Account Director – FMCG

We are seeking a highly driven and strategic FMCG Account Director to lead and grow key customer relationships across major retail and distribution channels.

The successful candidate will be responsible for developing commercial strategies, driving revenue growth, managing senior customer relationships, and delivering profitable business expansion within a fast-paced FMCG environment.

This role requires a commercially astute leader with strong experience managing national accounts, negotiating complex agreements, and collaborating cross-functionally to deliver exceptional customer outcomes.

Account Management & Growth

• Lead the management and development of key FMCG customer accounts.
• Build and maintain strong relationships with senior stakeholders including buying teams, category managers, and commercial directors.
• Develop strategic joint business plans to drive sustainable revenue and profit growth.
• Identify opportunities for product expansion, promotional activity, and market penetration.
• Deliver sales targets, margin objectives, and growth KPIs.

Commercial Strategy

• Develop and execute customer-specific commercial strategies aligned with company objectives.
• Analyse sales data, market trends, customer performance, and competitor activity to identify growth opportunities.
• Lead pricing negotiations, annual agreements, promotional planning, and contract discussions.
• Ensure commercial decisions maximise profitability and long-term customer value.

Cross-Functional Leadership

• Collaborate with marketing, supply chain, finance, operations, and category teams to deliver customer initiatives effectively.
• Support successful product launches, promotional campaigns, and seasonal planning activities.
• Ensure high standards of customer service and operational execution.

Forecasting & Reporting

• Deliver accurate sales forecasting and account performance reporting.
• Monitor account profitability, promotional effectiveness, and ROI.
• Present business updates and strategic recommendations to senior leadership.

Team Leadership

• Mentor and support National Account Managers or Account Executives where applicable.
• Foster a high-performance, collaborative sales culture.
• Share market intelligence and best practices across the commercial team.

• Bachelor’s degree in Business, Marketing, Commercial Management, or related discipline preferred.
• Minimum 7–10 years of account management or commercial sales experience within the FMCG sector.
• Proven experience managing major retail or distribution accounts.
• Strong track record of delivering sales growth and commercial success.
• Experience negotiating complex commercial agreements with senior stakeholders.
• Excellent analytical, communication, and presentation skills.

Preferred Experience

Experience working with:

• Grocery multiples
• Convenience retail
• Wholesale and distribution
• E-commerce and online retail channels
• Food & beverage, household, personal care, or consumer product categories

Key Competencies

• Strategic Account Management
• Commercial Negotiation
• Relationship Building
• Category & Market Analysis
• Leadership & Team Development
• Financial & Commercial Acumen
• Forecasting & Planning
• Customer-Centric Approach
• Results Orientation
• Cross-Functional Collaboration

• Competitive salary
• Performance-related bonus
• Company car or car allowance
• Pension and healthcare benefits
• Hybrid working options
• Professional development opportunities

Working Conditions

• Hybrid office and field-based role.
• Regular travel to customer meetings and company sites.
• Occasional attendance at industry trade events and conferences.