National Account Manager
Glanbia
full-time
Posted on:
Location Type: Hybrid
Location: Italy
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About the role
- Unlock new doors/SKUs in priority banners; sequence listings to protect premium
- Track weighted distribution and stores×SKU weekly; close gaps fast
- Pilot, scale, and own activations for agreed emerging channels
- End‑to‑end management of accounts—relationships, negotiations, terms/deductions
- Build/deliver JBPs and hit NR, margin, and contribution targets
- Lead range reviews and shelf blueprints (core + NPD) with the Category team
- Set promo ladders/calendars with retailers/distributor; drive ROI and avoid over‑promotion
- Brief field team and track Perfect Store KPIs and planogram compliance
- Own bottom‑up forecasts for key accounts; phase promo/media and supply inputs to improve MAPE
- Day‑to‑day leadership with distributor: targets, sell‑in toolkits, training, and in‑store actions
- Coordinate with Digital/E‑com; align with ABM/Commercial on sell‑in and events
- Monitor price ladders, promo calendars, shopper trends; use retailer/NIQ/IRI to shape sell‑stories
- Own weekly/monthly dashboards and lead QBRs/MBRs with clear actions
- Support the Commercial Manager on Annual Brand Planning, portfolio/mix, price architecture, and distributor/channel strategy (scorecards, reporting)
- Continuously improve ways‑of‑working (reporting, JBP templates, promos , forecast, customer service)
- Partner with Marketing/ABM on launches and advocacy/city flagships; collaborate with Regulatory on packaging/claims and with Supply/Finance/Legal on CPFR, contracts, and compliance
Requirements
- Italian native, based in Italy; fluent English proficiency
- 4–8 years’ FMCG NAM/KAM experience with premium brands in Grocery/Modern Trade; sports/lifestyle a plus
- Proven JBP delivery and negotiation with major Italian banners and/or via distributor models; P&L ownership
- Strong grasp of promo mechanics and category range reviews; shelf execution and secondary placements
- Data‑literate: retailer portals, NIQ/IRI, RMNs; highly competent in Excel
- Excellent communication, stakeholder management, and presentation skills; in‑store/on‑the‑road mindset
- Self‑starter with ownership bias; agile and comfortable in a fast‑paced, growth environment; passion for performance nutrition/fitness preferred
Benefits
- Health & dental plan
- Competitive salary
- 401K
- Staff discounts
- Generous family leave policy
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
JBP deliverynegotiationP&L ownershippromo mechanicscategory range reviewsshelf executiondata literacyExcelforecastingcustomer service
Soft skills
communicationstakeholder managementpresentation skillsself-starterownership biasagilityfast-paced environmentpassion for performance nutritionin-store mindseton-the-road mindset