Distributor Account Manager

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

📋 Description

• Drive profitable growth within the frozen category by establishing distributor partnerships that cater to independent grocery stores, regional chains, and convenience accounts.

• Formulate distributor-specific strategies and plans for the frozen category.

• Maintain effective communication with distributors and implement frozen promotions along with seasonal initiatives.

• Develop presentations for new items and distribution that are data-driven, focusing on freezer productivity and shelf optimization.

• Create forecasts supported by shipment and takeaway data for each distributor and category.

• Negotiate promotional programs, allocate freezer space, and set execution standards.

• Ensure adherence to distributor agreements, pricing policies, and frozen trade regulations.

• Manage trade and distributor investments effectively to maximize return on investment (ROI).

• Evaluate promotional effectiveness, freezer distribution improvements, and sales velocity using syndicated and distributor data.

• Maintain distributor scorecards, promotion calendars, reporting metrics, and forecasts.

• Bring new item plans to market, including freezer approval, distribution timing, and shipment/takeaway forecasts.

• Create promotional strategies led by distributors that align with merchandising realities, reset schedules, labor limitations, and freezer capacity.

• Lead joint business planning sessions with distributor leadership, presenting category strategies, priorities, and execution schedules.

• Monitor scorecard metrics, promotional execution, freezer compliance, and retail performance; implement corrective measures as necessary.

• Provide distributors with essential selling tools, category insights, and merchandising support.

• Assist in managing deductions and resolving invoice discrepancies related to pricing, promotions, trade, damages, and service claims.

• Ensure distributor pricing accuracy and that agreements, promotions, and terms are accurately reflected in invoices.

• Convert IRI/Circana and distributor shipment data into actionable insights to enhance velocity, distribution, and ROI.

• Collaborate with teams in Supply Chain, Finance, Category Sales Development, Shopper Marketing, and Quality.

• Visit retail locations serviced by distributors to evaluate freezer conditions, temperature compliance, planogram adherence, pricing accuracy, and product quality.

• Provide feedback aimed at improving cold-chain reliability and retail execution.

⛳️ Requirements

• Over 5 years of experience in customer-facing roles, sales planning, or category management sales within the CPG industry.

• Experience in category or sales roles working with distributors; experience with frozen distributors is a plus.

• Commercial experience is required.

• Strong collaboration and influencing capabilities are essential.

• Must be a self-starter, results-oriented, and have an entrepreneurial mindset.

• Retail sales experience is advantageous.

• Familiarity with customer best practices, market intelligence, category/channel/shopper trends, and shopper insights.

• Proficient in data management using tools such as IRI, Nielsen, or other data sources.

• Demonstrated ability to develop robust insights and strategies based on multiple data points.

• Residency in the Dallas-Fort Worth area is required.

• Experience with planning and analytics tools like ThoughtSpot, Exceedra, or similar is preferred.

• Working knowledge of distributor cold-chain logistics, ordering cycles, and inventory turnover is necessary.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and career advancement.

• Flexible work hours and remote work options.

• Generous paid time off and holidays.