B2B Sales Manager

We are looking for a B2B Sales Team Manager to take our Customer Account Management team to the next level.

This is a hands-on leadership role sitting at the heart of our B2B commercial operation: you will be responsible for team performance, portfolio health, structured growth initiatives, and the day-to-day commercial rigour that keeps our hospitality accounts thriving.

Your role is to translate strategy into execution — developing your team, holding them to clear standards, and ensuring every account is managed with the consistency and ambition the Natoora mission demands.

You will report into the Head of B2B Sales and work closely with Operations, Product, and the New Business team to ensure high service standards.

Responsibilities

Lead and develop the team

Line-manage the Customer Account Manager team — setting clear objectives, running structured reviews, and developing each individual into a stronger commercial operator. Build a high-performance culture through honest feedback, proactive coaching, and a genuine investment in each person's growth. Design and deliver cross-selling training so every account manager can speak to the full Natoora range with confidence.

Drive account growth and retention

Oversee the full account portfolio at a cohort level — tracking performance, identifying where commercial intervention is needed, and managing a pipeline for at-risk accounts before issues escalate. Lead the reactivation strategy for low-spending and lapsed accounts, ensuring root cause analysis sits at the heart of every recovery plan. Work with the Head of B2B Sales to implement spend frameworks that protect margin and ensure the team is focused on the right customer mix.

Support new business and onboarding

Ensure new accounts won by the New Business team are handed over smoothly and set up commercially from day one. Hold the team accountable for upsell and cross-sell execution, translating commercial priorities into clear actions at account level. Contribute to prospect targeting where account management insight adds value.

Own the commercial detail

Maintain rigorous pipeline visibility across the team — using data to forecast accurately, spot risks early, and reallocate focus where it matters most. Provide regular reporting to the Head of B2B Sales on portfolio performance, identifying trends and making data-led recommendations. Feed insight from the field back into the business — customer trends, competitor intelligence, and product feedback to inform commercial and buying decisions.

ABOUT YOU

• Proven experience managing a B2B account management or sales team — developing individuals and holding them to clear commercial standards
• Strong track record in account growth and retention within food, hospitality, or premium FMCG
• Commercially sharp: comfortable with deal economics, spend analysis, margin frameworks, and pricing conversations
• Skilled at pipeline management and performance reporting — able to run a team through data
• A genuine people developer — you invest in others and know how to bring out the best in experienced operators
• Calm under pressure and solutions-oriented — when things get complex, you keep the relationship and find the way through
• A genuine passion for food, provenance, and the restaurants we supply — you care about this, not just commercially
• Knowledge of the premium hospitality or food supply sector and its dynamics is a plus

What success looks like

First 6 months: the team is clear on expectations, performance conversations are structured and consistent, and the portfolio is stable and growing. Lapsed and low-spending accounts have a clear reactivation plan in motion.

6 to 24 months: the Customer Account Manager team is performing at a measurably higher level, the portfolio is growing profitably, and the B2B channel is a recognised engine of commercial growth — with a team culture that reflects the best of what Natoora stands for.

PERKS

• Daily lunch made with the same seasonal produce we supply to chefs
• Natoora produce at a significant discount
• Your birthday off (once you’ve hit the 6-month mark )
• Kitchen stocked from our own growers and producers - including Estate Dairy milk and butter, jam from England Preserves, as well as coffee from our Spa Terminus neighbours Monmouth

Our vision for a better food system is built on real human relationships and a diversity of experience, perspective and ideas. We are committed to equality of opportunity and welcome applications from individuals, regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion and/or belief.

When applying to a job, the personal data contained in your application will be collected by Natoora, which is located at Unit 6 Discovery Business Park St James's Road, London SE16 4RA and can be contacted by emailing hello@natoora.com. Your personal data will be processed for the purposes of managing recruitment related activities. Under the GDPR, you have the right to request access to your personal data, to request that your personal data be rectified or erased, and to request that processing of your personal data be restricted.

Email your CV to alba.rodriguez@natoora.com and tell us why you want to join the team.