National Account Manager – Pubs and Restaurants, Bibendum PLB Group

Job title:

National Account Manager – Pubs and Restaurants


Bibendum PLB Group


National, homebased


19th August 2016

Job Description:


The Pubs and Restaurants National Account department covers 5 distinct areas of National business:

  • National Pub Companies
  • Casual Dining
  • Regional and Family Brewers and retailers
  • Leisure sector – including theatres and cinemas
  • RTM

Reporting to, and supported by the Director of Sales for Pubs and Restaurants, the successful applicant will be responsible for managing, growing and winning National business in this area.


  • Develop the Business strategy to maintain and develop sales opportunities and increase profitability
  • Develop and maintain key customer relationships in order to increase business performance
  • Develop, manage and implement a Joint Business Plan with the customer that ensures delivery of key agreed volume and margin targets aligned to the commercial and business unit strategy.
  • Promote teamwork and collaboration across National Accounts and successfully bring together cross functional working practices with the wider Bibendum team.
  • Analyse consumer and customer insight data, and include this data in sound, commercial strategy.
  • Identify, recommend and drive the implementation of key commercial business initiatives to increase sales opportunities and optimise profit growth.
  • Lead, monitor and help develop the National Account Managers to ensure competent and capable resources with the ability to develop and maximise profit.
  • Establish, agree and monitor individual activity and performance measures/standards to optimise sales and performance in line with annual KPI’s
  • Maintain a strong awareness and understanding of the alcohol and licensed trade market to ensure business plans and practices adequately reflect market and customer changes.
  • Identify sales volume / value growth opportunities through the ongoing analysis of customer and market performance information.
  • Bring together and maximise opportunity with Brand Owners to drive marketing, support and profitability across account responsibility.
  • Develop new business alongside Head of Sales and relevant BDMs
  • Ensure that brand owners help drive new opportunities and introductions with relevant parties

Employee Profile

  • Experienced sales leader at an Account Director level of a high turnover business
  • Commercial approach & with a solid understanding of the business, market and customer profile
  • Numerically bright with sound analytical capability combined with attention to detail & planning
  • Negotiating and influencing capability with experience of leading a key and complex negotiation with a high degree of commercial autonomy
  • Demonstrable experience in / understanding of:
  • Engaging, developing and managing all aspects of a customer relationship to enhance business performance
  • Pricing strategy & evaluation
  • Brand positioning and portfolio strategy
  • Consumer insight
  • Category management
  • Man management
  • Resilience, tenacity and pro-activity