Distributor Account Manager - UNFI & KeHE

Kodiak Cakes•Park City, UT

4d•Remote

About The Position

The Distributor Account Manager – UNFI & KeHE drives profitable sales growth across independent retail networks served by these distributors. The role owns UNFI and KeHE headquarters relationships, distributor sales targets, trade budgets, annual business plans, promotional programs, forecasting, and operational performance. The manager leads broker partners responsible for independent retail execution while coordinating with Kodiak account managers who separately own major retail customers. Working across Sales, Finance, Demand Planning, and Supply Chain, the role expands distribution, strengthens in-stock performance, and improves returns on trade investment. The position is fully remote, with required attendance at KeHE and UNFI trade shows and periodic distributor headquarters meetings, broker reviews, and market visits.

Requirements

Extensive knowledge of distributor workflows, portals, and strategies.
Ability to translate distributor sales data, inventory trends, and promotional results into forecasts, investment decisions, and clear actions that improve sales and profitability.
Experience managing broker teams through measurable goals, performance reviews, and practical field priorities that improve independent retail distribution and execution.
Ability to build productive distributor headquarters relationships and resolve cross-functional challenges to keep joint business plans on track.
Ability to manage trade budgets, promotional commitments, and deductions with financial discipline to maximize returns and control costs.
Experience owning distributor or wholesale customer relationships in consumer-packaged goods.
Demonstrated accountability for sales targets, trade budgets, customer business plans, and profitable growth.
Experience directing broker organizations or external sales partners to achieve measurable independent retail distribution and execution results.
Hands-on experience with distributor promotional calendars, trade spending, billbacks or deductions, and promotional effectiveness analysis.
Experience with demand forecasting, distributor DC inventory management, and coordination with supply chain partners.
Experience managing distributor new-item setup, authorizations, item maintenance, and expansion into independent retail outlets.
Experience working collaboratively internally, including with large-customer and distributor networks.

Nice To Haves

Experience with UNFI and KeHE is preferred.
Distributor portal experience is a plus.

Responsibilities

Own UNFI and KeHE headquarters relationships, leading distributor-level strategy, business reviews, issue resolution, and joint initiatives to deliver agreed sales and distribution goals.
Own distributor sales targets and trade budgets; build account plans, monitor performance against revenue and spending goals, and adjust investments to drive profitable growth.
Lead broker partners covering independent retailers across both distributor networks; set objectives, scorecards, field priorities, and accountability for distribution gains and retail execution.
Build and maintain distributor sales forecasts with Demand Planning and Supply Chain, accounting for baseline trends, new items, promotional lifts, and independent retail opportunities.
Own national UNFI and KeHE promotional calendars and evaluate independent retailer one-off requests; manage submissions, execution, trade spend, deductions, and post-event ROI analysis.
Lead new-item setup, authorizations, and item maintenance at UNFI and KeHE.
Partner with brokers to convert distributor availability into independent retailer placement and reduce distribution voids.
Develop annual joint business plans and review performance by distributor.
Represent Kodiak at KeHE and UNFI trade shows to strengthen distributor and broker relationships, support independent retail opportunities, and advance sales priorities.
Coordinate distributor initiatives with Sales, Finance, and Supply Chain to deliver accurate setups, timely promotions, and reliable product availability.

Benefits

Competitive health, dental, and 401(k) benefits beginning on the first day of employment.
Annual discretionary bonus program dependent on individual and company performance.
401(k) match.
Medical, dental, and vision plans.
FSA and HSA accounts.
Life and AD&D 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.
Company fleet of snowboards and other equipment.
Wellness lifestyle allowance (B.E.A.R Bucks).
Mental health therapy benefit and Calm app.
Free Kodiak product.
Flexible Time Off.
Sick leave.
Early-out Fridays.
Parental leave.
Casual dress code.
Other Kodiak-unique perks.