Key Account Manager - Value

Black Rifle Coffee Company

About The Position

We are Black Rifle Coffee Company, a veteran-founded company serving premium, fresh-roasted coffee to people who love America. We have a love for coffee, dogs, the outdoors, America, and most importantly, our customers! We are more than a product and more than a company; we are a culture. A culture full of motivated people who roll up their sleeves and get the job done with integrity, love, innovation, and radical transparency. Join us as we take action on our commitment to provide quality coffee and give back to the veteran and first responder communities and those who support it. Job Summary The Key Account Manager – Value Channel is responsible for driving growth and managing strategic retail partnerships across value-focused accounts including Dollar General, Family Dollar, Save A Lot, and Lidl. This role owns the day-to-day relationships, execution, and long term strategy for assigned accounts while partnering cross functionally to deliver results. The ideal candidate brings experience working with high volume retail accounts, understands the dynamics of the Value Channel, and can balance strategic planning with hands-on execution. This role will focus on expanding distribution, improving in-store performance, and strengthening partnerships that drive sustainable growth.

Requirements

Bachelor’s degree in business or related field preferred.
3–5 years of experience in Key Account Management, Retail Sales, or CPG.
Experience working with value or discount retailers preferred (Dollar General, Family Dollar, Save A Lot, Lidl).
Strong understanding of retail fundamentals including distribution, pricing, and promotion.
Ability to develop a sales narrative and create a professional presentation.
Proficient with Microsoft tools including PowerPoint, Excel and Word.
This role requires the ability to travel and perform the essential physical tasks associated with event execution, such as standing for extended periods, moving materials, and lifting items up to 40 lbs., with or without reasonable accommodation
Proven ability to manage customer relationships and drive revenue growth.
Strong communication and presentation skills with both internal and external stakeholders.
Analytical mindset with ability to translate data into actionable insights.
Highly organized with strong attention to detail and follow through.

Responsibilities

Account Management & Growth Own relationships with key value retail partners and serve as the primary point of contact.
Drive revenue growth through distribution gains, assortment optimization, and promotional execution.
Develop and execute joint business plans aligned to both BRCC and customer objectives.
Identify risks and opportunities within each account and build action plans to address them.
Customer Engagement & Execution Lead regular communication with retail partners to ensure alignment on priorities and performance.
Present business updates, selling stories, and recommendations to customer stakeholders.
Support line reviews, item setups, and promotional planning.
Ensure execution of programs at store level in partnership with internal teams.
Represent BRCC at industry trade shows, customer events, and key account meetings, including participating in event setup and teardown.
Performance Management & Analytics Monitor sales performance, KPIs, and overall account health across assigned customers
Analyze trends in velocity, distribution, pricing, and promotional effectiveness to drive insights
Provide regular reporting and actionable recommendations to internal stakeholders
Support annual planning, forecasting, and account strategy development
Manage deductions, chargebacks, and accounts receivable to ensure financial accuracy
Cross Functional Collaboration Partner cross-functionally (Marketing, Supply Chain, Operations, Finance) to ensure alignment, execution, and accountability against customer needs
Lead forecasting and inventory planning to support demand, incorporating account-specific insights into internal planning cycles
Translate customer expectations into clear internal priorities to drive coordinated execution across teams