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About Us

We're one of the UK’s fast-growing drinks brand on a mission to redefine functional beverages. As a scale-up, we operate in a dynamic, high-growth environment where adaptability, ownership, and speed matter.

The Role

XOXO is seeking an experienced Senior National Account Manager to own and grow our relationships with major UK grocery retail partners, including Sainsbury's, Co-op, Boots and Ocado (and many new listings!). This role is critical in driving listings, distribution and rate of sale across our retail estate. You will work closely with the founders to shape XOXO's commercial strategy and act as the key point of contact for our national retail accounts.

What you'll be doing

Account Management & Growth

- Own and manage relationships with key national retail accounts, including Sainsbury's, Co-op and Boots

- Develop and execute account plans that deliver distribution growth, new listings and increased rate of sale

- Act as the primary point of contact for buyers, category managers and retailer stakeholders

- Build long-term, trusted partnerships that support XOXO's growth ambitions across the UK

Commercial Strategy & Negotiation

- Lead commercial negotiations on pricing, promotions, trading terms and listing agreements

- Develop and manage account budgets, forecasts and P&L for each retail partner

- Identify opportunities for new listings, range extensions and additional points of distribution

- Monitor competitor activity and market trends to inform commercial strategy

Category & Retail Marketing

- Build category selling stories using market and sales data to support listing and space negotiations

- Partner with the marketing team to plan retailer-specific campaigns and in-store activations

- Support new product launches and market entry into additional retail accounts

- Track and report on sales performance, rate of sale and category ranking across accounts

Supply Chain & Operations

- Work closely with supply chain to ensure forecast accuracy and service levels across accounts

- Support the resolution of any operational or fulfilment issues with retail partners

- Ensure compliance with retailer-specific requirements, including packaging, labelling and reporting

Leadership & Collaboration

- Represent XOXO at retailer meetings, trade shows and industry events

- Work cross-functionally with marketing, finance and operations to align on commercial priorities

- Contribute to the wider commercial strategy and support the founders in setting sales targets

- As the team grows, support the recruitment and development of future account management hires

Who you are

Confident, commercially-minded and able to build credibility with senior retailer stakeholders

Entrepreneurial and hands-on, comfortable operating in a fast-moving scale-up environment

Highly organised, data-driven and able to manage multiple accounts simultaneously

Strong negotiator with excellent relationship-building skills

Passionate about the better-for-you drinks category and building challenger brands

Essential Experience

Proven track record managing national grocery accounts within FMCG, ideally food and beverage

Strong commercial acumen with experience in negotiation and P&L management

Experience working directly with major UK grocery retailers

Preferred Experience

Experience in the soft drinks category

Background in scaling challenger brands within retail

Experience working closely with founders or senior leadership in a scale-up environment

Why join us

Be part of a fast-moving, culture-led brand that's changing the drinks game

Competitive salary + equity

Hybrid working

25 days holiday + UK bank holidays

Make a real impact in a high-growth environment

Free XOXO sodas in the office!

If you're excited about joining a culture-led brand with real momentum and ready to take ownership of our national retail relationships, we'd love to hear from you.

Location: London, UK

Reporting to: Rory Paterson, Co-Founder & CEO