The Kraft Heinz Company

Area Distribution Manager

The Kraft Heinz Company

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Salary

💰 $77,800 - $97,300 per year

About the role

  • 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 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
  • 401k
  • Paid Time Off
  • Company Holidays
  • Leave of Absence
  • Flexible Work Arrangements
  • Recognition
  • Training
  • Employee Assistance Program
  • Wellbeing Programs
  • Family Support Programs
  • Life, Accidental Death & Dismemberment, Disability
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategiessales cycledata analysissales planningjoint business plansforecasting demandorder-to-cash processesinvoice resolutionpricing structuresrebates
Soft Skills
communication skillsrelationship-buildingbusiness acumencollaborationproblem-solvingnegotiationpresentation skillsstrategic thinkingcustomer focusteamwork
Certifications
Bachelor’s degree in businessBachelor’s degree in marketingBachelor’s degree in salesvalid driver’s license