Senior National Account Manager (SNAM)

COMPANY DESCRIPTION

Wren Laboratories Ltd is the company behind Optibac Probiotics, the UK’s most recommended range of friendly bacteria supplements. We believe in cultivating an environment where talent thrives, ideas flourish, and every team member plays a crucial role in our collective success.

As scientists discover more about the important role of the gut in overall health and wellbeing, the global demand for probiotic supplements is increasing dramatically and as the experts in friendly bacteria, specialising entirely in live cultures, we are committed to producing a high quality supplement range containing some of the most researched strains in the world, developed in the world’s leading laboratories.

Our award-winning range is sold in the UK, Ireland and many international markets via multiple different sales channels including pharmacies, health food stores, grocery, online retailers, marketplaces and Complementary & Alternative Medicine (CAM) practitioners. 

Pioneers of the probiotics supplement category, Optibac has long been championing the gut health revolution, tirelessly educating professionals and consumers alike on the benefits of friendly bacteria in maintaining overall health and wellbeing.  Our continual mission is to ‘empower millions of people to change their lives with the power of probiotics’.

A highly ambitious company who believe in really making a difference to people's lives through their product range, maintaining a vibrant & inspiring workplace and to giving back to wider society through charitable giving. To date Wren Labs has donated over £1.5m to charitable causes.    

We also have a strong focus on work-life balance and ensuring contributions are recognised and valued.

MAIN PURPOSE & SCOPE OF THE JOB  

As Senior National Account Manager you will lead the growing Nationals team. Working closely with the Head of Sales UK & Ireland, you will lead the strategic delivery and profile of the function, overall portfolio account plans as well as being responsible for the management of your identified portfolio. The role will involve high levels of collaboration across internal and external stakeholders as you will lead the deployment of our evolvement plan for our selected retailers.

The senior NAM carries full P&L ownership with key delivery of top-line sales and profit under their remit. They will nurture and lead the channel, managing relationships and building long-term partnerships with implementation of innovation projects & execution of in-store and online activation. Holds own team accountable for development & prospecting of new business. They will conduct high level negotiations. They will also be required to execute robust joint business plans and pricing strategies to maximise sales and profitability for and with each account.  A unified, collaborative ‘One business’ mindset is crucial for this role.

Flexibility is essential at Wren Laboratories, with all teams working closely together to support and develop the Optibac brand, so occasional additional support duties may be required in other areas of the business.

TASKS & RESPONSIBILTIES

This document outlines the duties required of the post to indicate the level of responsibility. It is not a comprehensive or exhaustive list and duties may vary from time to time but these would not change the general character of the job or the level of responsibility.

The post covers three key areas:

Management responsibility (Accounts and team):
•    Lead the Nationals function with strategic direction instilling robust collaborative plans executed at pace with tactical playbooks.
•    Deliver outstanding customer relationship management and aspiring team leadership.
•    Hold and balance strong customer centricity to identify opportunities and translate into executable plans with stakeholders.
•    Apply interpersonal skills with high personal credibility to build relationships between external customers and internal functions to align both requirements and resolve issues (ability to communicate, present and influence) 
•    Oversee JBP renewals, pricing discussions, and promotional activity plan.
•    Demonstrate appreciation for broader business strategies and foresee tactics that may impact success.
•    Attend & contribute toward planning processes - financial, supply chain, third party, digital & marketing to ensure channel needs align.
•    Manage overall team employee performance, motivate and guide along with L&D & HR processes for those under remit.
•    Delegate and manage (where appropriate) administrative tasks. 
 

Commercial Responsibility: 
•    Responsible for channel P&L budgets & profitability optimising investment accordingly.
•    Ability and confidence to sell commercial propositions, together with sound negotiation skills. 
•    Grow Distribution and ROS in line with category average whilst maintaining listings.
•    Take on entrepreneurial challenges and simplify the complex, to unlock growth.
•    Proactively identify or negate commercial and financial decisions in line with judgement often in pressurised scenarios.
•    Develop and increase existing business along with securing new & innovative business opportunities. Deploy & guide relevant tactics to instil and maintain market share, brand awareness & growth.
•    Proactively assess account performance taking action to mitigate and escalate potential unfavourable outcomes in a timely manner.
•    Effectively navigate commercial situations that extend beyond own channel with a strategic understanding.

