Junior National Account Manager

The Junior National Account Manager at REFY owns a defined set of UK and Ireland accounts: the retailer relationship, the sales out, the forecast, the presentations and the day to day performance of those accounts. You will also build the numbers behind the wider UK and Ireland portfolio.
You will be in front of buyers regularly. Presenting the range, selling the launch in, building the forecast and driving REFY’s growth. You will be commercially savvy and relationship driven.
You will forecast NPD and core at SKU level, aligning your accounts on both. You will know your sales by door inside out and will have a constant alignment with the Commercial Planning team on demand to ensure you can drive your account.
Around 80% of the role is selling out, supporting the JBP and forecasting. You will be measured on sales-out growth, forecast accuracy, availability and margin.

KEY RESPONSIBILITIES

Sales Out Delivery

- Own the sales-out number for your accounts, by door, by SKU, by week.
- Trade the accounts weekly; promotional activity, stock, GWP and trading.
- Grow rate of sale per door, not just distribution.
- Grow REFY’s ranking within the category in every account you own.
- Build recovery plans where performance is behind budget and take them to the retailer.

Joint Business Planning
- Own the JBP for your own accounts, with the Senior National Account Manager.
- Build the data and the analysis behind the JBP across the wider UK and Ireland portfolio.
- Own the post-promotion review: what it cost, what it returned, what we do next time.
- Keep the JBP investment tracker current and call out where spend is not working.

Forecasting & Forecast Accuracy

- Own the sales-out forecast for your accounts at SKU level.
- Deliver weighted forecast accuracy of 85%+
- Hold overall forecast accuracy for your accounts within 10%
- Reforecast monthly with Commercial Planning.
- Forecast every NPD launch and every promotion, aligning cross-functionally on how to hit your plans.

Commercial Acumen & Margin

- Know the account P&L: gross margin, trade investment, markdown and deductions.
- Protect margin on the accounts you own.
- Challenge retailer deductions, chargebacks and returns line by line before they are accepted.
- Model every proposal in Excel before it goes to the retailer & know your margins.

Stock & Availability

- Deliver 97% on-shelf availability on the top 20 SKUs by value and 95% across the range.
- Work with Commercial Planning on stock cover, phasing and allocation.
- Flag stock risk to Planning before it becomes a lost sale, not after.

Critical Path, Line Forms & Launches

- Own new line forms, item set-up and retailer portal admin for the UK and Ireland accounts, on time and right first time.
- Land every NPD on the critical path with no missed retailer deadlines.
- Sell the launch in on your accounts, then own the sell-out for the first 12 weeks.
- Work with the Field team on gondola standards, VM and in-store execution.

Relationships & Presenting

- Own the day to day relationship with buying, merchandising and marketing in your accounts.
- Build and present the sell-in: range, launch and JBP. Tell the story with the numbers behind it.
- Support the Senior National Account Manager and the National Account Manager on the larger accounts.

Reporting & Cross-Functional Work

- Own the weekly trading report: sales-out, forecast, availability and risk. Outcome first, detail after.
- Work with Commercial Planning, Operations, Field, Brand, CRM and Product on your accounts.
- Feed retailer insight into range, NPD and pricing conversations.
- Contribute to Tuesday trade meetings with a clear view of your accounts.

THIS ROLE IS RESPONSIBLE FOR

- Sales-out and net sales delivery on a defined set of UK and Ireland accounts.
- SKU level forecast accuracy on those accounts and the forecast build behind the wider portfolio.
- On-shelf availability across all accounts held.
- Line forms, item set-up and critical path compliance for the UK and Ireland accounts.
- Post-promotion and post-launch review.
- Building the analysis behind the JBP. Terms and pricing sit with the Senior National Account Manager.

SUCCESS MEASURES

- Sales-out growth ahead of the category on the accounts owned.
- Weighted SKU forecast accuracy of 85% across your SKUs.
- 97% on-shelf availability on the top 20 SKUs by value.
- 100% of line forms and critical path deadlines hit, with no retailer rejections.
- Weekly trading report out on time, every week, with a recommendation in it.
- Every promotion and launch reviewed within four weeks of finishing.
- REFY ranking held or improved in every account + sales targets achieved

SKILLS, KNOWLEDGE AND EXPERIENCE

Essential:
- 2+ years in a National Account Executive, National Account Coordinator or similar commercial role in beauty, premium FMCG or prestige retail. Ready to carry your own accounts.
- Proven record of growing sales-out in a national retail account, with the numbers to show it.
- Strong Excel: pivot tables, lookups, index/match, plus building a forecast and a margin model from raw EPOS data.
- Numerate and confident on margin, trade investment and the basics of a retailer P&L.
- Organised on the critical path. Line forms, deadlines and item set-up done right first time.
- Presents well. Can hold a room and tell the story behind the numbers.
- Comfortable with EPOS and retailer portal data. Turns it into an action rather than a chart.
- Chases the sell-out daily and does not wait to be asked.

OUR PERKS

- 25+ Days Holiday: Start with 25, earn one for every year's service (up to 5)
- Extra Holidays: Option to buy up to 5 additional days.
- Sabbatical Leave: Take up to 3 months off after 4 years of service.
- Community First Day: A day to support a cause you love.
- Bonus Scheme: Rewards for your hard work and success.
- Family Leave: Enhanced support for new parents.
- EV Scheme: Drive electric with salary sacrifice options.
- Financial Coaching: Guidance to boost your money mindset.
- Flexible Religious Holidays : Flexibility to honour days that matter to you.
- Flexible Working: Flexi start and finish times with the option to work one day per week from home.
- REFY Product Perks: Annual allowance, exclusive discounts, and be the first to try new REFY products before any launches!
- Regular Social Events: Team-Building days and seasonal parties.
- Career Growth: Tailored training and development opportunities.
- Vitality Health Insurance: Health coverage with added benefits.