Key Account Manager, Grocery

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 Key Account Manager, Grocery - (RTD, Energy, & Packaged Coffee) is responsible for establishing and delivering step-change physical availability, net revenue and market share growth in Grocery Retailers (e.g. Kroger, Albertsons, HEB, Meijer, Publix, Food Lion, etc), by building relationships with key Retail Partner stakeholders and internal cross functional partners. Accountabilities include driving profitable business expansion via net revenue, gross margin, market share, merchandising and distribution targets In line with budget expectations.

Job Details

Leadership and Functional Responsibilities:

• Performance Delivery: Establishing, building and executing annual plans for each respective account to ensure delivery of Net Revenue Growth, Distribution and Market Share objectives.

• Customer Development: Translating BRCC opportunity into Grocery Account specific category growth plans, leveraging the retailer’s strategy.  Managing top to top relationships with all responsible accounts, which deliver customer satisfaction, and foster an environment to achieve mutual business plans and growth objectives enabling BRCC to be a trusted growth partner.

• Vision & Planning: Convert Annual Internal Plans into a Joint Business Plans with desired partners, motivating Account Partners to support execution and delivery against business targets.  Create a multi-year vision for future growth.

• Demand Planning: Assist with the development of forecast for respective Accounts, and provide input into new product concepts, new product launch forecasts, ongoing replenishment forecasts, competitive landscape, and overall brand plans. 

• Fiscal Management: Ability to track trade spending across assigned customers.

• Gap Closing: Proactively Identify “gaps” in plan and product offering providing solutions to close gaps in a timely manner.

• Cross Functional Leadership: Collaborating with sales and marketing cross functional partners to provide critical customer input into the business around development of marketing strategies and activity sets.  Provide leadership with a clear and concise view of the business and roadmap for future growth.

• Contributing to a High Performing Team: Productively influence cross functionally.  Create and implement new and/or innovative ways to sell merchandise and market our products and thrive in a fast-paced environment with a great deal of freedom and a high sense of responsibility. Exhibiting BRCC Core Values is a must.

Education and Skill Requirements

Minimum 3-5 years of increasing sales responsibility with specific sales experience in the Grocery Channel within the Consumer Products industry

• A proven track record of building and accelerating successful businesses in Grocery customers directly or through a Broker Partner

• A strong understanding of a customer P&L and the levers available to improve financial performance for BRCC

• Solid knowledge of Specialty Wholesalers (e.g. KeHE, UNFI, etc.) & Direct Store Delivery (DSD) route to market

• Ability to develop internal plans (AOP) and External Plans (JBP) that deliver on BRCC and Customer objectives

• Strong presentation skills, with the proven ability to build consensus among diverse stakeholders

• Exceptional communication skills, both written and verbal

• Strong computer and analytical skills; mid-level excel skills required

• Experience negotiating and executing customer agreements required

• Strong interpersonal skills, with the intuitive ability to work effectively with various personality types

• Bachelor’s degree in business or a related field, or 6 years of equivalent professional experience in lieu of a degree.

Supervisory Responsibility

Position Type/Expected Hours of Work/Physical Requirements

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

• Ability to uphold the stress of traveling

• 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.