Planning & development:
•    Use brand insights & category data available to develop creative & compelling promotional shopper campaigns & joint business plans for each account, considering relevant tactics to optimise sales during these periods. Liaise with account data & media teams to implement. 
•    Collect, analyse & monitor sales data / trends and displaying via strong reporting techniques.
•    Develop comprehensive understanding of sector, keeping up-to date with market trends and competitor development, proactively explore new ways to increase growth where opportunity presents.
•    Assist with NPD execution planning when required.
•    Assist international markets when deemed advantageous for the business (ROI)
•    Keep updated with relevant retailer strategies by specific account.

DESIRABLE SKILLS & ABILITIES

•    Proven experience in customer relationship management skills essential, and able to demonstrate ability and confidence to sell commercial propositions, together with sound negotiation skills. 
•    Highly organised individual with good collaboration & planning skills with the ability to manage projects across different workstreams internally and externally with different departmental functions.
•    Successful record of delivering results and continually demonstrating a sense of urgency.
•    Commercial and financial awareness required along with the judgement, and skill to identify, negate and take commercial decisions, often under pressure.
•    Proven track record of problem solving as an owner.
•    Good recall and understanding of retailer JBPs, category & range review process timelines. 
•    Accountable, results orientated with solid experience in sales, forecasting and customer service.
•    In-depth understanding of National account performance metrics & successful tactics.
•    Ability to turn vision into reality in a compelling manner engaging stakeholders. 
•    Excellent analytical and data skills
•    Excellent communication skills, written, verbal and presentational. 
•    Adaptable and flexible
•    Passionate about sustainability, doing right for consumer and planet.
•    Availability to travel as required.
•    Professional personal presentation 
•    Proactive, driven and self-motivated
•    Sound leading, prioritisation & multitasking skills.

KNOWLEDGE, QUALIFICATIONS & EXPERIENCE

•    Experience in managing at NAM level, the ‘Top 5’ National retailers ideally in healthcare.
•    Category Knowledge highly desirable. 
•    Sound understanding of internal cross functions and their support relevance to department.
•    Experience with CRM software (preferably Netsuite) and technical proficiency across Microsoft office Suite applications.
•    Good recall and understanding of retailer JBPs, category & range review process timelines. 
•    Experience of people management desired. 
•    Previous experience of P&L ownership
•    Educated to a degree level

HOURS: Full time, 40hrs/Mon-Fri 
SALARY: Competitive salary, based on experience.
JOB LOCATION: Hybrid 

POSITION IN ORGANISATION

Reports to: Head of Sales UK & Ireland
Responsible for: National Account Manager, Junior National Account Executive   
Budget Responsibilities: Yes (£2.5m)
Full Time Equivalent: 1 FTE

To Apply

Please send a covering letter with references and CV to Adele at Sales-vacancy@wrenlabs.com
The ideal candidate will carefully read the job description, and detail in a cover letter the knowledge, skills and experience which make them suitable for the role, along with their availability, notice period, preferred working hours, and salary expectations.
Applicants who do not include a comprehensive covering letter with their application will not be considered.
The interview process will consist of a telephone interview, initial interview, and second interview for final stage applicants. A short training session role play on one of our products will be required in the initial interview, details of which will be sent prior to the interview.
For further information about the company please browse the website, and for enquiries about the role contact Adele Bates.
Deadline for applications is 28th March 2025. Applications received after this date may not be considered. Whilst we would like to respond to all the applicants, regrettably we are unable to do so due to the high volumes we receive. If you've not heard from us within 14 days, unfortunately on this occasion your application has been unsuccessful.