National Account Manager - FMCG, Mass & Major Accounts for Board game and Collectables

Job Summary

VR Distribution is Australia’s leading distributor of board games, accessories, toys, collectibles and licensed products. We offer thousands of unique products for the toy and hobby gaming industry

The National Account Manager is responsible for overseeing and developing strategic relationships with major and mass retail, FMCG and wholesale accounts in the board game sector. This role drives revenue growth, profit, product distribution, and promotional effectiveness by managing key accounts at a national level, ensuring the achievement of sales targets, and optimizing business performance through data-driven decision-making and collaborative planning.

What does this role Involve

• Develop and implement tailored business plans for major accounts, focusing on revenue, growth, product presentation and distribution, pricing, and promotion.
• Build and nurture strong, long-term relationships with key buyers, category managers, and stakeholders at major accounts, acting as the primary point of contact for all board game product lines
• Negotiate pricing, promotional terms, and joint business plans to ensure mutual success and maximize both revenue and brand presence
• Drive and execute account strategy, including annual business and target plans and range reviews.
• Analyze sales data, market trends, and category performance to identify opportunities, risks, and deliver actionable insights for business growth.
• Collaborate cross-functionally with management, marketing, warehouse and logistic, and buying teams to ensure the timely and effective launch delivery and promotion of new and existing board game titles
• Manage and monitor sales forecasts, trade spend, promotional programs, and customer claims, ensuring accurate reporting and budget compliance.
• Identify and develop new business opportunities within existing and prospective accounts, expanding the reach of the board game portfolio.
• Represent the company at trade shows, industry events, and customer meetings, delivering compelling presentations and proposals tailored to the board games market
• Stay abreast of industry trends, consumer preferences, and emerging channels in the tabletop gaming space to inform account strategies and product recommendations.

What are we looking for

• Demonstrated experience (3-5 years+) in national account management, preferably within the FMCG, toys, or board games industry.
• Strong analytical skills, with the ability to interpret sales and market data relevant to board games.
• Demonstrated success in negotiating and delivering commercial outcomes with major accounts.
• Excellent communication, interpersonal, and relationship-building skills.
• Proficiency with Microsoft Office (Excel, PowerPoint, Word), CRM and sales analytics tools; experience within retail and distribution channels specific to board games is not essential but a plus.
• Ability to manage multiple priorities in a fast-paced environment, with a proactive and results-driven approach.

Why join us

• Friendly and supportive culture
• On the job training provided
• Access to Employee Assistance Program
• Salary $80,000 per year + commission