Area Distributor Manager-VA
About The Position
The Area Distributor Manager (ADM) is a front-line sales role responsible for growing Kraft Heinz’s Away From Home market share and profitability within an assigned geographic territory. The role requires ownership of the territory’s business, solution-focused selling, and the ability to win new business while influencing and collaborating with internal and external stakeholders. The ADM contributes directly to business growth and gains sales experience that may support future career opportunities. The role is remote-based and can be performed from a home office, with regular domestic travel within the assigned territory and overnight travel as needed. It involves in-person engagement with customers, distributors, and internal teams. The salaried, exempt schedule allows flexibility to meet business expectations and may include occasional early mornings, evenings, or weekends. A company-provided vehicle or car allowance is available to support travel.
Requirements
- Bachelor’s degree in business, marketing, sales, or a related field, or equivalent experience.
- One to three years of sales experience; foodservice, consumer packaged goods, or related industry experience is preferred.
- Ability to analyze sales data, market trends, and financial reports to inform business decisions, track performance, plan, and develop sales strategies.
- Ability to build and execute sales plans, including joint business plans and demand forecasts.
- Strong business acumen and ability to distinguish high-value sales opportunities from less profitable ones.
- Strong verbal and written communication skills, including the ability to present and sell concepts to internal and external stakeholders.
- Relationship-building skills to develop long-term partnerships with distributors, brokers, operators, and key decision-makers.
- Ability to collaborate cross-functionally with marketing, supply chain, finance, and sales operations teams.
- Knowledge of supply chain operations, order-to-cash processes, and invoice resolution in a foodservice environment.
- Understanding of pricing structures, rebates, and contracts in a distributor-based sales model.
- Proficiency with Microsoft Office Suite, including Excel, PowerPoint, and Outlook, and CRM tools such as Salesforce.
- Ability to adapt selling strategies to virtual platforms such as MS Teams, Zoom, Google Meet, and FaceTime.
- Ability to lift up to 50 pounds when needed.
- Valid driver’s license and ability to meet motor vehicle record requirements.
- Willingness to travel overnight as needed; frequency varies by territory.
Nice To Haves
- Experience in foodservice, consumer packaged goods, or a related industry.
- Experience managing distributor relationships and working with foodservice operators.
- Direct sales, account management, or business development experience in the foodservice or hospitality industry.
Responsibilities
- 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 support market success.
- Develop and implement profitable sales strategies with local distributors, collaborate with brokers, and assist operators as needed.
- Build and maintain distributor relationships and support local events and initiatives.
- Drive penetration of high-priority strategic, branded, and profit-oriented products.
- Identify and manage a pipeline of high-value sales opportunities in collaboration with Sales Operations Planning, Finance, and Supply.
- Own bottom-up sales planning for the territory, developing data-driven proposals based on customer needs and market insights.
- Lead the full sales cycle, from generating interest through securing commitments and closing deals.
- Meet and exceed assigned revenue targets.
- Manage distributor trade budgets and business and travel expenses.
- Execute quarterly and annual sales and marketing priorities, including product launches and limited-time offers.
- Accurately forecast product demand and submit Volume Submission Forms for new and renewed business in support of Sales Operations and Planning.
- Establish Joint Business Plans with distributors, conduct regular reviews, and execute agreed actions.
- Support the Order to Cash process by assisting with distributor orders, resolving invoice discrepancies, and managing payment-related issues.
Benefits
- Performance-based bonus, subject to applicable plan terms and governing documents.
- Healthcare coverage for employees and eligible dependents.
- Medical and prescription drug plans.
- Dental and vision coverage.
- Paid time off and company holidays.
- Leave of absence.
- Flexible work arrangements.
- Recognition, training, and learning opportunities.
- Employee Assistance Program, wellbeing programs, and family support programs.
- 401(k).
- Life insurance, accidental death and dismemberment coverage, and disability coverage.
- Company-provided vehicle or car allowance.
- Wellbeing events, resources, and learning opportunities supporting physical, social, emotional, and financial wellbeing.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Entry Level
