National Accounts Vice President - Kroger

The Wine Group•Cincinnati, OH

About The Position

Lead the strategic planning and execution of national and regional account programs for Kroger. Oversee coordination of TWG and wholesaler resources at local, regional, and national levels to drive business growth. Develop and implement long-term customer strategies, foster cross-functional collaboration, and cultivate strong stakeholder relationships to drive revenue growth and achieve business objectives. The role is based in Cincinnati, Ohio, and reports to the National Sales Manager, National Retail. The Kroger Director reports into this strategic role. The position leads Kroger go-to-market and joint business planning, executive Top-to-Top engagement, and integrated omnichannel growth initiatives. It directs cross-functional planning and sales execution, category management and merchandising, financial and business performance, and the development and motivation of a high-performing team. The role owns Kroger’s annual volume, net revenue, gross profit, distribution, and customer performance objectives.

Requirements

15 or more years of experience in sales or account management.
8 or more years of experience in a senior or leadership role managing large-scale, multi-state retail accounts.
Bachelor’s degree in business administration or a relevant field.
Experience in joint business planning and Top-to-Top meetings with large strategic customers or wholesalers.
Advanced negotiation skills.
Ability to build talent, culture, and capability within a winning team.
Excellent verbal, written, and interpersonal communication skills.
Ability to thrive in an entrepreneurial, fast-paced, dynamic environment.
Highly organized, proactive, and self-directed, with the ability to manage multiple priorities and work independently and collaboratively.
Knowledge of market and industry trends, competitors, and leading customer strategies.
Outstanding analytical skills and experience interpreting results and drawing conclusions to improve results.
Proven ability to build and maintain relationships with senior buyers and key decision-makers at large retail organizations or wholesalers.
Track record of meeting or exceeding revenue and volume targets.
Proficiency with Microsoft Office Suite, Microsoft Copilot or similar AI tools, and Nielsen / IRI / Circana.
Willingness to travel, including overnight stays as needed.
Ability to talk or hear regularly; stand, walk, handle or feel objects, and reach with hands and arms frequently; and travel frequently with overnight stays for account calls and meetings.

Nice To Haves

Experience with Kroger or other large retailers.
Previous people management experience.
MBA.

Responsibilities

Develop and lead Kroger’s short- and long-term customer strategy, including go-to-market plans, joint business planning, and executive Top-to-Top engagement.
Build relationships with Kroger category directors, Alcohol Beverage leaders at the vice president level and above, and wholesaler account leads; influence collaboration on shelf placements, assortments, and promotions.
Lead cross-functional planning with Finance, Supply Chain, FSO, Trade Marketing, COE, and wholesaler partners to align forecasts, customer programming, resources, and execution.
Develop an integrated omnichannel growth strategy across in-store, e-commerce, retail media, loyalty, shopper marketing, and digital activation.
Lead execution of TWG strategic initiatives in alignment with annual operating plans.
Oversee category management with COE and SGWS, including planning, communication, execution, evaluation, and assortment optimization.
Optimize shelf and cold box placements with COE, wholesalers, and Field Sales Organization.
Conduct market surveys and analyze national and regional program execution to identify improvement opportunities.
Use customer, consumer, and competitor data to refine strategies and maximize sales impact.
Own Kroger’s annual volume, net revenue, gross profit, distribution, and customer performance objectives.
Partner with Commercial Finance to evaluate profitability, promotional effectiveness, pricing opportunities, and performance gaps.
Recommend resources and funding based on strategic priorities, financial impact, and expected return.
Attract, lead, develop, and retain a high-performing team; set clear expectations and foster accountability and collaboration.
Inspire and lead teams to meet sales targets, present compelling stories, and drive internal engagement.
Support and model all company procedures and policies.