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 – Value Channel is responsible for driving growth and managing strategic retail partnerships across value-focused accounts including Dollar General, Family Dollar, Save A Lot, and Lidl. This role owns the day-to-day relationships, execution, and long term strategy for assigned accounts while partnering cross functionally to deliver results. The ideal candidate brings experience working with high volume retail accounts, understands the dynamics of the Value Channel, and can balance strategic planning with hands-on execution. This role will focus on expanding distribution, improving in-store performance, and strengthening partnerships that drive sustainable growth.Job Details
Key Responsibilities:
Account Management & Growth
- Own relationships with key value retail partners and serve as the primary point of contact.
- Drive revenue growth through distribution gains, assortment optimization, and promotional execution.
- Develop and execute joint business plans aligned to both BRCC and customer objectives.
- Identify risks and opportunities within each account and build action plans to address them.
Customer Engagement & Execution
- Lead regular communication with retail partners to ensure alignment on priorities and performance.
- Present business updates, selling stories, and recommendations to customer stakeholders.
- Support line reviews, item setups, and promotional planning.
- Ensure execution of programs at store level in partnership with internal teams.
- Represent BRCC at industry trade shows, customer events, and key account meetings, including participating in event setup and teardown.
Performance Management & Analytics
- Monitor sales performance, KPIs, and overall account health across assigned customers
- Analyze trends in velocity, distribution, pricing, and promotional effectiveness to drive insights
- Provide regular reporting and actionable recommendations to internal stakeholders
- Support annual planning, forecasting, and account strategy development
- Manage deductions, chargebacks, and accounts receivable to ensure financial accuracy
Cross Functional Collaboration
- Partner cross-functionally (Marketing, Supply Chain, Operations, Finance) to ensure alignment, execution, and accountability against customer needs
- Lead forecasting and inventory planning to support demand, incorporating account-specific insights into internal planning cycles
- Translate customer expectations into clear internal priorities to drive coordinated execution across teams
Education and Skill Requirements
- Bachelor’s degree in business or related field preferred.
- 3–5 years of experience in Key Account Management, Retail Sales, or CPG.
- Experience working with value or discount retailers preferred (Dollar General, Family Dollar, Save A Lot, Lidl).
- Strong understanding of retail fundamentals including distribution, pricing, and promotion.
- Ability to develop a sales narrative and create a professional presentation.
- Proficient with Microsoft tools including PowerPoint, Excel and Word.
- This role requires the ability to travel and perform the essential physical tasks associated with event execution, such as standing for extended periods, moving materials, and lifting items up to 40 lbs., with or without reasonable accommodation
- Proven ability to manage customer relationships and drive revenue growth.
- Strong communication and presentation skills with both internal and external stakeholders.
- Analytical mindset with ability to translate data into actionable insights.
- Highly organized with strong attention to detail and follow through.
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
This role may require standing for extended periods, moving materials, and lifting items up to 40 lbs., with or without reasonable accommodation.
Specific vision abilities required by this job include close vision requirements due to computer work
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.
