National Account Director

Perpetual is partnering with a fast-growing premium food and beverage brand to appoint a Director of National Accounts for its On-Premise channel.About the RoleThe Director of National Accounts owns the strategy, growth, and P&L for one of the business's highest-value sales channels. Reporting to the senior leader of the On-Premise channel, this person executes the commercial vision, builds and protects relationships at the most senior levels of enterprise accounts, and translates that access into durable, profitable revenue. This is a strategic role for an operator who can both architect a multi-year channel plan and personally close the deals that define it, with real influence on how the broader on-premise business grows.Key ResponsibilitiesStrategic Account Management: Own the most senior relationships across national and regional customers at the C-suite, corporate procurement, and F&B leadership level. Serve as the trusted executive point of contact and grow these accounts as long-term partnerships rather than transactional buys.Sales Strategy & Execution: Build and own the multi-year national account strategy for the channel, setting revenue, placement, and market-share targets and the roadmap to hit them. Partner with marketing, operations, and R&D to turn customer needs into programs that win and retain business.Customer Development: Identify and pursue new business, lead high-stakes contract negotiations, and close enterprise deals with corporate procurement, food & beverage, and bar operations teams. Maintain a healthy, accurately forecast pipeline that supports ambitious but credible growth.Cross-Functional Leadership: Coordinate with distribution, marketing, and innovation teams to implement promotional strategies, seasonal programs, and new product launches.Forecasting & Budgeting: Own the channel P&L against an agreed annual plan and trade spend envelope, including revenue forecasts, margin, promotional planning, and trade spend allocation, making the investment trade-offs that maximise profitable growth.Trade Events & Industry Presence: Represent the brand at trade shows, beverage conferences, and hospitality industry events.Team Leadership & Development: Mentor and set direction for regional account managers, and lead field sales teams, distributors, and third parties to drive consistent execution at the property level. Build a talent bench so the channel scales beyond any single individual.Success will be measured against clear, channel-level targets, including:Channel revenue growth: Year-over-year revenue and margin growth against an agreed annual quota.New account acquisition: New national or regional chains signed and brought to first order each year.Account retention & expansion: Retention of existing key accounts and measurable growth in placements and SKUs per account.Forecast accuracy & trade spend efficiency: Reliable quarterly forecasting, with trade spend kept within budget while delivering target ROI.First 90 days: A documented channel account plan and active engagement with the top existing accounts.Minimum QualificationsBachelor's degree in Business, Hospitality Management, or a related field, or equivalent professional experience.7 to 10+ years of national account management or enterprise sales experience in beverage, hospitality, or CPG, including direct ownership of a quota or channel P&L.Deep knowledge of the national account landscape, including key players and procurement processes.Experience working with foodservice distributors, beverage program managers, and bar directors.Proven ability to manage multi-million-dollar accounts and meet or exceed revenue targets.Strong negotiation skills and understanding of trade programs and promotional strategy.Ability to travel 30 to 50% of the time.