National Account Manager - Kroger

Black Rifle Coffee Company•Remote OH, OH

2d•Remote

About The Position

The National Account Manager – Kroger is responsible for developing and executing the strategic business plan for Black Rifle Coffee Company's Kroger business. This role will drive profitable sales growth, distribution expansion, merchandising execution, and market share across Kroger while serving as the primary relationship owner for key customer stakeholders. Working cross-functionally with Category Management, Trade Marketing, Supply Chain, Finance, Demand Planning, and Marketing, this individual will develop and execute Joint Business Plans that support both BRCC's strategic objectives and Kroger's category growth initiatives. Success in this role requires strong customer relationships, analytical thinking, commercial acumen, and the ability to thrive in a fast-paced, entrepreneurial environment.

Requirements

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.

Nice To Haves

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.

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.