Area Distributor Manager-VA

The Kraft Heinz Company; Virginia; Remote; USD 78,000 - 97,000; Full time

Benefits offered by this job

Company car allowance

Job summary

The Kraft Heinz Company in the United States seeks an Area Distributor Manager to own the business in a designated Virginia territory. You will lead distributor relationships, develop profitable sales strategies, and drive branded market share and profitability in line with Kraft Heinz values.

Responsibilities include building JBPs with distributors, forecasting demand, managing trade budgets, supporting Order-to-Cash, and traveling as needed to nurture partnerships with operators and brokers.

Qualifications

• Bachelor’s degree preferred or equivalent experience.
• 1–3 years of sales experience in foodservice/CPG or related industry.
• Ability to analyze sales data and market trends to inform decisions.
• Experience managing distributor relationships and working with operators.

Responsibilities

• Lead geographic market in Foodservice Field Sales to grow share and profitability.
• Develop profitable strategies with distributors and brokers.
• Build and maintain distributor relationships and support events.
• Own bottom-up sales planning and forecast demand with cross-functional teams.
• Manage trade budgets and travel expenses.

Skills

Distributor relationships

Sales strategy

Data-driven decision making

CRM tools

MS Office Suite

Travel readiness

Communication skills

Education

Bachelor’s degree in business, marketing, sales or related field

Tools

Salesforce

MS Office Suite

Job description

As an Area Distributor Manager (ADM) , you will play a critical front-line sales role, driving Kraft Heinz’s Away From Home market share and profitability within a designated geographic territory. This is not a traditional sales role—we are looking for a candidate who takes full ownership of their business, excels at selling solutions, and has a proven track record of winning new business. The ideal candidate will be a leader, influencer, and activator from day one, collaborating with both internal and external stakeholders. This role provides direct contributions to Kraft Heinz’s business growth while offering valuable sales experience that can be leveraged for future career opportunities.

Lead the assigned geographic market in the Foodservice Field Sales organization, driving branded market share and profitability in alignment with Kraft Heinz values.

• 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.
• Manage trade budgets related to distributors, as well as business and travel expenses.
• 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.

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. Includes the ability to leverage data to track sales performance, plan effectively, and develop winning strategies.
• 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.
• 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.).
• Willingness to travel overnight as needed (frequency varies by territory).

This is a remote-based role that can be performed from a home office, with travel required based on business needs. The position follows a salaried, exempt schedule, allowing flexibility to meet customer and internal expectations, which may include occasional early mornings, evenings, or weekends. Regular domestic travel within the assigned geographic territory is expected, including overnight trips as necessary. The role requires in-person engagement with customers, distributors, and internal teams to drive business objectives effectively. To support travel needs, this position is eligible for a company-provided vehicle or a car allowance.

Our Total Rewards philosophy is to provide a meaningful and flexible spectrum of programs that equitably support our diverse workforce and their families and complement Kraft Heinz’ strategy and values.

77,800.00 - $97,300.00 Bonus: This position is eligible for a performance-based bonus as provided by the plan terms and governing documents.

The compensation offered will take into account internal equity and may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors

Coverage for benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

Wellbeing: We offer events, resources, and learning opportunities that inspire a physical, social, emotional, and financial well-being lifestyle for our employees and their families.

You’ll be able to participate in a variety of benefits and wellbeing programs that may vary by role, country, region, union status, and other employment status factors, for example:

• Physical - Medical, Prescription Drug, Dental, Vision, Screenings/Assessments
• Social - Paid Time Off, Company Holidays, Leave of Absence, Flexible Work Arrangements, Recognition, Training
• Emotional – Employee Assistance Program , Wellbeing Programs, Family Support Programs
• Financial – 401k, Life, Accidental Death & Dismemberment, Disability

Employee's Home - National Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes. In order to ensure reasonable accommodation for protected individuals, applicants that require accommodation in the job application process may contact NAZTAOps@kraftheinz.