Key Account Manager - Grocery

Black Rifle Coffee Company

13d • $90,000 - $110,000 • Remote

About The Position

The Key Account Manager – Grocery is responsible for driving profitable growth across assigned grocery customers (Albertson's & smaller regional chains), broker partners, and wholesale distributors. This role will lead customer relationships, develop annual business plans, expand distribution, manage trade investments, and deliver net revenue, market share, and gross margin goals. The ideal candidate has direct experience managing Albertsons, working with grocery wholesalers such as UNFI, SpartanNash, C&S, or AWG, and successfully growing CPG brands through both direct and broker-managed accounts.

Requirements

• Minimum 3+ years of sales or key account management experience within Consumer Packaged Goods (CPG), with direct experience managing Albertsons required.
• Proven experience managing broker and wholesaler relationships (e.g., UNFI, SpartanNash, C&S, AWG, KeHE), including driving accountability, negotiating customer agreements, and growing distribution.
• Strong understanding of grocery retail operations, including pricing, trade spending, promotional planning, customer profitability, and Joint Business Planning (JBP).
• Demonstrated ability to analyze sales performance, customer P&Ls, and market trends to develop actionable growth strategies.
• Strong Excel, analytical, presentation, and relationship management skills required.
• Bachelor's degree in Business or a related field, or equivalent combination of education and professional experience.

Responsibilities

• Build trusted relationships with brokers and wholesaler partners by translating BRCC's growth strategy into customer-specific plans.
• Lead line reviews, promotional planning, and distribution initiatives that create mutual business growth.
• Translate annual operating plans into Joint Business Plans (JBPs) that align BRCC and customer objectives.
• Develop multi-year growth strategies focused on expanding distribution, increasing shelf presence, and growing core product categories.
• Manage customer profitability through effective trade spending, promotional investments, pricing, and customer agreements while ensuring financial objectives are achieved.
• Identify risks and performance gaps across assigned accounts, brokers, and wholesalers, and develop actionable plans to improve execution, distribution, and sales performance.
• Collaborate with sales and marketing cross functional partners to provide critical customer input into the business around development of marketing strategies and activity sets.
• Provide leadership with a clear and concise view of the business and roadmap for future growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level