Commercial Account Manager

IPS (Part of the Culina Group) works with some of the best known brands and provides cost effective and innovative co-packing, co-filling and co-manufacturing solutions within the UK.

At Culina we have a winning culture, we believe that our culture is one of the reasons our company continues to thrive… A place where you're valued, challenged, and inspired!

We are seeking a commercially driven and customer-focused Account Manager to manage and grow a portfolio of key retailer and branded customer relationships. This role will have primary ownership of the Home Baking category campaign, a strategically important initiative requiring close, hands-on management, alongside a broader portfolio of customer accounts across additional product categories.

Account Management & Growth

• Manage and develop key customer relationships, ensuring a consistently high standard of account management across all categories.
• Develop and execute structured account plans to drive organic growth and identify new commercial opportunities.
• Build strong strategic partnerships by gaining a deep understanding of customer category strategies, commercial drivers and long-term objectives.
• Proactively identify and deliver growth opportunities through range expansion, new product development (NPD) and improved commercial structures.
• Act as a key commercial contact for inbound enquiries, presenting the company proposition effectively and converting opportunities into viable contracts.
• Analyse customer performance, identify trends and translate insights into clear, commercially viable proposals.
• Deliver high-quality, insight-led customer presentations that clearly articulate opportunities and recommendations.
• Lead commercial negotiations, including pricing and contract discussions, ensuring outcomes align with growth and margin targets.
• Play a key role in enhancing account management capability by embedding structured, commercially focused approaches.
• Contribute to the development of account management tools, frameworks and governance processes for wider business rollout.
• Support longer-term commercial strategy alongside senior stakeholders, including the Head of Business Development.
• Maintain a highly customer-centric approach, ensuring exceptional service delivery and long-term relationship development.
• Collaborate across the wider commercial network, sharing best practice and contributing to group-wide initiatives.

Commercial Ownership

• Own and manage customer P&L performance, ensuring delivery against agreed commercial targets.
• Develop costings in collaboration with operations and site leadership teams.
• Take ownership of pricing submissions, ensuring accuracy, competitiveness and margin achievement.
• Agree volumes and commercial terms with customers, balancing growth ambitions with operational capability.

Campaign & Category Delivery

• Lead the delivery of key campaigns, including analysis of financial and operational performance and implementation of continuous improvements.
• Deliver year-on-year revenue growth of managed accounts (targeting a minimum of 10%) while maintaining profitable EBIT levels.
• Identify and develop new business opportunities aligned with the organisation’s strengths.
• Act as a role model, demonstrating company values and behaviours at all times.
• Build strong internal relationships with Business Development Managers and Site Leads across the group.

• Proven experience in account management within FMCG, co-pack, food manufacturing or a similar environment.
• Experience managing retailer and/or branded customer relationships.
• Demonstrable success in building strategic partnerships and delivering sustained account growth.
• Strong commercial acumen, with experience managing P&L, pricing strategies and cost structures.
• Proven ability to negotiate pricing, secure contracts and convert opportunities into revenue-generating accounts.
• Experience developing structured account plans and executing growth strategies.
• Strong project management capability, with the ability to manage multiple workstreams effectively.
• Excellent analytical skills, with the ability to interpret data and translate insights into commercial actions.
• Strong customer focus, with a commitment to delivering high service standards and building trust.
• Knowledge of the food industry is desirable.

Core Competencies

• Excellent organisational skills with the ability to prioritise workload and meet deadlines.
• Strong customer service and relationship management skills.
• Knowledge of project management and risk management principles.
• Strong PowerPoint and presentation skills.
• Awareness of industry regulations, trends and market dynamics.

As part of our drive to make IPS a great place to work. We are proud to be an inclusive and diverse organisation where we are committed to employee development and recognising success for hard working performers.

Our dedicated learning and development programmes are open to every employee to give you the opportunity to shape your own future within logistics and continue to work in an environment where team culture thrives.

Our People are the driving force behind our success, which is why we offer a wide range of benefits which include:

• Annual Leave – Competitive holiday entitlement of 25 days plus the normal bank holidays
• Company Bonus – We do our best work to succeed together. When we achieve our goals you'll be rewarded through our bonus scheme
• Pension scheme – we want colleagues to enjoy a comfortable retirement so we offer a great contribution of 4% employee and 4% employer
• Life Assurance -  4 x your annual salary
• Wellness – Via our Employee Assistance Programme we offer immediate access to a confidential telephone counselling and legal information service that operates 24 hours a days, 365 days a year
• Eye Care Vouchers – We can provide you with substantial savings with free eye tests and discounts on prescription glasses
• Reward & Recognition – We recognise that employees have gone the extra mile via Employee of the month and year, special recognition and long service awards.
• Everyday discounts - via our benefit platform you will have access to over 50 retailer discounts for everyday savings!

If you meet the requirements for the above role and are looking for your next career opportunity please apply now and become a part of our #WinningTeam