Area Distributor Manager

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Lead the designated geographic market within Kraft Heinz’s Foodservice Field Sales team.

• Enhance branded market share and profitability in the assigned territory.

• Implement the Foodservice ADM playbook effectively.

• Create and execute profitable sales strategies with local distributors.

• Collaborate with brokers and provide assistance to operators as required.

• Build and sustain distributor relationships while supporting local events and initiatives.

• Promote the penetration of key strategic, branded, and profit-centric SKUs.

• Identify and oversee a pipeline of high-value sales opportunities.

• Work alongside Sales Operations Planning, Finance, and Supply teams.

• Take ownership of bottom-up sales planning for the territory and develop data-driven proposals.

• Manage the entire sales cycle from generating interest to closing deals.

• Achieve and surpass assigned revenue targets.

• Oversee distributor trade budgets and manage business and travel expenses.

• Implement quarterly and annual sales and marketing initiatives, including product launches and limited-time offers.

• Forecast product demand and submit Volume Submission Forms (VSFs).

• Establish and review Joint Business Plans (JBPs) with distributors.

• Facilitate the Order to Cash process, including distributor orders, invoice discrepancies, and payment-related matters.

⛳️ Requirements

• Bachelor’s degree in business, marketing, sales, or a related field preferred (or equivalent experience).

• 1 to 3 years of sales experience, ideally in foodservice, consumer packaged goods (CPG), or a similar industry.

• Prior experience in managing distributor relationships and collaborating with foodservice operators is strongly preferred.

• Experience in direct sales, account management, or business development within the foodservice or hospitality sectors is advantageous.

• Strong analytical skills for assessing sales data, market trends, and financial reports.

• Proficient in developing and executing sales plans, including joint business plans (JBPs) and demand forecasting.

• Solid business acumen with the ability to identify high-value sales opportunities.

• Excellent verbal and written communication skills.

• Strong relationship-building capabilities with distributors, brokers, operators, and key decision-makers.

• Experience in cross-functional collaboration with marketing, supply chain, finance, and sales operations teams.

• Knowledge of supply chain operations, order-to-cash processes, and invoice resolution within a foodservice context.

• Familiarity with pricing structures, rebates, and contracts in a distributor-based sales model.

• Proficient in Microsoft Office Suite (Excel, PowerPoint, Outlook) and CRM tools like Salesforce.

• Ability to adapt selling strategies to virtual platforms, including MS Teams, Zoom, Google Meet, and FaceTime.

• Capability to lift up to 50 pounds when necessary.

• Valid driver’s license and the ability to meet MVR requirements.

• Willingness to travel overnight as needed.

• Ability to work a salaried, exempt schedule that may involve early mornings, evenings, or weekends.

• Regular domestic travel within the assigned geographic territory is required.

• Ability to engage in person with customers, distributors, and internal teams.

🏝️ Benefits

• Performance-based bonus.

• Healthcare coverage, including medical, prescription drug, dental, and vision.

• Screenings/Assessments.

• Paid Time Off.

• Company Holidays.

• Leave of Absence.

• Flexible Work Arrangements.

• Recognition.

• Training.

• Employee Assistance Program.

• Wellbeing Programs.

• Family Support Programs.

• 401k.

• Life insurance.

• Accidental Death & Dismemberment coverage.

• Disability coverage.

• Company-provided vehicle or car allowance.

• Resources and learning opportunities related to physical, social, emotional, and financial wellbeing.