At Mr Fothergills Seed’s we are in the business of bringing gardens to life. Known for our exceptional range of seeds, garden products and horticultural expertise with well-known brands such as Mr Fothergill’s, Johnsons, DT Brown and Darlac our products can be found in garden centres, big retailers and direct to consumers through our websites and catalogues. We have a legacy of quality, a loyal customer base and are committed to inspiring and empowering gardeners of all levels.
We are a passionate team with a strong can-do attitude. We show respect to one another and are keen to innovate on our respective areas of expertise. We value agility, understand the journey our business is on and strive to add our unique mark onto that journey. We work hard but don’t forget to have fun. Our company purpose is “Helping Everyone Grow” and we extend that purpose to everything we do.
The Head of National Accounts - Grocery, Discount & DIY is a critical leadership role responsible for driving revenue and profitability across Mr Fothergills’ major retail partners. Leading the National Account Management team, you will shape and execute customer strategy, strengthen senior relationships, and unlock growth across both existing and new channels.
You will own the delivery of joint business plans, lead category growth initiatives, and implement revenue growth management strategies to improve commercial performance.
Core Responsibilities
- Lead, develop and inspire a high-performing team of National Account Managers and Sales Leads
- Define and deliver customer strategies across key accounts including Sainsbury’s, Tesco, Morrisons, Aldi, B&M and The Range
- Build and execute joint business plans to drive revenue, profitability and category growth
- Expand distribution through new customers (e.g. Asda, Poundland) while accelerating growth in existing accounts
- Lead commercial negotiations to ensure sustainable, profitable outcomes
- Implement revenue growth management and trade terms strategies to optimise margins
- Use customer and EPOS data to generate insights, shape strategy and improve in-store performance
Key Accountabilities
- Own the financial and demand plan for the channel, delivering against budget and growth ambitions
- Build strong, multi-level relationships with customers to influence both strategic direction and day-to-day execution
- Translate insights into compelling customer propositions that drive sales and market share
- Partner cross-functionally (Supply Chain, Demand Planning, Marketing and Merchandising) to ensure best-in-class execution
- Lead annual planning cycles and align internal and external stakeholders around clear growth priorities
- Manage third-party merchandising partners to deliver consistent in-store excellence
- Contribute to wider business strategy including NPD pipeline and go-to-market plans
What This Role Offers
- Strategic Impact: A key leadership role shaping growth across major UK retailers
- Ownership: Full accountability for customer performance, team leadership and commercial delivery
- Growth Environment: A fast-paced, ambitious business with strong momentum
- Career Development: Opportunity to influence strategy at senior level
- Reward: Competitive package with upside linked to business performance
We are looking for someone who is a proven FMCG National Account Leader, exhibiting a strategic, entrepreneurial mindset and who has successfully lead your team to achieve continued profitable sales growth with top 5 grocers. You will also demonstrate:
- Strategic Account Management: Demonstrated ability to build and articulate compelling category growth stories and build / align joint business plans with major retailers.
- Revenue Growth Management: A strong track record of successfully implementing revenue growth management & Trade Terms reinvention programmes to improve profitability with large customers.
- Multi-Channel Expertise: Experience working across multiple accounts or channels, including grocery, variety, and discount retail.
- Entrepreneurial Acumen: An entrepreneurial mindset, comfortable operating in less structured environments, with a "doer who's a thinker" approach to challenges.
- Negotiation and Execution: Strong negotiation skills and comfort in challenging customer requests when appropriate, coupled with a willingness to engage in detailed execution, including in-store analysis.
- Communication: Excellent communication skills and ability to build trust with customers, suppliers, and internal teams through presentations, one on one meetings and at Trade Shows.
- Data literate: With proven ability to manipulate data to review the business & generate compelling narratives to help grow it.
- Prioritisation: Highly organized, self-starter with the ability to manage multiple accounts and priorities effectively.
Key Competencies / Attributes:
- Leadership: Envision, Energise, Enrol, Enable
- Operate with Pace: Proactivity at 80% is better than slow at 100%
- Accountability: Deliver the numbers
- Technical Competence: Repeatable structure & process for each customer
- Force Multiplier: Build & unlock the power of your Team
- Customer Intimacy: Deep understanding of customers, shoppers & operating model
The world of gardening should be accessible to all and it’s important that our teams reflect the diversity of our customers, ensuring that our products meet everyone’s needs. Therefore, we very much welcome applications from a diverse range of candidates regardless of background, gender, race, religious beliefs, disability, sexual orientation, or age. We’re ‘rooting’ for you!