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National Account Manager - Kroger


Job Title:  National Account Manager– Kroger  

Reports to: Director of Sales – Midwest Region

Number of Direct Reports: 0

Key Internal Partners: Category Development, Marketing, Trade Marketing, Demand Planning, Logistics, Customer Service, Finance, and HR

Key External Partners: Customers, 3rd Party Broker Partners, and Industry Associations

Location: Cincinnati, OH

Job Summary:

The National Account Manager- Kroger partners with the Director of Sales- Midwest to drive growth at Kroger General Office and all Kroger banners.  They are primarily responsible for building quality relationships with their customers, brokers, and internal cross-functional teams to drive growth. He/She is responsible for identifying and developing strategic opportunities for Materne brands.  They ensure that plans align with the strategic direction and financial objectives of the company to attain market leadership and drive long term growth.   

Successful candidates will have a background managing complex negotiations, leading joint business planning in collaboration with retailers, and will have a background in national account sales.  Candidates must have strong presentation skills and demonstrate an ability to balance multiple priorities.

Job Responsibilities & Tasks:

  • Expand existing Kroger business
    • Manage the account, leveraging new and existing contacts and relationships
    • Utilize the full extent of company resources to obtain distribution and continued customer satisfaction
    • Conduct key customer presentations
    • Develop sales presentations and related materials in conjunction with marketing and present to brokers and retailer
    • Attend trade shows, distributor shows and retailer functions
    • Monitor and provide timely reports of distribution, retail pricing, and competition
  • Manage partnership with broker representatives
    • Leverage brand sales and distribution in the U.S.
    • Implement, manage, and measure promotional strategy and spending w/retailers and brokers
    • Develop retail priorities that provide clear direction for the broker retail team to drive results
  • Partner with cross-functional teams to include: Category Development, Marketing, Trade Marketing, Demand Planning, Logistics, Customer Service, Finance, and HR
    • Communicate in a timely and effective manner with internal team members
    • Manage and report competitive activity to include pricing, promotions, and new products
    • Utilize syndicated and other data sources to help manage the business
  • Category Management
    • Work to implement Category Management best practices with designated Brokers/Distributors/Retail accounts
    • Utilize data (syndicated, internal, customer) to build external sales, recommend SKU rationalization, and identify trends
    •  Work with Sales Director/Marketing to develop specific planograms
  • Financial and Administration
    • Work with the Sales Director to achieve budgeted sales, profit, and distribution objectives
    • Support Sale Director in annual budget planning process
    • Manage assigned financial budgets
  • All other duties as assigned

Key Performance Indicators (KPI):

  • Top line sales delivery
  • Trade spend budget management
  • Distribution and display goals
  • New business development
  • Existing business growth

Position Requirements:


  • Bachelor’s degree in Sales, Marketing, Business or related area
  • MBA a plus


  • Minimum of 5 years’ successful CPG sales experience
  • Minimum 2 years Kroger experience
  • Strong analytic skill set that includes expertise in Market 6 and 84.51 Shop
  • Food sales preferred
  • Broker management experience


  • A passionate sales professional with the ability to add value to the call, and ultimately close the sale
  • Hgh level of integrity and models excellence
  • Proven analytical skills
  • Exceptional presentation skills
  • Entrepreneurial spirit and exhibits a high level of enthusiasm for the business and its growth
  • Self-starter who can thrive without extensive supervision
  • Proven track record of success in meeting goals, exceeding sales plans and landing and developing new retail clients
  • Strong attention to detail, operate effortlessly in a highly dynamic environment and leverage maturity and business acumen to make decisions
  • Strong communicator – written and verbally – and build relationships quickly and easily


  • Must be able to work a minimum of 8 hours per day
  • Willing to Travel 35%+
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