Vice President, Sales

KeHE Distributors, LLC•Phoenix, AZ

7d•Onsite

About The Position

KeHE-a natural, organic, specialty and fresh food distributor-is all about "good" and is growing, so there's never been a more exciting time to join our team. If you're enthusiastic about working in an environment with a people-first culture and an organization committed to good living, good food and good service, we'd love to talk to you!

Requirements

Bachelor’s degree in business, sales, or a related field required, MBA or advanced degree preferred.
15+ years of progressive sales leadership experience, including 8+ years in senior leadership roles.
Demonstrated success delivering financial results and building high-performing teams.
Experience managing large, strategic accounts in distribution, CPG, grocery, retail, or related industries strongly preferred.
Proven record in executive-level customer engagement and complex deal negotiation
Ability to travel regularly to customer locations, internal sites, company headquarters, and industry events.
Requires prolonged periods of sitting, working at a computer, and participating in virtual and in-person meetings.
Frequent use of standard office equipment including laptops, phones, and conference technology
Requires clear verbal and written communication, including presentations and executive-level discussions.

Responsibilities

Own executive-level relationships for a portfolio of large strategic customer accounts.
Own customer segment level P&L and profitability with full accountability.
Develop multi-year commercial roadmaps that include growth plans, category direction, innovation, and performance priorities.
Lead major negotiations, renewals, and key commercial discussions with customers.
Sponsor joint business planning and quarterly business review cadences across assigned accounts.
Identify and activate new growth opportunities that improve customer performance and KeHE share of wallet.
Resolve escalations and complex relationship issues in a timely and commercially sound manner.
Partner with category management, supply chain, operations, finance, and marketing teams to ensure successful execution.
Lead and develop directors and broader account teams supporting assigned customers.
Sets and executes segment and account growth strategy, establishing clear revenue, market share, and performance targets.
Builds and leads large, complex sales organizations and strategic account portfolios to consistently deliver results.
Develops forward-looking commercial roadmaps that position the organization for sustained growth.
Maintains full accountability for P&L performance, including EBITDA, contribution margin, and customer profitability.
Applies strong financial leadership and business acumen to drive sound decision-making and resource allocation.
Translates financial and operational data into actionable insights.
Defines and leads enterprise and segment-level commercial strategy to drive competitive advantage and operational efficiency.
Demonstrates strong strategic thinking with the ability to connect long-term vision to near-term execution.
Identifies market opportunities and adapts strategy to evolving industry dynamics.
Takes ultimate accountability for the successful execution of strategic initiatives and business outcomes.
Establishes performance standards, KPIs, and operating rhythms that drive discipline and consistency.
Champions operational excellence and continuous improvement across teams.
Leads effectively through complexity, ambiguity, and change.
Makes timely, high-quality decisions to capture new opportunities and mitigate risks.
Demonstrates adaptability in dynamic, fast-paced environments.
Owns executive-level relationships with strategic customers, serving as a trusted advisor at the executive leaders.
Defines relationship management best practices and drives joint business planning discipline.
Strengthens partnerships to expand share of wallet and long-term value creation.
Leads high-impact, enterprise-level negotiations across major customer agreements.
Demonstrates exceptional executive presence, influencing, and communication skills.
Navigates complex stakeholder environments to achieve mutually beneficial outcomes.
Drives alignment across Sales, Supply Chain, Operations, Finance, Marketing, and Category teams.
Leads through influence to deliver integrated customer and business solutions.
Builds strong internal and external partnerships to execute shared priorities.
Brings advanced analytical rigor and a data-driven mindset to decision-making.
Identifies root causes, mitigates risk, and ensures systemic issue prevention.
Resolves complex business challenges with structured, strategic approaches.
Sets vision, culture, and talent strategy to build high-performing, engaged teams.
Coaches and develops leaders and teams to scale capability and performance.
Demonstrates high self-awareness and fosters a culture of accountability and growth.
Leverages CRM platforms, sales analytics, and account planning tools to drive performance.
Advanced proficiency in Microsoft Office tools (Excel, PowerPoint, Power BI) to analyze and communicate insights.