Mission Statement:
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 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.
Job Details
This position requires candidates residing in either Cincinnati or Columbus, OH & surrounding areas.
Leadership and Functional Responsibilities:
Account Strategy & Business Development
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.
Customer Relationship Management
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.
Sales Performance & Execution
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.
Forecasting & Financial Management
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.
Cross-Functional Leadership
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.
Education and Skill Requirements
Required
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.
Preferred
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.
Position Type/Expected Hours of Work/Physical Requirements
Position based remotely and must have the ability to travel up to 30%.
This is a full-time position and may require long hours and may require weekend and nights work per events
While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard reach, stoop kneel to install computer equipment
Specific vision abilities required by this job include close vision requirements due to computer work
Light to moderate lifting is required
Regular, predictable attendance is required; including quarter-driven hours as business demands dictate
Moderate noise (i.e. business office with computers, phone, and printers, light traffic)
Ability to work in a confined area
Ability to sit at a computer terminal for an extended period of time
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Agency Disclaimer:
Black Rifle Coffee Company does not accept unsolicited resumes from staffing agencies, search firms, or third parties. Any resume submitted in the absence of a signed agreement will become the property of Black Rifle Coffee Company, and no fee will be paid. Please do not contact our team regarding recruiting services.
Skills Required
- Reside in Cincinnati or Columbus, OH (or surrounding areas)
- Direct experience selling into Kroger including headquarters and division-level execution
- 5+ years progressive sales or account management experience within the CPG industry
- Bachelor's degree in Business, Marketing, or related field, or equivalent professional experience
- Proven success developing Joint Business Plans (JBPs) and delivering profitable sales growth
- Knowledge and experience with syndicated data platforms (84.51, Circana/IRI, Nielsen, SPINS, 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 (Trade Marketing, Supply Chain, Finance, Demand Planning, Marketing)
- Strong analytical skills with proficiency in Excel and business reporting tools
- Excellent communication, presentation, and relationship management skills
- Ability to travel up to 30%
- Ability to perform physical/office duties (sit at computer extended periods, light to moderate lifting, ability to bend/stoop)
- Experience partnering with broker teams for retail execution
What We Do
Black Rifle Coffee Company is a veteran-owned company serving premium coffee to people who love America. We import high-quality coffee from around the world and roast 5 days a week to ensure the freshest coffee possible. Develop our explosive roast profiles with the same mission focus we learned as military members serving this great country and are committed to supporting veterans, law enforcement, and first responders. The best way to enjoy our freedom-filled coffee is with the Black Rifle Coffee Club. Delivered right to your door.
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