Key Account Manager (National) - Energy Systems - Grocery/Retail

(National) Key Account Manager – Grocery/Retail & Energy SystemsRole PurposeThe National Key Account Manager is responsible for securing national specification, framework inclusion, and repeat programme work with the UK’s leading grocery retailers by promoting integrated low-carbon heating, cooling, refrigeration, and energy systems.The role focuses on upstream specification and estate-level engagement, working with retailer central teams, consultants, and delivery partners to embed solutions across new stores, refurbishments, and decarbonisation programmes.Target AccountsMorrisons | Waitrose | Tesco | Sainsbury | Lidl | Aldi | Co-Op | Distribution Centres.Key ResponsibilitiesNational Retailer Account Management• Develop and manage strategic relationships with national grocery retailers at head-office and central engineering level• Engage with estates, energy, sustainability, engineering, and capital delivery teams• Secure framework approvals, preferred supplier status, and standard specification inclusionSpecification & Programme Influence• Drive early-stage specification of integrated energy systems on new builds, refurbishments, and net zero programmes• Influence technical standards, employer’s requirements, and estate-wide design guides• Position solutions as scalable, repeatable, and compliant across large retail estatesProduct & Solution FocusIntegrated low-carbon energy centres | Commercial heat pump systemsRefrigeration heat recovery | Heating, cooling, and hot water plantPackaged and modular plant solutions | Controls, monitoring, energy optimisation systemsWhole-system design, manufacture, and deliveryConsultant & Delivery Partner Engagement• Work closely with building services consultants and retail framework contractors• Protect specifications through the project lifecycle from design to delivery• Support technical approvals and design developmentCommercial & Framework Management• Support national commercial negotiations and framework agreements• Contribute to programme pricing, business cases, and investment justification• Balance competitiveness with long-term margin and delivery capabilityInternal Collaboration• Work with engineering, manufacturing, delivery, and commercial teams• Act as the voice of the retailer internally to influence solution developmentMarket Insight & Reporting• Track retailer decarbonisation strategies and competitor technologies• Provide insight to senior leadership on market trends and opportunities• Maintain accurate CRM records, account plans, and long-term forecastsPerson SpecificationExperience• Proven experience selling technical or energy solutions into UK grocery retail• Track record of national account management or framework sales• Experience influencing specifications or estate-wide programmes• Background in HVAC, refrigeration, energy systems, or building servicesSkills & Competencies• Strategic account planning and relationship management• High technical credibility with non-sales stakeholders• Strong commercial and negotiation skills• Ability to engage technical, sustainability, and commercial audiences• Highly organised with strong programme and pipeline discipline

Created: 2026-01-18