How to: become an FMCG National Account Manager?

How to become an FMCG National Account Manager

Do you want a career change, or have you always wanted to be a national account manager?
We have compiled a guide with answers to popular questions from our top FMCG consultants, Arbrie Hoxha and Rachael Carver.

What is a national account manager and what do they do?

An FMCG national account manager (NAM) is a responsible for managing the relationship between the company and its major accounts such as large supermarket chains.

They ensure sales targets are met and to develop strategies that help maintain and grow business relationships.

What qualifications do you need to become a NAM?

Most National Account Managers have a degree in business, marketing, or a related field. The most essential thing is having experience in sales and account management. Arbrie shares with you her 5 top skills she looks for in a NAM…

Strong experience managing a P&L and accurate forecasting.

Strong experience creating joint business plans and negotiating and implementing CPI’s (cost price increases).

Examples of delivering tangible results. How have you unlocked opportunities, saved the business money or driven profitability.

Experience of being customer facing as your role will involve communicating and influencing retailers.

Mix of experience in account management and winning new business.

What are the key responsibilities of an FMCG National Account Manager?

The key responsibilities of a National Account Manager include developing and maintaining relationships with key accounts, negotiating sales and promotions, managing budgets and sales forecasts, and analyzing market trends and data.

What are the biggest trends in the FMCG industry?

Becoming a B corp and a focus on sustainability is huge at the moment.

There is a big push from retailers to drive value to the customer- for example Tesco are doing Aldi price match so FMCG clients are having to show that they are also aligned with driving value. Own label is flying versus branded, particularly as customers are trying to save pennies.

What skills are required to be an FMCG National Account Manager?

To be an effective FMCG National Account Manager, you need strong communication, negotiation, and relationship-building skills. You should also have a good understanding of the FMCG industry and be able to analyze data and identify trends.

How much does an FMCG National Account Manager earn?

You can have a look at jobs on our website or use our FMCG Salary Survey to find more. Make sure to sign up to our mailing list to get the first release of the 2023 edition.