Area Distributor Manager

Role Overview

• Lead the assigned geographic market in the Foodservice Field Sales organization, driving branded market share and profitability in alignment with Kraft Heinz values
• Execute all elements of the Foodservice ADM playbook to ensure market success
• Develop and implement profitable sales strategies with local distributors, collaborate with brokers and assist operators as needed
• Build and maintain strong distributor relationships, supporting local events and initiatives
• Drive penetration of high-priority SKUs, focusing on strategic, branded, and profit-oriented products
• Identify and manage a pipeline of high-value sales opportunities, collaborating with the Sales Operations Planning team, Finance and Supply
• Own the bottom-up sales planning process for your territory, crafting data-driven proposals based on customer needs and market insights
• Lead the full sales cycle—from generating interest to securing commitments and closing deals
• Meet and exceed assigned revenue targets
• Manage trade budgets related to distributors, as well as business and travel expenses
• Execute quarterly and annual sales and marketing priorities, including new product launches and limited-time offers
• Support the Sales Ops & Planning team by accurately forecasting product demand and submitting Volume Submission Forms (VSFs) for new and renewed business
• Establish Joint Business Plans (JBP) with distributors, ensuring regular reviews and execution of agreed-upon actions
• Support the Order to Cash process by assisting with distributor orders, resolving invoice discrepancies, and managing payment-related issues

Requirements

• Bachelor’s degree in business, marketing, sales, or a related field preferred (or equivalent experience)
• 1 to 3 years of sales experience, preferably in foodservice, consumer packaged goods (CPG), or a related industry
• Prior experience managing distributor relationships and working with foodservice operators in strongly preferred
• Experience in direct sales, account management, or business development within the foodservice or hospitality industry is beneficial
• Ability to analyze sales data, market trends, and financial reports to make informed business decisions
• Proficiency in building and executing sales plans, including developing joint business plans (JBPs) and forecasting demand
• Strong business acumen with the ability to differentiate high-value sales opportunities from less profitable ones
• Exceptional verbal and written communication skills, with the ability to present and sell concepts effectively to both internal and external stakeholders
• Strong relationship-building skills, with the ability to foster long-term partnerships with distributors, brokers, operators, and key decision-makers
• Experience in collaboration cross-functionally with marketing, supply chain, finance, and sales operations teams
• Knowledge of supply chain operations, order-to-cash processes, invoice resolution in a foodservice environment
• Understanding of pricing structures, rebates, and contracts in a distributor-based sales model
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook), and CRM tools (e.g., Salesforce)
• Ability to adapt selling strategies to virtual platforms (MS Teams, Zoom, Google Meet, FaceTime, etc.)
• Ability to lift up to 50 pounds when needed
• Valid driver’s license and ability to meet MVR requirements
• Willingness to travel overnight as needed (frequency varies by territory)

Benefits

• Coverage for employees (and their eligible dependents) through affordable access to healthcare
• Protection and saving for the future, we offer plans tailored to meet you and your family’s needs
• Wellbeing events, resources, and learning opportunities that inspire a physical, social, emotional, and financial well-being lifestyle
• Paid Time Off, Company Holidays, Leave of Absence, Flexible Work Arrangements, Recognition, Training
• Employee Assistance Program, Wellbeing Programs, Family Support Programs
• 401k, Life, Accidental Death & Dismemberment, Disability