National Account Manager-Grocery Channel (Kroger & Central Region)

Company Description Arla Foods is a global dairy cooperative owned by more than 7,000 farmers across several European countries and supported by over 22,000 colleagues in 39 markets. The company focuses on creating the future of dairy by delivering healthy, high-quality, and sustainable products to consumers worldwide. Arla is committed to reducing its environmental impact across farms, dairies, and offices, while promoting good food habits and accessible nutrition in both established and emerging markets. Through collaboration with customers, scientists, NGOs, and public stakeholders, Arla continuously innovates and strengthens the dairy sector. Its well-known brands, including Arla®, Lurpak®, Castello®, and Puck®, are sold in over 120 countries.
Role Description The National Account Manager – Grocery Channel (Kroger & Central Region) is a full-time hybrid role based in Northeast, WV, with flexibility for partial work from home. This role is responsible for managing Kroger and other key grocery accounts in the Central Region, driving sales growth, profitability, and market share for Arla’s branded portfolio. Daily tasks include developing and executing customer-specific account plans, leading annual negotiations, managing trade spend, and monitoring performance against revenue, volume, and margin targets. The National Account Manager will collaborate closely with internal teams such as Marketing, Finance, Supply Chain, and Category Management to build compelling customer propositions, optimize assortments, and ensure accurate forecasting. The role also involves analyzing market and shopper data, preparing business reviews, maintaining strong customer relationships, and ensuring alignment with Arla’s sustainability and quality standards.
Qualifications

• Strong account management skills in the grocery/CPG sector, including experience with national or key accounts (Kroger experience is highly beneficial).
• Proficiency in sales planning, trade spend management, and commercial negotiation, with a track record of delivering revenue and margin targets.
• Ability to analyze category, market, and shopper data (e.g., Nielsen/IRI, retailer data) to generate insights and action plans.
• Experience collaborating cross-functionally with Marketing, Finance, Supply Chain, and Category Management to execute customer strategies.
• Excellent communication, presentation, and relationship-building skills with internal stakeholders and external customers.
• Strong organizational and project management abilities, including forecasting, pipeline management, and performance tracking.
• Bachelor’s degree in Business, Marketing, Sales, or a related field; relevant grocery or CPG industry experience required.
• Comfort working in a hybrid environment, with the ability to travel within the Central Region as needed.
• Commitment to Arla’s values around sustainability, responsible business practices, and promoting healthy food choices.