National Account Manager - Kroger

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.