Distributor Account Manager

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

📋 Description

• Manage relationships with UNFI and KeHE headquarters, including distributor-level strategy, business reviews, issue resolution, and collaborative initiatives.

• Take responsibility for distributor sales objectives and trade budgets.

• Develop account plans and track revenue and expenditure targets.

• Lead broker partners who serve independent retailers through distributor networks.

• Set broker goals, scorecards, field priorities, and ensure accountability.

• Create and update distributor sales forecasts in collaboration with Demand Planning and Supply Chain.

• Integrate baseline trends, new products, promotional boosts, and independent retail opportunities into forecasts.

• Oversee national promotional calendars for UNFI and KeHE.

• Assess independent retailer one-off requests.

• Manage promotional submissions, execution, trade spending, deductions, and post-event ROI evaluations.

• Direct new-item setup, authorizations, and item maintenance at UNFI and KeHE.

• Collaborate with brokers to translate distributor availability into placements with independent retailers and minimize distribution gaps.

• Formulate annual joint business plans and evaluate performance by distributor.

• Represent Kodiak at trade shows hosted by KeHE and UNFI.

• Enhance relationships with distributors and brokers while advancing sales objectives.

• Coordinate distributor initiatives with Sales, Finance, and Supply Chain to ensure accurate setups, timely promotions, and dependable product availability.

• Foster profitable sales growth within independent retail networks serviced by UNFI and KeHE.

⛳️ Requirements

• In-depth understanding of distributor workflows, portals, and strategies.

• Proven experience managing distributor or wholesale customer relationships in consumer-packaged goods, ideally with UNFI or KeHE.

• Familiarity with distributor portals is advantageous.

• Demonstrated responsibility for sales objectives, trade budgets, customer business plans, and profitable growth.

• Experience in directing broker organizations or external sales partners to achieve tangible independent retail distribution and execution outcomes.

• Practical experience with distributor promotional calendars, trade spending, billbacks or deductions, and analysis of promotional effectiveness.

• Background in demand forecasting, distributor DC inventory management, and coordination with supply chain partners.

• Experience handling distributor new-item setup, authorizations, item maintenance, and expansion into independent retail channels.

• Proven ability to collaborate effectively with internal teams across large customers and distributor networks.

• Capacity to coordinate with Sales, Finance, Demand Planning, and Supply Chain teams.

• Willingness to attend KeHE and UNFI trade shows, periodic distributor headquarters meetings, broker reviews, and market visits.

• Must be legally authorized to work in the United States.

🏝️ Benefits

• Competitive health, dental, and 401k benefits starting on the first day of employment.

• Annual discretionary bonus program.

• 401k matching.

• Comprehensive medical, dental, and vision plans.

• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).

• Life and Accidental Death & Dismemberment (ADD) Insurance.

• Short-Term and Long-Term Disability Insurance.

• Cell Phone and Internet Stipend.

• Relocation assistance.

• Annual Professional Development Stipend.

• Travel reimbursement.

• Annual performance bonus.

• Employee Equity Plan.

• Access to a company fleet of snowboards and other equipment.

• Wellness lifestyle allowance (B.E.A.R Bucks).

• Mental Health Therapy Benefit and the Calm app subscription.

• Free Kodiak products.

• Flexible Time Off.

• Sick leave.

• Early-out Fridays.

• Parental leave.

• Casual dress code.

• A variety of unique Kodiak perks.