National Account Manager, Kroger

B&G Foods, Inc.; Cincinnati (OH); On-site; USD 90,000 - 130,000; Full time

Job summary

B&G Foods, Inc. in the United States is seeking a national account sales professional to drive sales, margin, distribution, and trade spend for assigned brands, with a focus on Kroger and other national chains.

You will forecast at the item level in the AFS system, collaborate with Customer Business Analysts and Supply Chain, and plan marketing spend to meet budget objectives. Strong analytical and cross-functional leadership are essential.

Qualifications

• Bachelor’s degree required; MBA preferred.
• 5–7 years of food manufacturing sales experience with Kroger.
• Experience managing national chain accounts and cross-functional teams.
• Strong financial acumen and P&L experience.
• Proficiency in trade marketing, sales planning and enterprise systems.
• Excellent selling, presentation and written communication skills.

Responsibilities

• Achieve quarterly and annual sales and profit objectives.
• Achieve distribution objectives on assigned brands.
• Collaborate with Sales Director to build quarterly and annual business plans.
• Use POS/Nielsen data to manage day-to-day business and prepare reviews.
• Provide direction for line reviews and customer presentations.
• Build relationships with merchandising staff.
• Coordinate headquarters calls with the Sales Director.
• Identify opportunities for gaps and potential losses.
• Analyze customer scorecards for buyers and executive team.
• Evaluate category mods and competitive items.
• Collaborate on sales and production forecasting for assigned brands.
• Execute sales forecasting/planning in AFS.
• Manage promotions and pricing in AFS.
• Evaluate competitors’ products, pricing and strategies at Kroger.
• Develop recommendations for customer events and promotions using data.
• Interface with marketing and sales planning to maximize opportunities.

Skills

National account management

Kroger account experience

Cross-functional leadership

Sales forecasting

Financial acumen

P&L understanding

Trade marketing

Data analysis

Presentation skills

Customer-facing selling

Category management

Education

Bachelor's degree

MBA preferred

Tools

AFS system

Nielsen

Circana

Excel

PowerPoint

Word

Job description

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Responsible for achieving national account objectives (sales, margin, distribution, and trade spend) on assigned brands through analytics and direct sales functions. Responsible for the development and execution of customer sales programs and objectives, and the implementation of B&G corporate sales initiatives on assigned brands.

Responsible for sales forecasting at the item level in the trade system (AFS) and must collaborate on production forecasting with the Customer Business Analyst and Supply Chain team on the Kroger Sales Team. Plan customer marketing spend at the item level and achieve the budget objectives set.

Responsibilities:

• Achieve assigned quarterly and annual sales and profit objectives.

• Achieve distribution objectives on assigned brands.

• Work with the Sales Director to build quarterly and annual business plans.

• Utilize POS Data and Nielsen ROM Data to manage day‑to‑day business and prepare for category line reviews and customer meetings.

• Provide direction and collaborate with the category business analyst and insights manager to build line reviews and presentations for the customer.

• Build relationships with merchandising staff on assigned brands.

• Make all headquarters calls with the Sales Director on assigned brands.

• Identify opportunities for gap fill and potential losses.

• Analyze customer scorecards for reporting to buyers and the B&G executive team.

• Evaluate current category mods and competitive items for potential business opportunities.

• Collaborate with the category manager on sales and production forecasting of assigned brands.

• Execution of sales forecasting/planning in the AFS system.

• Manage promotional activity and pricing in AFS for assigned brands.

• Evaluate competitive products, pricing, promotions, and sales strategies at Kroger.

• Develop recommendations for customer events and promotions to effectively optimize sales growth, using available POS, syndicated, and consumer insights data.

• Interface with the B&G marketing and sales planning teams to ensure maximum business opportunities with the account.

Experience, Skills, Education:

• Bachelor’s Degree required, MBA preferred.

• A minimum of 5-7 years of food manufacturing sales experience is required, Kroger experience is also required.

• Experience should include national chain account responsibility and managing a cross‑functional team.

• Demonstrated experience in financial acumen and P&L.

• Demonstrated experience with trade marketing, sales planning, and enterprise systems.

• Must have customer‑facing selling skills.

• Must have a good understanding of syndicated data information sources, i.e., AC Nielsen or Circana.

• Must have strong analytical and project management skills.

• Must have strong presentation and written communication skills.

• Possess proficiency in Excel, Word, PowerPoint, and Nielsen.

Equal Employment Opportunity:

B&G Foods is an equal opportunity/affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you’d like more information about your EEO rights as an applicant under the law, please see www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf.