Key Account Manager

About the role

We are Black Rifle Coffee Company, a veteran-founded company serving premium, fresh-roasted coffee to people who love America. 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.

The Key Account Manager – Grocery is responsible for driving profitable growth across a portfolio of regional grocery customers, including H-E-B, Meijer, Hy-Vee, Schnucks, Brookshire Brothers, and Rouses Markets. This role will directly own retailer relationships, annual business planning, distribution growth, trade investments, and overall account performance to deliver net revenue, market share, and gross margin objectives.

Responsibilities

• Customer Development: Directly own and develop retailer relationships across assigned accounts. Serve as the primary BRCC contact for buyers and key customer stakeholders, leading line reviews, negotiations, promotional planning, new item sell-in, and distribution initiatives.
• Vision & Planning: Translate annual operating plans into customer-specific Joint Business Plans (JBPs) and growth strategies focused on revenue, distribution, assortment, shelf presence, and market share.
• Fiscal Management: Own customer P&Ls and manage trade spending, pricing, promotional investments, deductions, and customer agreements to drive profitable growth.
• Business Performance: Analyze sales, velocity, distribution, promotional performance, and customer profitability to identify opportunities and proactively address performance gaps across the portfolio.
• Cross-Functional Leadership: Partner closely with Sales, Trade Marketing, Supply Chain, Finance, and Marketing to support forecasting, retail execution, customer initiatives, and long-term account growth.

Travel Requirements

25–30% travel to support retailer meetings, line reviews, customer planning sessions, market visits, and other business needs. Some weekend travel may be required.

Requirements

• Minimum 3+ years of sales or key account management experience within CPG, with direct grocery retail experience strongly preferred.
• Direct experience working with H-E-B or Meijer corporate teams required, including buyer relationships, line reviews, annual planning, promotions, and distribution growth.
• Demonstrated experience directly owning retailer relationships and a multi-account book of business, including revenue and customer P&L responsibility.
• Strong understanding of grocery retail economics, including trade spending, pricing, promotional planning, forecasting, customer profitability, and Joint Business Planning.
• Strong analytical, negotiation, presentation, and relationship-management skills with the ability to independently analyze account performance and translate insights into customer growth strategies.
• Bachelor’s degree in Business or a related field, or equivalent combination of education and professional experience.

Position Type / Physical Requirements

• Full-time position; may require long hours and weekend or evening work depending on events.
• Regularly required to stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard.
• Specific vision abilities include close vision requirements due to computer work.
• Light to moderate lifting is required.
• Ability to handle the stress of traveling.
• Regular, predictable attendance is required, including quarter-driven hours as business demands dictate.
• Moderate noise environment (e.g., business office with computers, phone, and printers, light traffic).
• Ability to work in a confined area and sit at a computer terminal for an extended period of time.