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Senior Business Development Manager – Kroger & Harris Teeter
About the position
The Business Development Manager for Kroger & Harris Teeter is responsible for driving profitable growth for Kinder’s by leveraging deep expertise in Kroger’s ecosystem, including 84.51° and Kroger Precision Marketing (KPM). This role builds strategic partnerships across Kroger and Harris Teeter, develops best-in-class Joint Business Plans, and delivers best-in-class execution across both brick-and-mortar and digital platforms. This leader combines customer-centric thinking, data-driven decision making, and entrepreneurial ownership to accelerate Kinder’s growth within Kroger’s merchandising and shopper platforms.
Responsibilities
- Own and strengthen relationships with Kroger and Harris Teeter merchants, category managers, and leadership, positioning Kinder’s as a category growth partner aligned to Kroger’s Customer 1st strategy.
- Develop and execute Joint Business Plans (JBPs) that deliver against Kroger scorecard metrics, same store sales, share growth, household penetration, and profitability.
- Leverage 84.51° insights, Kroger Plus shopper data, and loyalty analytics to identify opportunities and shape customer-specific growth strategies.
- Build compelling, data-driven selling stories using syndicated data (Circana/IRI/Nielsen) alongside Kroger-specific insights to influence assortment, shelving, and promotional decisions.
- Lead assortment optimization and item authorization processes, identifying voids and expanding Kinder’s distribution through new item presentations and innovation pipelines.
- Partner with Kroger teams to execute digital-first strategies, including Kroger.com, pickup & delivery, and Kroger Precision Marketing (KPM) activation.
- Own sales forecasting by leading promotional planning and execution within Kroger systems, including trade promotion management (TPM), event planning, forecast alignment, and post-promotion ROI analysis.
- Manage trade investment across Kroger and Harris Teeter, ensuring efficient allocation of billbacks, scan funding, and shopper marketing dollars.
- Deliver best-in-class in-store execution by influencing planograms (POGs), displays, secondary placements, and seasonal merchandising events.
- Lead off-shelf programs, including shippers, pallets, and cross-merchandising initiatives aligned with Kroger’s merchandising calendar.
- Partner cross-functionally with Kinder’s marketing, supply chain, finance, and insights teams to deliver seamless execution and support Kroger-specific initiatives.
- Monitor performance against Kroger KPIs, proactively identifying risks and opportunities and implementing corrective actions.
- Lead line reviews, category reviews, and top-to-top presentations, grounded in Kroger-specific insights and shopper data.
- Support and drive alignment with Kroger initiatives such as Our Brands collaboration, personalization, and eCommerce growth.
Requirements
- Bachelor’s degree required
- 10+ years of CPG sales or customer leadership experience, with direct Kroger and/or Harris Teeter experience required
- Strong understanding of Kroger systems and tools, including 84.51°, Stratum, KPM, and retailer portals
- Proven track record of delivering results against Kroger-specific KPIs
- Deep expertise in category management, shopper insights, and trade promotion within Kroger’s operating model
- Demonstrated success navigating Kroger’s matrixed merchandising organization
- Strong analytical and financial acumen, with the ability to translate Kroger data into actionable insights
- Experience working with brokers supporting Kroger divisions and Harris Teeter
- Excellent communication and storytelling skills, with the ability to influence across multiple levels of the organization
- Proven leadership capability, with people management experience or readiness to lead
- High ownership mindset with a bias for action, adaptability, and results
- Willingness to travel (20%)
Benefits
- paid time off
- 401k
- bonus / incentive eligibility
- equity grants
- competitive health benefits
- parental leave
