National Account Manager - Kroger

About Black Rifle Coffee Company

Black Rifle Coffee Company, founded by veterans, is passionate about delivering top-tier, freshly roasted coffee to those who cherish America. The company thrives on a culture fueled by dedication, integrity, innovation, and transparency, with strong commitments to veterans and first responders.

Job Overview

The National Account Manager for Kroger leads the strategic planning and execution of the Black Rifle Coffee Company's business with Kroger. Key responsibilities include driving sales growth, expanding distribution, merchandising, managing customer relationships, and overseeing market share enhancement across the Kroger account.

Key Responsibilities

• Lead the Kroger business with yearly and long-term strategic growth plans aligned with company goals.
• Create and implement Joint Business Plans to increase profitability, distribution, merchandising, and market share.
• Discover opportunities for assortment expansion, shelf placement improvements, promotions, and product distribution.
• Establish Black Rifle Coffee Company as a trusted growth partner within Kroger.
• Maintain strong connections with Kroger’s buyers, category managers, merchandisers, and decision-makers.
• Conduct meetings, business reviews, and planning sessions with customers.
• Use data-driven insights and market trends to influence customer strategies.
• Manage sales performance to meet revenue, gross margin, distribution, and market share targets.
• Identify business risks and opportunities and develop plans to address them.
• Collaborate with broker teams to ensure outstanding retail execution.
• Work with Demand Planning to provide accurate sales forecasts and inventory management.
• Oversee trade spending and promotional budgets for maximum return.
• Analyze customer profitability and recommend improvements.
• Partner with cross-functional teams including Trade Marketing, Category Management, Supply Chain, Finance, Marketing, Product, and Customer Service to deliver customer initiatives.
• Communicate business outcomes, feedback, and growth prospects to leadership.

Qualifications and Skills

• Extensive experience selling to Kroger at headquarters and division levels.
• Over five years of progressive sales or account management in the Consumer Packaged Goods industry.
• Degree in Business, Marketing, or a related area, or equivalent experience.
• Successful track record of creating Joint Business Plans and growing profitable sales.
• Familiar with syndicated data tools such as 84.51, Circana/IRI, Nielsen, SPINS, or Numerator.
• Negotiation expertise in customer agreements and promotional plans.
• Strong financial acumen including understanding customer P&Ls and trade spending.
• Experience working in fast-paced environments and collaborating across functions.
• High proficiency in Microsoft Excel and business analytics tools.
• Excellent communication, presentation, and relationship management capabilities.

Preferred Experience

• Background in coffee, beverage, food, or other CPG categories.
• Experience partnering with brokers.
• Knowledge of specialty wholesalers like KeHE and UNFI.
• Familiarity with omnichannel retail strategies.

Work Conditions and Additional Details

• This is a full-time remote position requiring residents near Cincinnati or Columbus, OH, with up to 30% travel.
• Position may include extended hours, nights, and weekend work for events.
• The role demands physical activities such as standing, sitting, talking, hearing, operating computers, reaching, stooping, and occasional light to moderate lifting.
• Regular attendance is required, particularly during key business periods.
• Work environment includes moderate noise typical of an office setting.
• Ability to work in confined spaces and extended computer use is necessary.
• Duties may change over time as business needs evolve.

Additional Information

The company does not accept unsolicited resumes from staffing agencies or third parties without prior agreements. Submitted resumes under such circumstances become company property without fees paid.