National Account Manager - Kroger

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.
  
  

Required

Education and Skill 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.
  
  

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.