Senior Regional Account Manager, Sales

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

📋 Description

• Manage and enhance strategic relationships with grocery chains in the Midwest and East regions at the headquarters level.

• Act as the primary commercial leader for designated accounts.

• Develop and implement long-term retailer growth strategies and annual joint business plans.

• Balance objectives related to revenue, volume, distribution, margin, and long-term brand development.

• Lead negotiations concerning assortment, pricing, promotions, innovation placement, and distribution growth.

• Formulate commercially viable solutions for both Kodiak and retail partners.

• Take ownership of financial performance at the customer level, including trade investments and promotional strategies.

• Assess the efficiency of spending, profitability, and returns on promotional investments.

• Make timely adjustments as necessary.

• Drive account forecasting and conduct business reviews using retailer insights, syndicated data, shipment trends, and promotional strategies.

• Identify opportunities for growth and create category-focused expansion narratives.

• Secure shelf space, unlock new innovations, and enhance Kodiak’s competitive advantage.

• Oversee broker and cross-functional execution in collaboration with Sales, Finance, Marketing, Shopper Marketing, Supply Chain, and Sales Operations.

• Remove barriers and ensure that commitments result in tangible outcomes.

• Anticipate risks related to retailers and business operations.

• Lead the resolution of intricate customer challenges.

• Share insights and effective practices that elevate the overall sales organization.

⛳️ Requirements

• Experienced CPG sales leader with a proven track record of managing headquarters-level sales relationships with regional grocery chains.

• Direct experience in building relationships with buyers and category managers at grocery retail headquarters.

• Proven experience managing complex or strategically significant grocery accounts, with responsibilities for revenue, distribution, trade spending, forecasting, and profitability outcomes.

• Demonstrated ability to win additional distribution, enhance customer economics, or grow underperforming accounts using data-driven commercial strategies.

• Hands-on oversight of annual customer plans, promotional investment choices, forecast accuracy, and customer-facing business reviews.

• Proficient in using Excel, presentations, syndicated data, and retailer reports to influence decisions and engage with senior stakeholders.

• Experience in guiding brokers and cross-functional teams through challenging customer initiatives.

• Willingness to travel up to 30% of the time.

• Capable of working effectively in a fully remote setting.

• Strong skills in strategic headquarters-level selling and complex, high-value negotiations.

• Enterprise-focused account ownership.

• Advanced commercial and financial acumen, including trade budgets, forecasts, customer profitability, promotional ROI, and investment trade-offs.

• Ability to translate consumer, shopper, retailer, and syndicated insights into compelling recommendations and measurable growth.

• Skillful in aligning stakeholders, directing broker execution, and influencing decisions without formal authority.

• Sound judgment and resilience when managing multiple complex customer priorities.

• Experience in territory sales, district management, direct store delivery, merchandising, and broker representation does not satisfy the role requirements.

• Legally authorized to work in the United States.

• Application must include details of regional grocery retailers where the applicant has led headquarters-level meetings or presentations, along with account ownership information.

• Application will inquire about grocery account responsibilities and tools/data sources personally utilized by the applicant.

🏝️ Benefits

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

• 401k matching program.

• Flexible Spending Account (FSA) and Health Savings Account (HSA) options.

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

• Short-Term and Long-Term Disability Insurance.

• Stipend for cell phone and internet expenses.

• Relocation assistance available.

• 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 access to the Calm app.

• Complimentary Kodiak products.

• Flexible time off policy.

• Sick leave provisions.

• Early-out Fridays.

• Parental leave available.

• Casual dress code.

• A variety of other unique perks offered by Kodiak.