Key Account Manager, Wholesale

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 is responsible for driving profitable growth across assigned grocery customers, broker partners, and wholesale distributors. This role will lead customer relationships, develop annual business plans, expand distribution, manage trade investments, and deliver net revenue, market share, and gross margin goals.

The ideal candidate has direct experience working with grocery wholesalers such as UNFI, SpartanNash, C&S, or AWG, and successfully growing CPG brands through both direct and broker-managed accounts.

Job Details

Base compensation for this role is $90,000 - $110,000 annually.

Leadership and Functional Responsibilities:

• Customer Development: Build trusted relationships with brokers and wholesaler partners by translating BRCC's growth strategy into customer-specific plans. Lead line reviews, promotional planning, and distribution initiatives that create mutual business growth.

• Vision & Planning: Translate annual operating plans into Joint Business Plans (JBPs) that align BRCC and customer objectives. Develop multi-year growth strategies focused on expanding distribution, increasing shelf presence, and growing core product categories.

• Fiscal Management: Manage customer profitability through effective trade spending, promotional investments, pricing, and customer agreements while ensuring financial objectives are achieved.

• Business Performance: Identify risks and performance gaps across assigned accounts, brokers, and wholesalers, and develop actionable plans to improve execution, distribution, and sales performance.

• 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.

Travel Requirements – 40- 50% travel. Travel includes division visits, wholesaler buying shows, broker meetings, line reviews, customer planning sessions, and at least one major food show annually (some weekend travel may be required as needed).

Education and Skill Requirements

• Minimum 3+ years of sales or key account management experience within Consumer Packaged Goods (CPG) preferred

• Proven experience managing broker and wholesaler relationships (e.g., UNFI, SpartanNash, C&S, AWG, KeHE), including driving accountability, negotiating customer agreements, and growing distribution.

• Strong understanding of grocery retail operations, including pricing, trade spending, promotional planning, customer profitability, and Joint Business Planning (JBP).

• Demonstrated ability to analyze sales performance, customer P&Ls, and market trends to develop actionable growth strategies. Strong Excel, analytical, presentation, and relationship management skills required.

• Bachelor's degree in Business or a related field, or equivalent combination of education and professional experience.

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.

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.