Position: Director, KrogerField position: Based in Cincinnati, OH
People Management Responsibilities: Yes
Role Type: Full-Time
POSITION OVERVIEWReporting to the Sr. Director, Large Format National Accounts, the Director, Kroger is the
senior customer leader responsible for the full Kroger relationship and commercial
performance across the Celsius Holdings portfolio, including Celsius, Alani Nu, and
Rockstar. This role owns the customer strategy, annual operating plan, joint business
plan, customer negotiations, and execution agenda required to grow the portfolio and
deliver company objectives at Kroger.
The Director will translate enterprise and brand priorities into an integrated Kroger plan
spanning sales, pricing, promotion, assortment, distribution, space, innovation, retail
media, supply, and field execution. The role will lead the customer team, manage senior
retailer relationships, and connect internal stakeholders and field partners to ensure
plans are executed with urgency and accountability.
This position requires a customer-first leader with strong commercial judgment,
analytical capability, retailer fluency, and the ability to operate at both a strategic and
tactical level in a complex, matrixed organization.
Requirements- Lead, coach, and develop the Kroger customer team and cross-functional partners
to deliver commercial results, strong retailer relationships, and consistent
execution across the portfolio. - Set clear priorities, operating rhythms, and accountability across the team; support
performance management, capability building, and succession planning as the
organization evolves. - Foster collaboration across Sales, Finance, Marketing, Category Management,
Supply Chain, Revenue Growth Management, Field Sales, and Operations, while
keeping senior leadership aligned on priorities, risks, and decisions. - Own the full Kroger portfolio strategy for Celsius, Alani Nu, and Rockstar, including
customer priorities, brand roles, channel opportunities, retailer needs, and the
balance between growth, profitability, and execution capacity. - Build and lead Kroger joint business plans and annual operating plans, including
category and portfolio objectives, volume and dollar forecasts, investment
strategy, pricing and promotion architecture, assortment and space plans,
innovation, retail media, and field execution standards. - Lead strategic engagements with Kroger buying teams and senior retail leaders;
negotiate customer plans and commercial agreements; and ensure commitments
are translated into clear internal action plans with owners, timing, and measurable
outcomes. - Own the Kroger business operating rhythm, including customer scorecards,
business reviews, item and distribution tracking, promotional performance,
execution follow-up, and escalation of issues that threaten the plan. - Use Kroger retailer systems and reporting tools, internal sales systems, Power BI,
Circana/IRI, Excel, and other available data sources to manage item setup,
distribution, pricing, promotion, inventory, sales, and execution performance. - Partner with the Kroger DSD network, distribution leadership, and field sales
organization to improve in-stock performance, address execution gaps, manage
launches and resets, and identify incremental growth opportunities across the
portfolio. - Own the Kroger forecasting and demand-planning process, incorporating customer
plans, field inputs, promotional events, innovation, distribution changes,
seasonality, and supply constraints; align assumptions with Finance, Supply Chain,
and Commercialization. - Analyze customer and category performance across dollars, units, distribution,
velocity, share, pricing, promotion, and portfolio mix to identify trends, diagnose
performance gaps, and recommend actions by brand, item, and program. - Provide concise, decision-oriented updates to executive leadership on Kroger
performance, risks, opportunities, competitive activity, retailer priorities, and the
actions required to deliver the plan.
Qualifications- 10+ years of experience in CPG or beverage sales, national or regional account
management, customer strategy, or commercial leadership, with experience
leading complex retail relationships and cross-functional teams. - Proven ability to manage and grow a large-format grocery or mass retail account
and to lead a multi-brand portfolio through customer strategy, joint business
planning, negotiation, and execution. - Experience working cross-functionally in a matrixed organization with Marketing,
Finance, Category Management, Revenue Growth Management, Supply Chain,
Commercialization, Field Sales, and Operations. - Bachelor's degree required; equivalent combination of education and relevant
work experience may be considered. - Strong command of retailer systems and sales analytics, including retailer
reporting tools, Power BI, Circana/IRI, Excel, forecasting platforms, and customer
scorecards; able to translate data into clear commercial actions.
- Excellent leadership, communication, negotiation, presentation, and relationship-
management skills, with the judgment to balance retailer needs, brand priorities,
financial objectives, and execution realities.
Physical & Travel Requirements- Must be able to travel ~50%, including multi-day overnight.
- Must be able to lift up to 50 pounds, at times.
- Must live within 1 hour of a major international airport.
Benefits- Comprehensive Medical, Dental & Vision benefits
- Long- and short-term disability
- 10 Vacation days per year, subject to accrual policy
- 401(k) with Company match
- Identity theft and legal services
The base salary range for this position is dependent on experience and location. The final offer will be determined based on job-related knowledge, skills, and qualifications. This position may be eligible for other compensation, including bonuses and Restricted Stock Units (subject to company plans).
We promptly review all applications. Highly qualified candidates will be contacted for interviews.
Colorado Applicants: Applications are accepted on an ongoing basis until the position is filled.
