Account Manager

Purpose of the Role 

The Account Manager is responsible for driving sales growth across an assigned territory by building strong relationships with retail partners, delivering effective in-store execution, and enhancing product knowledge at store level. 

The role focuses on regular store visits aligned to a structured call cycle, optimising merchandising and product positioning, and training retail sales teams to increase sell-through of TEMPUR products. 

Key Responsibilities: 

2.1 Customer Relationship Management 

• Develop and maintain strong, professional relationships with retail store owners, managers, and Retail Sales Assistants (RSA’s) 

• Act as the primary point of contact for assigned customer accounts 

• Understand each customer’s business, sales drivers, and growth opportunities 

2.2 Territory & Call Cycle Management 

• Develop and manage an effective call cycle across the allocated territory 

• Conduct regular and structured store visits to maximise coverage and impact 

• Prioritise high-value and growth accounts while maintaining service levels across all customers 

• Ensure the Call Cycle is accurately reflected in Outlook Calendar 

2.3 Sales Growth & Account Development 

• Identify and implement opportunities to grow sales within each store 

• Grow product representation in store (slots), range adoption, TEMPUR share of store business  

• Partner with customers to support category growth and improved sales performance 

• Conduct quarterly business review with key retail partners 

2.4 In-Store Execution, Merchandising & Product Positioning 

• Conduct regular store visit audits to ensure each store meets TEMPUR standards in relation to POS, signage & branding, ranging per retailer strategy etc.  

• Optimise in-store displays to maximise product visibility and conversion 

• Ensure correct product placement in line with brand standards and commercial priorities 

• Influence floor positioning and competitive placement within stores 

2.5 Product Training & Retail Education 

• Develop a structured training plan aimed at delivering engaging and informative training modules to Retail Sales Assistants (RSA’s) 

• Plan and deliver regular out of hours training sessions 

• Ensure training educates teams on product features, benefits, and key differentiators of TEMPUR products 

• Build retailer capability to confidently sell and recommend products to end consumers 

2.6 Promotional Execution & Retail Activation 

• Support the execution of promotions, campaigns, and product launches in-store 

• Ensure retailers are prepared to maximise promotional outcomes 

• Reinforce key sales messaging during campaign periods 

• Implement engagement initiatives to build advocacy with Retails Sales Assistants (RSA’s) 

2.7 Events & Industry Engagement 

• Represent the company at trade events, including Home Shows and exhibitions 

• Attend and support retailer conferences and industry events 

2.8 Reporting & Administration 

• Maintain accurate records of store visits, activities, and outcomes in CRM 

• Provide timely and accurate reporting on sales activities and opportunities in CRM 

• Support forecasting and planning processes through relevant field insights 

2.9 Market & Competitor Insights 

• Monitor and report on competitor activity, pricing, and in-store presence 

• Provide feedback on customer trends and shopper behaviour 

• Share insights to support sales, product, and marketing strategies 

2.10 Stakeholder Collaboration 

• Work closely with the Field Sales Manager, National Account Manager and Customer Service 

• Ensure alignment between field activities and broader commercial strategies