National Account Manager, Tesco, Open to flexible working

London (Central), London (Greater)
10 Jan 2022
10 Feb 2022
Contract Type

From Arthur Guinness to Johnnie Walker, our business was founded on people of great character, and in 250 years, nothing’s changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. And our success is thanks to the strength of our people, in every role. It’s why we trust them with our legacy. And it’s why we reward them with the career-defining opportunities that they deserve.

Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people.

Feel inspired? Then this may be the opportunity for you.

We're recruiting for an ambitious and dynamic commercial 'black belt' to join an expanding Tesco team. As National Account Manager you will be responsible for driving sustainable market share, achieving top three CPG status and executing against our commercial goals. You'll be working on the biggest commercial customer in Diageo Europe and have a tangible influence on the strategy and direction as part of a diverse, capable and dedicated team all driving towards our ambition to be the best performing, most trusted and respected consumer goods company.



  • Leading the commercial performance of the account via rigorous commercial management; unlocking growth and maximising sustainable profit delivery 
  • Relentlessly seeking opportunities to drive our performance forward through activation and sell out initiatives  
  • Leading the stability of the back office management and constantly looking for ways to improve this 
  • Strong ownership of the day-to-day customer relationship through effective negotiation, persuasion and conflict management/resolution skills 
  • Creates the conditions for an amazing relationship with the customer through great cross-functional behaviours and ways of working
  • Ensures that all customer data and information required to support the customer relationship is rigorously and robustly managed 
  • Thorough orchestration of all aspects of programme activation with rigorous attention to detail   
  • Ability and confidence to make the necessary informed recommendations to course correct when required to ensure activities are successfully delivered  
  • Driving connectivity across our field sales teams nationally in order to drive Diageo’s sales out and market share  
  • Operate as a leader within the sales organisation & an ambassador for the channel and our brands demonstrating passion, energy & tenacity



  • Responsible for dedicated area of the portfolio worth circa £40m NSV from total Tesco P&L of £140m  
  • There is full accountability for delivering the P&L, both internally and externally, including managing trade investment and A&P to exceed AOP

​Market environment/ complexity:

  • There is a high degree of freedom to shape the delivery of the Diageo AOP & Tesco JBP  
  • The UK retail environment is very complex and fast paced, the nature of which has accelerated since COVID19 
  • Requires ability to flex plans at pace in order to deliver both Diageo & Tesco's annual objectives; creating the conditions for future growth by building plans that go beyond the immediate financial year  
  • Tesco are a demanding customer, one will need to manage a challenging and evolving external agenda whilst keeping the relationship excellent 


  • Owning the end to end commercial delivery of dedicated portfolio 
  • Delivering annual financial & market share objectives in full  
  • Development and implementation of a collaborative Joint Business Plan (where applicable) – with focus on 100% implementation to maximise the return on investment to deliver the required brand and profit targets 
  • Successful activation of commercial & brand building growth drivers based on analysis and core insight into customer strategy and consumer behaviours  
  • Acting as a leader within the wider Sales team; sharing best practice and helping to embed a culture of coaching and development that improves our commercial capability standards.  
  • Exceptional results for the customer and Diageo through a sustained commitment to priority outcomes delivered through effective cross-functional ways of working with multiple resources who all execute their specific role inbuilding and supporting a great customer relationship 
  • We are the supplier of choice within the customer base as we deliver brilliant customer service at every touch point and are known for our agility 
  • The customer has deep trust in Diageo as a result of our clear trading terms and our collaborative and efficient approach to query resolution 


Win through Execution 

  • Sets and pursues direction without guidance and takes a wide view of their accountabilities 
  • High energy and ambition to achieve successful outcomes and high standards 
  • Balances analysis and execution and adjusts thinking in the face of new information  
  • Actively spots opportunities or issues and identifies which are urgent and important 
  • Generates a range of workable solutions, decides what should be done and takes action 

Shape the Future  

  • Sees the big picture and possibility from multiple angles and through a creative lens  
  • Frames issues in a way that creates clarity and incorporates others' best thinking 
  • Accurately digests large amounts of information and breaks down complex problems thoroughly  
  • Challenges themselves and others to take on new or unfamiliar tasks and ways of working 

Inspire through Purpose 

  • Finds broader meaning in their work and aspires to make a significant difference 
  • Reads their environment and understands how culture and context influences people's perspectives 
  • Is actively aware of the impact they have on others and tunes in to the needs of individuals around them 
  • Communicates in a compelling, persuasive and impactful way 
  • Draws on a variety of influencing styles to engage different audiences 

Invest in Talent 

  • Displays confidence in their ability to meet challenges and succeed 
  • Maintains belief and optimism and bounces back quickly from setbacks or failures 
  • Demonstrates a realistic and thoughtful awareness of their own capabilities 
  • Proactively seeks feedback and development for growth and takes action 


  • Excellent relationship-building skills 
  • Outstanding analytical skills and ability to derive insight from data 
  • Robust and Rapid commercial understanding, P&L literacy - innate numerical and analytical skills 
  • Ability to interact with senior stakeholders and deliver change through different levels 
  • Team player, focussed on total company delivery 
  • Insatiable commercial curiosity and exceed expectations 

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don’t let anything stop you from applying.

Character Is Everything


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