CPG Sales Director, Kehi & UNFI

INCPG; Cincinnati (OH); Vor Ort; USD 100.000 - 130.000; Vollzeit

Zusammenfassung

A leading recruiting firm seeks a Director of Distributor to drive sales performance and growth through KeHE and UNFI channels. The ideal candidate will have 8-12 years in sales and distributor management, demonstrating a strong analytical mindset and relationship management skills. This role will encompass developing strategies, overseeing cross-functional collaboration, and ensuring seamless execution of sales initiatives. Strong communication abilities are essential for presenting insights to stakeholders. Willingness to travel up to 50% required.

Qualifikationen

• 8–12+ years in sales, distributor management, or commercial operations within CPG.
• Experience managing distributor channels such as KeHE or UNFI.
• Strong analytical skills and experience in building accurate forecasts.

Aufgaben

• Develop and execute distributor sales strategies for KeHE and UNFI.
• Drive profitable volume growth and share growth.
• Oversee planning and demand management in collaboration with cross-functional teams.

Kenntnisse

Sales management

Data analysis

Cross-functional collaboration

Relationship management

Communication

Tools

Excel

Business Intelligence tools

CRM platforms

Jobbeschreibung

The Director of Distributor – KeHE & UNFI is a senior sales and commercial operations leader responsible for driving sales performance and distribution growth through KeHE and UNFI channels. This role blends strategic planning, distributor relationship management, data analytics, forecasting, and cross-functional collaboration to maximize category penetration and revenue growth. The ideal candidate brings both a big-picture strategic mindset and a hands-on ability to execute plans with internal teams and distributor partners.

Key Responsibilities

Distributor Strategy & Business Growth

• Lead development and execution of distributor sales strategies for KeHE and UNFI aligned to overall commercial priorities.
• Drive profitable volume growth, distribution gains, and share growth across key product portfolios.
• Identify whitespace and channel opportunities; translate insights into actionable distributor plans.

Execution & Operational Leadership

• Serve as primary commercial owner for KeHE & UNFI relationships, strengthening partnership performance and execution.
• Oversee planning, forecasting, and demand management in collaboration with Sales Operations, Supply Chain, and Finance.
• Ensure flawless execution of promotions, forecasting commitments, merchandising initiatives, and new product launches with distributor partners.

Data, Analytics & Forecasting

• Build, maintain, and communicate robust distributor forecasts; use analytics to inform decisions and improve accuracy.
• Track key performance metrics and share insights with cross-functional partners to adjust strategies proactively.
• Leverage internal reporting tools and distributor systems (e.g., data from UNFI Supplier Portal, KeHE Connect) to monitor inventory levels, promotional results, and sales performance.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Category Management, Supply Chain, and Finance to align distributor plans with broader commercial and operational priorities.
• Partner with internal analytics teams to build dashboards and scorecards that track distributor business performance.
• Represent distributor performance and strategic insights to senior leadership.

Team Leadership & Development

• Mentor, coach, and lead distributor account teams, brokers or specialists supporting KeHE & UNFI execution.
• Foster a high-performance culture focused on collaboration, accountability, and results.

Qualifications

• Experience: 8–12+ years of progressive sales, distributor management, or commercial operations experience within CPG, with proven success managing distributor channels (e.g., KeHE, UNFI) and driving business results.
• Strategic & Analytical: Strong analytical and planning skills; ability to build accurate forecasts and partner with cross-functional teams to execute strategies.
• Relationship-Driven: Demonstrated ability to build strong distributor partnerships and influence cross-functional teams.
• Communication: Excellent written and verbal communication skills; capable of presenting insights and recommendations clearly to internal and external stakeholders.
• Technical Skills: Proficiency in data analysis tools (Excel, BI tools), distributor systems, and CRM or sales analytics platforms.
• Travel: Willingness to travel up to 40–50% for distributor business reviews, key meetings, and trade events.

Preferred

• Experience driving distributor business growth within grocery, specialty, or multi-category CPG environments.
• Strong network and existing relationships with KeHE and UNFI decision makers.
• Track record of using data and advanced analytics to shape channel strategy and execution.