Key Account Manager - Grocery

About Black Rifle Coffee Company

Black Rifle Coffee Company is a veteran-founded brand dedicated to delivering premium, freshly roasted coffee to those who celebrate American values. We are passionate about coffee, dogs, the outdoors, America, and most importantly, our customers. Beyond just a product, we embody a culture grounded in integrity, innovation, and transparency, fueled by motivated individuals committed to making a difference and supporting veteran and first responder communities.

Job Overview

The Key Account Manager for Grocery will focus on growing profitable sales with assigned grocery customers such as Albertsons and smaller regional chains, along with broker partners and wholesale distributors. This role includes leading customer relationships, crafting annual business plans, expanding product distribution, managing trade spending, and achieving targets for revenue, market share, and gross margin.

Key Responsibilities

• Develop trusted partnerships with brokers and wholesalers by aligning Black Rifle Coffee Company's strategic goals with customer-specific plans; lead activities such as line reviews, promotional planning, and initiatives to boost mutual business growth.
• Create and implement joint business plans reflecting annual operating plans and customer objectives, focusing on multi-year growth strategies to increase distribution and shelf presence across core products.
• Oversee customer financial performance through managing trade investments, promotions, pricing strategies, and agreements to meet profit goals.
• Identify risks and performance issues among assigned accounts, brokers, and wholesalers; develop actionable solutions to enhance execution, distribution, and sales.
• Collaborate with sales and marketing teams to provide key customer insights that inform marketing strategies and activities, while delivering clear business outlooks to leadership.
• Travel frequently, approximately 50%, including attending customer meetings at Albertsons, wholesaler buying shows, broker meetings, line reviews, planning sessions, and major food industry events, occasionally requiring weekend travel.

Qualifications and Skills

• At least three years of sales or key account management experience in the Consumer Packaged Goods sector, specifically with direct experience managing Albertsons accounts.
• Proven track record managing relationships with brokers and wholesalers such as UNFI, SpartanNash, C&S, AWG, or KeHE, including accountability enforcement, contract negotiation, and distribution growth.
• Comprehensive knowledge of grocery retail operations encompassing pricing, trade spending, promotional planning, profitability analysis, and joint business planning.
• Strong analytical capabilities to review sales data, customer financials, and market trends, enabling development of actionable growth strategies; proficient in Excel, presentations, and relationship management.
• Bachelor's degree in Business or a related field, or equivalent combination of education and experience.

Work Environment & Physical Requirements

• This full-time position may involve extended hours and occasional weekend or evening work to support events.
• Job duties require standing, sitting, talking, hearing, finger dexterity for computer and phone use, and occasional stooping or kneeling for equipment installation.
• Close vision is important for computer-related tasks; light to moderate lifting is necessary.
• Capacity to manage travel-related stress and maintain consistent attendance, particularly during busy business cycles.
• Work environment consists of typical office noise levels and may involve working in confined spaces with extended computer use.

Additional Information

The job description is subject to change at any time without prior notice and is intended to present a general overview of responsibilities, not an exhaustive list.

Compensation Details

The base salary for this role ranges from $90,000 to $110,000 annually. Actual pay will depend on relevant experience, qualifications, internal equity, location, and business needs. The stated range excludes bonuses, benefits, or other forms of compensation. This range may be revised based on market or business changes.

Agency Policy

Black Rifle Coffee Company does not accept unsolicited resumes from staffing agencies or third parties without a signed agreement; such submissions become company property with no fees paid.