Note: The job is a remote job and is open to candidates in USA. Black Rifle Coffee Company is a veteran-founded company serving premium coffee to customers who love America. The National Account Manager – Kroger is responsible for developing strategic business plans for Kroger, driving sales growth, and managing key customer relationships to ensure successful business execution.
Responsibilities
- Own the Kroger business and develop annual and long-term strategic growth plans aligned with BRCC objectives
- Develop and execute Joint Business Plans (JBPs) that drive profitable growth, distribution gains, merchandising opportunities, and market share expansion
- Identify opportunities to grow assortment, shelf placement, promotions, and new product distribution
- Build BRCC's position as a trusted category growth partner within Kroger
- Develop and maintain strong relationships with Kroger buyers, category managers, merchandising teams, and key decision-makers
- Lead customer meetings, business reviews, line reviews, and annual planning discussions
- Influence customer strategies through data-driven insights, category trends, and consumer recommendations
- Serve as the primary point of contact for all Kroger-related business activities
- Deliver annual revenue, gross margin, distribution, and market share objectives
- Monitor business performance and proactively identify risks and opportunities
- Develop action plans to close performance gaps and accelerate growth
- Partner with broker teams to ensure best-in-class retail execution
- Partner with Demand Planning to develop accurate sales forecasts and inventory plans
- Monitor customer forecasts and replenishment trends to support product availability
- Manage trade spending and promotional investments to maximize ROI
- Analyze customer P&Ls and identify opportunities to improve profitability
- Collaborate with Trade Marketing, Category Management, Marketing, Supply Chain, Finance, Product, and Customer Service to execute customer initiatives
- Provide customer insights that influence product innovation, promotional planning, and go-to-market strategies
- Communicate business performance, customer feedback, and growth opportunities to leadership
Skills
- Direct experience selling into Kroger, including headquarters and division-level execution
- 5+ years of progressive sales or account management experience within the Consumer Packaged Goods (CPG) industry
- Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience
- Proven success developing Joint Business Plans (JBPs) and delivering profitable sales growth
- Knowledge of syndicated data platforms (84.51, Circana/IRI, Nielsen, SPINS, or Numerator)
- Experience negotiating customer agreements, promotions, and annual business plans
- Strong understanding of customer P&Ls, trade spending, and financial management
- Experience collaborating with cross-functional teams in a fast-paced environment
- Strong analytical skills with proficiency in Excel and business reporting tools
- Excellent communication, presentation, and relationship management skills
- Experience within coffee, beverage, food, or other CPG categories
- Experience working with broker partners
- Familiarity with specialty wholesalers such as KeHE and UNFI
- Experience supporting omnichannel retail strategies
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