Area Distributor Manager-VA

The Kraft Heinz Company; Virginia Beach (VA); Remote; USD 78,000 - 97,000; Full time

Job summary

The Kraft Heinz Company is seeking a field sales professional to lead the assigned Virginia Beach–area market in the Foodservice channel. You will drive branded share, profitability, and distributor partnerships while crafting data-driven plans to win with operators.

You’ll manage trade budgets, forecast demand, and collaborate with Sales Ops, Finance, and Supply to deliver JBPs and volume growth. A remote-based role with travel expectations and a company car or car allowance.

Qualifications

• Bachelor’s degree in business, marketing, sales, or a related field.
• 1 to 3 years of sales experience, preferably in foodservice, CPG, or related industry.
• Experience managing distributor relationships and working with foodservice operators is strongly preferred.
• Experience in direct sales, account management, or business development within foodservice or hospitality is beneficial.
• Ability to analyze sales data, market trends, and financial reports to inform decisions.
• Skilled at building and executing sales plans, JBPs, and forecasting demand.
• Strong business acumen to spot high-value opportunities.
• Excellent relationship-building with distributors, brokers, operators, and decision-makers.
• Experience collaborating cross-functionally with marketing, supply chain, finance, and sales ops teams.
• Knowledge of supply chain operations, order-to-cash, and invoice resolution in a foodservice setting.
• Understanding pricing structures, rebates, and contracts in a distributor-based model.
• Proficiency with Microsoft Office (Excel, PowerPoint, Outlook) and CRM tools such as 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).

Responsibilities

• 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.

Skills

Sales experience

Distributor relationships

Data analysis

Forecasting demand

Cross-functional collaboration

Travel readiness

CRM knowledge

Pricing & contracts

Virtual selling

Order-to-cash knowledge

Relationship-building

Excel/PowerPoint/Outlook

JBPs forecasting

Education

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

Tools

Salesforce

Microsoft Office Suite

Job description

Key Responsibilities

• 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.

Qualifications

• 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).

Remote Work and Travel

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.

Salary and Bonus

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

Wellbeing and Benefits

• 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, DisabilityEmployee's Home - National

Equal Opportunity Employer

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.