Job Description

Role Title: Key Accounts Manager – UK

Business Unit: Client UK Limited

Location: UK (London preferred)

Reports To: Business Head (with dotted line to Sales Heads for Client & ORS)

Role Purpose

The Key Accounts Manager (KAM) – UK will be responsible for driving sales growth and strategic partnerships across Client’s full portfolio in the UK market, including the flagship ORS Hair Care range and broader categories in personal care, health & wellness, and foods.

This role will manage relationships with major retail partners across Grocers (Tesco, ASDA, Sainsbury’s, Morrisons), Beauty & Pharmacy (Boots, Superdrug, Holland & Barrett), Discounters & Value Retail (Savers, B&M, others), ensuring effective portfolio planning, promotional strategy, and execution of joint business plans. The KAM will act as the key interface between Client International and retail buyers, while collaborating internally with marketing, supply chain, and finance to deliver sustainable growth.

Key Responsibilities

Account & Portfolio Management

• Lead and manage relationships with UK national retail accounts across Grocers, Beauty/Pharmacy, and Discounters.
• Develop tailored portfolio strategies per account (product mix, NPD listings, brand prioritization).
• Negotiate annual joint business plans, including trade terms, pricing, promotions, and display opportunities.

Promotional & Marketing Strategy

• Define and execute account-specific promotional calendars in collaboration with marketing teams.
• Drive co-marketing initiatives (in-store, digital, seasonal activations) to maximize brand visibility and shopper engagement.
• Monitor competitor activities and recommend proactive counter-strategies.

Cross-functional Collaboration

• Partner with supply chain teams to ensure service levels, fill rates, and on-shelf availability.
• Work with finance to monitor account profitability, deductions, and payment terms.
• Collaborate with global and regional category teams to align UK execution with brand strategy.

Business Development & Insights

• Identify growth opportunities within existing accounts (new categories, incremental space, cross-channel opportunities).
• Build strong category insights and shopper understanding to position Client as a value-adding partner to retailers.
• Track and report account performance vs. targets; prepare management reviews and forecasts.

Candidate Profile

Experience

• 5–8 years of relevant experience in the UK FMCG industry.
• Experience in account management with major UK retailers and/or prior experience as a Buyer with these accounts is highly desirable.
• Demonstrated track record in managing joint business plans, negotiating terms, and delivering profitable growth.

Skills & Competencies

• Strong understanding of the UK retail landscape across grocers, pharmacy/beauty, and discounter channels.
• Commercial acumen with ability to balance topline growth and profitability.
• Excellent negotiation, relationship management, and stakeholder engagement skills.
• Strong analytical and problem-solving skills; comfort with data-driven decision-making.
• Effective cross-functional collaborator with ability to align marketing, supply chain, and finance.
• Exposure to Ethnic Personal Care / Foods business would be a strong plus.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field (MBA preferred but not mandatory).
• Proficiency in MS Office (Excel, PowerPoint); knowledge of retailer data platforms (Nielsen/IRI/Kantar) and Dunnhumby/Retail Link is a plus.

What We Offer

• Opportunity to lead and shape Client’s UK growth journey across iconic brands and categories.
• Exposure to global FMCG operations with strong entrepreneurial freedom.
• Competitive compensation and performance-based incentives.