivery
  9. Build close working relationships with key customers’ buying and insights teams, expanding Britvic Contact strategy 
  10. Support Customer Management team through delivery of inspirational brand execution selling in key customer meetings and engagement days
  11. Work collaboratively with key external customers to deliver our business plans and objectives
  12. Ownership of customer range review and category reviews to deliver growth outcomes for Britvic
  13. Support sell in of innovation and brand building initiatives
  14. Support execution of 1 / 9 / 90 channel marketing strategy
  15. Focus on distribution growth 
  16. Continually review and improve the efficiency & effectiveness within the team
  17. Champion a coaching, learning and development culture 
  18. Ensure Activity processes are embedded through quality and timely Business case submission 
  19. Build a commercial contact strategy and ensure that you evolve the breadth, depth and seniority of your customer contacts across the annual plan cycle


Knowledge, Skills & Experience Required:

  1. Extensive FMCG experience in a beverage or food environment ideally with a foodservice background
  2. Practical experience of category management & first-hand experience of managing customer relationships
  3. Shopper / Customer Marketing &/or commercial experience also valued
  4. Experience within Foodservice highly desirable


  1. Strategic thinker able to develop clear vision for the category within the channel / customer
  2. Strong commercial skills across a range of channels/companies
  3. Strong communicator (written & presented) with good story telling & facilitation skills
  4. Demonstrable capability of applying category management thinking
  5. Good understanding of the latest consumer / shopper / market insight techniques 


We believe we are stronger together and that’s why we’re committed to providing equal opportunities to all applicants and employees. We know that by building a truly inclusive environment where everyone feels celebrated, safe and respected - diversity and wellbeing will naturally thrive