National Account Manager – Grocery (FMCG)

About the role

The National Account Manager will lead commercial management and growth strategy for key grocery portfolios across Australia’s two largest retailers, Coles and Woolworths. Based in Sydney, you will be accountable for profitable sales growth, customer relationship management, and cross‑functional alignment with forecasting, supply chain, finance, marketing and supplier partners.

Key responsibilities

• Develop and execute customer strategies that align with organisational objectives and supplier priorities.
• Own sales, profit, promotional and trade‑investment budgets for both Coles and Woolworths.
• Build and maintain strong relationships with buyers, category managers and other key stakeholders.
• Lead negotiations on range, pricing, promotions, new product launches and commercial initiatives.
• Coordinate internal inputs for range reviews, including pricing, forecasts, marketing support, supply‑chain feasibility and compliance documentation.
• Manage new product development, line extensions, deletions and product lifecycle activities.
• Create and manage customer promotional plans within agreed budgets and margin expectations.
• Provide accurate forecasts linked to promotional plans, demand, and market activity.
• Collaborate with demand planning, supply chain, logistics and suppliers to ensure stock availability and service levels.
• Maintain customer processes and systems, meeting all deadlines, documentation and compliance requirements.

Required profile

• Recent FMCG experience (within the last five years) managing accounts at Coles and/or Woolworths.
• Strong understanding of Coles and Woolworths systems, range review cycles and promotional planning.
• Proven ability to manage trade‑promotion investment (TPI) systems and customer promotional programmes.
• Commercial acumen in pricing, margin management, trade spend and profitability analysis.
• Experience preparing customer presentations, range review submissions and commercial proposals.
• Solid forecasting and demand‑planning discipline.
• Excellent stakeholder‑management skills across customers and internal teams.

Required skills

• TPI systems