Key Account Manager - Convenience

BLACK RIFLE COFFEE COMPANY; Salt Lake City (UT); On-site; USD 70,000 - 100,000; Full time

Job summary

Black Rifle Coffee Company in Salt Lake City seeks a Key Account Sales Manager - Convenience to nurture relationships with convenience retailers and gas stations along the West Coast, driving revenue and coordinating with marketing and product teams to deliver tailored solutions.

You will own account planning, negotiate contracts, forecast, and report on performance, leveraging CRM and Excel to analyze data and grow distribution for BRCC flagship brands.

Qualifications

• 3-5 years of experience in sales management; proven track record of creating successful long‑term strategic partnerships with retailers (experience in CPG preferred).
• Bachelor’s degree in business or a related field, or 6 years of equivalent professional experience in lieu of a degree.
• Strong presentation skills, with the proven ability to build consensus among diverse stakeholders.
• Exceptional communication skills, both written and verbal.
• Strong computer and analytical skills; mid‑level excel skills required; CRM experience required.
• Experience negotiating and executing contracts.
• Collaborate internally on sales forecasting/planning.
• Strengthen relationships through proactive follow‑up, clear communication, and timely information sharing.
• Collaboratively set targets, monitor in‑store execution, and expand brand presence across convenience retail partners.
• Manage chain retailer customer relationships, driving distribution and sales volume growth.
• BRCC Ambassador, always demonstrating BRCC Core Values.

Responsibilities

• Client Relationship Management: Developing and maintaining strong relationships with key clients by understanding their objectives and challenges.
• Sales and Revenue Generation: Meeting or exceeding sales targets by identifying upsell and cross‑sell opportunities with the sales team.
• Account Planning and Strategy: Developing strategic account plans by analyzing market trends and partnering with cross‑functional teams.
• Contract Negotiation: Negotiating contracts to ensure favorable terms and long‑term value.
• Communication and Collaboration: Coordinating with internal teams to align on strategy and share client insights.
• Reporting and Analysis: Preparing regular reports on sales performance, forecasts, and opportunities.

Skills

Client relationships

Sales management

Account planning

Contract negotiation

CRM

Excel

Strong communication

Presentation skills

Education

Bachelor’s degree in business or related field

6 years of equivalent professional experience

Tools

CRM system

Microsoft Excel

Job description

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 Sales Manager- Convenience is responsible for developing and nurturing relationships with convenience retailers, gas stations etc. (local & regional along the west coast) customer key accounts to ensure their satisfaction and loyalty. This role involves understanding client needs, proposing solutions, and coordinating with internal teams to meet client expectations, book promotional activity, support loyalty and marketing programs to achieve sales targets, foster long‑term partnerships, and contribute to the overall growth of the business.

Job Details

Leadership and Functional Responsibilities:

• Client Relationship Management: Developing and maintaining strong relationships with key clients by understanding their business objectives and challenges, and regularly communicating to assess satisfaction and address concerns.
• Sales and Revenue Generation: Meeting or exceeding sales targets by identifying and pursuing upsell and cross‑sell opportunities, while collaborating with the sales team to develop and execute strategies that drive revenue growth.
• Account Planning and Strategy: Developing and implementing strategic account plans by analyzing market trends, monitoring competitors, and partnering with cross‑functional teams to deliver customized client solutions.
• Contract Negotiation: Negotiating contracts and agreements that ensure favorable terms for both the company and the client, while maintaining long‑term partnership value and alignment.
• Communication and Collaboration: Coordinating with internal teams such as marketing and product development to align on strategy, while effectively communicating key client insights and collaborating across the sales organization to share best practices.
• Reporting and Analysis: Preparing regular reports on sales performance, account status, and forecasts, while leveraging data to identify trends, evaluate progress, and uncover opportunities for continuous improvement.

Education and Skill Requirements

• 3‑5 years of experience in sales management; proven track record of creating successful long‑term strategic partnerships with retailers (experience in CPG preferred).
• Bachelor’s degree in business or a related field, or 6 years of equivalent professional experience in lieu of a degree.
• Strong presentation skills, with the proven ability to build consensus among diverse stakeholders.
• Exceptional communication skills, both written and verbal.
• Strong computer and analytical skills; mid‑level excel skills required; CRM experience required.
• Experience negotiating and executing contracts.
• Collaborate internally on sales forecasting/planning.
• Strengthen relationships through proactive follow‑up, clear communication, and timely information sharing.
• Collaboratively set targets, monitor in‑store execution, and expand brand presence across convenience retail partners.
• Manage chain retailer customer relationships, driving distribution and sales volume growth.
• BRCC Ambassador, always demonstrating BRCC Core Values.

Compensation Disclosure

The anticipated base salary range for this position is listed below. Actual compensation will be determined based on several job‑related factors, including the candidate’s relevant experience, skills, qualifications, internal equity, geographic location, and business needs. This range represents the Company’s current good‑faith estimate of the compensation expected to be offered for this position at the time of posting. It does not include the value of benefits, bonuses, incentives, equity, or other forms of compensation that may be available, as applicable. The Company reserves the right to modify this range in the future based on changing business or market conditions.

Program Manager

We are Black Rifle Coffee Company, a veteran-founded company serving premium coffee to people who love America. We have a passion for coffee, the veteran community, dogs, the outdoors... in short, if it makes our country awesome, then we love it. Our customers always come first, because without them we would have nothing. They have our eternal gratitude for that. We sell awesome coffee and make goofy videos, but the beating heart of Black Rifle Coffee is really in giving back — it's about serving those who serve us. That means supporting the military, veteran, and first responder communities in the ways we know best. As far as the folks who work here, we value integrity, innovation, radical transparency, a crazy good work ethic, and a deep love for our country and each other.