National Account Manager, Kroger

Posted 1.18.24
Who You Are: You are a scrappy, humble, and hungry National Account Manager who is highly analytical with a deep understanding of Kroger, who lives the entrepreneurial spirit, and who wants to work in a fast-paced environment to maximize market penetration. You are someone who works collaboratively with cross-functional teams with a “we” (not “me”) mindset. You’re an expert at “rolling up your sleeves” and getting to work immediately to get products sold in highly competitive marketplaces.
The Task At Hand: The National Account Manager’s responsibilities include oversight of all sales initiatives across our multi-category Kroger business to achieve maximum penetration for Once Upon a Farm’s portfolio of items. This will entail working at strategic and tactical levels to help develop, implement, and manage programs that maximize short and long-range objectives for the company’s sales growth at Kroger. This individual will work closely with the Sr. Director of Sales, along with other functional leads (Marketing, Business Development, Customer Service, Finance, Supply). The National Account Manager, Kroger will also engage with Once Upon a Farm’s distributor partners to support the Kroger business.
In This Role, You Will: Have a proactive and organized approach to sales development, addressing day-to-day operating issues as well as providing strategic direction for the Kroger business. Key areas of focus will encompass leadership across a variety of fronts: account management, planning and forecasting, data analysis and reporting, new product launch and in-store execution, and the ability to help drive significant distribution gains. All business activities must be done in a way that underscores the social mission of Once Upon a Farm.
• Drive Gross Sales
o Achieve Kroger volume targets by flawlessly executing against strategic priorities
o Lead the distributor and merchandising team members to overdrive sales execution and results
o Build an accurate forecast and ensure its implementation across Kroger and our distributor partners
• Grow market share, have expert knowledge of category and competition
o Proactively communicate and develop plans for sales/share/category/competition
o Identify business opportunities and help close white space opportunities
• Increase TDP growth and achieve optimal placement
o Define and secure new business and TDP growth
o Plan and manage all merchandising activities at Kroger
• Business Relationships and Communication
o Develop, foster, and maintain strong internal and customer/distributor relationships while ensuring proper communication of vital information
o Regularly update and communicate progress to management
o Develop and monitor business scorecards; define clear account penetration, sales, share and highlight opportunities
• Data Analytics and Reporting
o Pull, analyze, and report weekly data and insights to the organization regarding Once Upon a Farm’s sales performance across each product category
o Closely monitor inventory and in-stock levels across all Once Upon a Farm products sold at Kroger; provide forecast updates and recommendations to retailer and distributor partners as needed
o Analyze the distributor and other merchandising teams’ work to identify key areas for focus
 In This Role, You’ll Bring With You:
• Minimum 5 years of retail sales with at least two years spent directly selling and/or providing sales support to Kroger
• Bachelor’s degree in Business, Marketing, or a related field preferred, or equivalent years of professional experience
• Preferably located in Cincinnati, OH
• Strong planning and organizational skills along with excellent interpersonal, written/oral communication and presentation skills
• Extensive experience working directly in the Kroger 84.51/Stratum Vendor Portal. This experience includes a high proficiency in pulling reports via the portal in addition to submitting promotional contracts and setting up new items within the Vendor Item Portal (VIP). Applicants should also possess a firm understanding of how to leverage Market6 to glean category insights. Moreover, candidates should know how to review and dispute deductions within the Lavante portal. Last, applicants should have a solid understanding of how to update digital content for existing and new items that appear on
• Proven success with respected consumer packaged goods companies with direct Kroger retail experience
• Experience in both large and small companies thereby possessing the vision for the elements of a highly successful larger enterprise balanced with a more hands-on approach, preferred
• Knowledge base for successful retail execution 
• Solid knowledge of Microsoft Suite, Outlook, Slack, and other professional platforms
• Up to 20-30% travel required. Although this role is a remote position, we “Farmers” do meet as a company and/or as a department a few times a year. Anticipate possible travel up to a few times each quarter
• Genuinely passionate about improving childhood nutrition for a healthier and happier planet
• Desire to contribute to a dynamic high-growth, purpose-driven work environment
• Previous exposure to cross-functional work between Sustainability and Sales preferred
• Must reside in the United States to be considered for this position
• Please note that visa sponsorship is not available for this role
• Salaried, Full-Time
• The anticipated salary range for this position is $80,000.00 to $110,000.00. The actual salary offer will carefully consider a few factors, including your skills, qualifications, experience, and location. Certain positions are eligible for additional forms of compensation such as bonuses, stipends, equity, and role-specific perks. 
• Employee Equity
• Annual Bonus
• Unlimited Paid Time Off
• 401(k) with employer match
• Remote Life Stipend + Nourish and Nurture Allowance
• Paid Volunteer Time
• Paid Time Off to fulfill civic responsibilities including jury duty and voting in local, state, and national elections 
• New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of farm-to-fridge baby food, and Milk Stork breast milk shipping service for those who travel
• Medical Insurance for the employee covered at 100% on select Kaiser and PPO plans, as well as offer additional plan options at a reduced cost to the employee
• Vision and Dental Insurance covered at 100% for the employee and dependents
• Employee Discounts and quarterly Farm to Fridge home deliveries
• Life insurance
• Flexible spending account (Medical & Dependent Care) and Health savings accounts for applicable plans
• Cell and Internet Stipend
• Employee assistance program (EAP)
• And so much more!
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