National Account Manager – Foodservice & Industrial
Sugar Australia
Date: 12 hours ago
City: Melbourne, Victoria
Contract type: Full time
Drive growth across Australia's foodservice and industrial sectors with trusted sugar and ingredient solutions.
Join Sugar Australia & Wilmar Ingredients as a National Account Manager - Foodservice & Industrial, based at our Yarraville VIC head office. This permanent, full-time role is ideal for a commercially minded sales professional with a strong background in FMCG, foodservice, or industrial account management.
Reporting to the Regional Sales Manager (Southern), you'll take the lead on our Foodservice channel strategy across Australia and manage key national accounts in the Industrial space. You'll work closely with internal stakeholders across sales, logistics, finance, and production to deliver growth and strategic value to our customers.
The sweet things you'll be involved in:
This is a hands-on and strategic role that blends account management, category development, and commercial planning across two dynamic customer channels. You'll take ownership of key foodservice accounts, support broader business planning, and identify long-term commercial opportunities within the industrial segment.
What you'll be doing:
Foodservice (Channel Leadership):
To succeed in this role, you'll be a commercially savvy account manager with a blend of strategic thinking, hands-on execution, and strong stakeholder engagement skills. You'll be just as comfortable leading high-level negotiations as you are diving into sales data or resolving day-to-day customer issues.
We're looking for someone with:
Sugar Australia is the nation's trusted partner in sugar and ingredient solutions enabling our customers to make great products for every home. We own and operate refineries, packing facilities, sugar silo terminals and warehouse distribution sites across the country.
It takes a great team to turn raw sugar into our many food grade products and we work hard to make the highest-quality liquid sugars, icings, syrups, and crystals.
You will find our retail products at your local supermarket under the iconic CSR sugar brand. We also supply refined sugar products and many other ingredients to the industrial, foodservice and hospitality industries, supplying some of the largest brands in the country.
About Wilmar Ingredients:
Wilmar Ingredients is a leading supplier of ingredients in Australia and New Zealand.
Leveraging Wilmar International's global network of manufacturing plants, we supply a range of ingredients for the pharma, food, beverage, personal care, home care, mining, industrial and lubricant markets.
Our comprehensive range of products includes intense sweeteners and sugar polyols made from natural products, glucose, glycerine, esters, fatty acids and natural vitamin E.
Our proactive team works with customers to expand and optimise customer's ingredient portfolio aligned to consumer demands with compelling value propositions. Partner with us for trusted, forward-thinking ingredient solutions that support your business growth.
Why join us?
When you join us, you'll be part of a passionate and inclusive team that values growth, collaboration, and continuous improvement. We offer a supportive work environment where people and performance are genuinely valued. In return, you'll enjoy competitive pay, onsite parking, corporate discounts, recognition and development programs, health and wellbeing initiatives, regular social events, and access to our product library for those passionate bakers at heart.
We are proud to be an equal opportunity employer and welcome applications from people of all backgrounds, identities, and experiences.
Apply now and be part of something sweet!
Business unit Sugar Australia
Join Sugar Australia & Wilmar Ingredients as a National Account Manager - Foodservice & Industrial, based at our Yarraville VIC head office. This permanent, full-time role is ideal for a commercially minded sales professional with a strong background in FMCG, foodservice, or industrial account management.
Reporting to the Regional Sales Manager (Southern), you'll take the lead on our Foodservice channel strategy across Australia and manage key national accounts in the Industrial space. You'll work closely with internal stakeholders across sales, logistics, finance, and production to deliver growth and strategic value to our customers.
The sweet things you'll be involved in:
This is a hands-on and strategic role that blends account management, category development, and commercial planning across two dynamic customer channels. You'll take ownership of key foodservice accounts, support broader business planning, and identify long-term commercial opportunities within the industrial segment.
What you'll be doing:
Foodservice (Channel Leadership):
- Leading and executing the national Foodservice channel strategy in collaboration with the Southern Sales Manager and Goodman Fielder sales teams
- Managing key foodservice accounts and distribution partners, with a focus on driving volume and margin
- Develop and internally sell strategic plans, assessing market opportunities, and monitoring competitor activity.
- Owning and maintaining supply agreements and pricing structures for foodservice customers
- Identifying and promoting Wilmar Ingredients opportunities within the Foodservice space
- Managing day-to-day relationships with key industrial customers, including procurement, supply chain, R&D and quality teams
- Leading renewals of supply agreements and maintaining alignment with pricing and sustainability objectives
- Identifying growth opportunities and contributing to annual customer strategy plans
- Supporting product development and sustainability initiatives through proactive customer engagement
- Monitoring and reporting on account performance, sales forecasts, and budget outcomes using Salesforce, SAP and BW
- Managing trade spend and pricing in line with agreed commercial frameworks.
- Resolving credit, quality, and supply issues in a timely, professional manner
- Contributing to monthly S&OP inputs and wider Sales & Marketing meetings
To succeed in this role, you'll be a commercially savvy account manager with a blend of strategic thinking, hands-on execution, and strong stakeholder engagement skills. You'll be just as comfortable leading high-level negotiations as you are diving into sales data or resolving day-to-day customer issues.
We're looking for someone with:
- Tertiary qualifications in Business, Commerce or a related discipline
- 5+ years' experience in account management within the foodservice, industrial or FMCG sectors
- A track record of success managing key accounts, delivering on sales targets, and driving profitable growth
- Experience developing and executing channel strategies and managing trade spend
- Strong commercial and financial acumen, including experience with pricing, forecasting, and supply agreements
- High level of proficiency with CRM and ERP systems - experience with Salesforce, SAP, and BW is highly desirable
- Strong analytical skills and the ability to translate insights into actions
- Excellent communication and relationship building skills across cross-functional teams and with external partners
- A proactive, solutions-focused mindset with the ability to think creatively, manage competing priorities and deliver results in a fast-paced environment
- A collaborative style and commitment to working as part of a national and cross-business team
Sugar Australia is the nation's trusted partner in sugar and ingredient solutions enabling our customers to make great products for every home. We own and operate refineries, packing facilities, sugar silo terminals and warehouse distribution sites across the country.
It takes a great team to turn raw sugar into our many food grade products and we work hard to make the highest-quality liquid sugars, icings, syrups, and crystals.
You will find our retail products at your local supermarket under the iconic CSR sugar brand. We also supply refined sugar products and many other ingredients to the industrial, foodservice and hospitality industries, supplying some of the largest brands in the country.
About Wilmar Ingredients:
Wilmar Ingredients is a leading supplier of ingredients in Australia and New Zealand.
Leveraging Wilmar International's global network of manufacturing plants, we supply a range of ingredients for the pharma, food, beverage, personal care, home care, mining, industrial and lubricant markets.
Our comprehensive range of products includes intense sweeteners and sugar polyols made from natural products, glucose, glycerine, esters, fatty acids and natural vitamin E.
Our proactive team works with customers to expand and optimise customer's ingredient portfolio aligned to consumer demands with compelling value propositions. Partner with us for trusted, forward-thinking ingredient solutions that support your business growth.
Why join us?
When you join us, you'll be part of a passionate and inclusive team that values growth, collaboration, and continuous improvement. We offer a supportive work environment where people and performance are genuinely valued. In return, you'll enjoy competitive pay, onsite parking, corporate discounts, recognition and development programs, health and wellbeing initiatives, regular social events, and access to our product library for those passionate bakers at heart.
We are proud to be an equal opportunity employer and welcome applications from people of all backgrounds, identities, and experiences.
Apply now and be part of something sweet!
Business unit Sugar Australia
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