JOB SUMMARYLead the strategic planning and execution of national and regional account programs for Kroger, the #1 grocery chain in the U.S. Oversee the coordination of TWG and wholesaler resources at the local, regional, and national levels to drive business growth. This role is responsible for developing and implementing long-term customer strategies, fostering cross-functional collaboration, and cultivating strong relationships with key stakeholders to drive revenue growth and achieve business objectives. This position reports to the National Sales Manager, National Retail, with the Kroger Director reporting into this strategic role, and is based in Cincinnati, OH.
ESSENTIAL FUNCTIONS- Strategic Go-to-Market Development:
- Develop and lead Kroger's short- and long-term customer strategy, including go-to-market plans, joint business planning, and executive Top-to-Top engagement, to achieve TWG's volume, revenue, and broader business objectives.
- Relationship Building and Influencing:
- Foster and develop strong relationships with key Kroger stakeholders, including category directors and Alcohol Beverage leaders at the Vice President level and above, as well as wholesaler account leads.
- Work as the team lead and support your team to Influence key decision-maker to collaborate on shelf placements, product assortments, and promotional activities.
- Cross-Functional Leadership:
- Lead cross-functional planning across Finance, Supply Chain, FSO, Trade Marketing, COE, and wholesaler partners to align forecasts, customer programming, resource allocation, and execution against Kroger priorities.
- Lead the development of an integrated omnichannel growth strategy across in-store, e-commerce, retail media, loyalty, shopper marketing, and digital activation.
- Sales Execution and Program Management:
- Lead the execution of TWG's strategic initiatives, ensuring alignment with annual operating plans (AOP).
- Category Management & Merchandising:
- Oversee TWG's category management efforts with COE and SGWS, ensuring effective execution through all phases: planning, communication, execution, and evaluation to include assortment optimization.
- Optimize shelf and cold box placements, working closely with COE, Wholesalers and Field Sales Organization to maximize program execution.
- Performance Analysis & Continuous Improvement:
- Conduct market surveys and analyze program execution at national and regional levels to identify opportunities for improvement.
- Provide actionable insights based on customer, consumer, and competitor data to refine strategies and maximize sales impact.
- Financial and Business Performance Leadership
- Own Kroger's annual volume, net revenue, gross profit, distribution, and customer performance objectives.
- Partner with Commercial Finance to evaluate customer profitability, promotional effectiveness, pricing opportunities, and performance gaps.
- Make informed resource and funding recommendations based on strategic priorities, financial impact, and expected business return.
- Team Leadership & Motivation:
- Attract, lead, develop, and retain a high-performing team by establishing clear expectations to manage the sales process effectively and fostering a culture of accountability and collaboration.
- Inspire and lead teams to meet sales targets, including presenting compelling stories and driving internal engagement.
QUALIFICATIONS- 15+ years of experience in sales or account management.
- 8+ years of experience in a senior or leadership role managing large-scale, multi-state retail accounts (ideally, experience with Kroger or other large retailers).
- Previous people management experience is preferred.
- Bachelor's degree in business administration, or relevant field; MBA a plus.
- Experience in joint business planning and top-to-top meetings with large strategic customers or wholesalers.
- Advanced negotiation skills.
- Ability to build talent, culture, and capability within a winning team.
- Excellent verbal, written and interpersonal communication skills.
- Ability to thrive in an entrepreneurial, fast-paced, and dynamic environment.
- Highly organized, proactive, and self-directed, with the ability to manage multiple priorities and work effectively both independently and collaboratively.
- Knowledge about market and industry trends, competitors, and leading customer strategies.
- Outstanding analytical skills, strong experience interpreting results, and drawing conclusions to improve results.
- Proven success in building and maintaining relationships with senior buyers and key decision-makers within large retail organizations or wholesalers.
- Strong track record of meeting or exceeding revenue and volume targets.
- Proficient in Microsoft Office Suite, Microsoft Copilot, or similar AI tools, and Nielsen / IRI/Circana.
- Willing to travel and with overnight stays as needed.
- Support and model all Company procedures and policies.
PHYSICAL DEMANDS- While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.
- Ability for frequent travel and overnight stays for account calls and meetings.
COMPENSATION- Hiring Salary Range Posted: $215,000 - $270,000.
- Actual compensation will be based on factors such as experience, skills, knowledge, and abilities, education, and other position related factors.
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