Job Description
The Area Distributor Manager (“ADM”) is a critical front-line sales role responsible for covering a specific geographic market and driving Kraft Heinz market share & profit. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a shown ability to win new business. We are seeking a candidate who is eager to be a leader, influencer, and activator with internal and external key collaborators from the first day on the job.
The ADM position contributes directly to the growth of the KHC business and gains great sales knowledge that is transferable to other areas of the business.
This position will preferably be based in the following cities due to Customer connectivity: Kansas City, Missouri. Denver, Colorado. Omaha, Nebraska.
What's on the menu?
Aligned to KHC values, the Foodservice ADM leads a geographic market in the Field sales organization, focused on driving branded market share and profit
Complete all aspects of the Foodservice ADM playbook
Drive profitable sales and execution plans with local distributors and assist with operators as needed
Plan and support distributor events by being responsible for the relationships
Drive penetration of high priority SKUs (strategic/branded and profit oriented)
Identify and manage a robust pipeline of high-value opportunities with support of Sales Ops & Planning team
Own the bottom-up sales planning process for assigned territory and build effective proposals, based on customer needs, insights and the customer's decision criteria
Lead the end-to-end selling process –generating interest, establishing commitment to buy, winning the business
Deliver on assigned revenue targets, and the sales incentive plan (“SIP”)
Responsible for managing Trade Budgets tied to distributors, and business and travel budgets
Complete quarterly & annual priorities - especially sales & marketing (e.g. Limited time offer activations, new innovations, etc)
Support our Sales Ops & Planning team by accurately forecasting business product demands through timely volume submission forms (“VSF”), e.g. a VSF for each reported win (new and renewals)
Establish Joint Business Plans with all Distributors and ensure regular JBP reviews and actions are implemented
Support the “Order to Cash” process. Assist Customer Service in management of Distributor Orders, aid in resolving Invoice Payment discrepancies/deductions issues, etc.
Recipe for Success - apply now if this sounds like you!
Prior food service experience preferred
Bilingual in Spanish preferred
Command of business insight and strong business intuition demonstrated by discernment that not every sales opportunity is equal and a track record of securing profitable volume and walking away from less profitable deals.
Strong analytical skills demonstrated by previous experience utilizing systems for tracking and recording sales, effective business planning and data-driven strategy for maintaining current and securing new customers.
Effective communication skills, both verbal and written, demonstrated by effective presentation, influence, and negotiation with internal and external partners.
Overnight Travel is required, and the amount varies by territory.
Ability to lift up to 50 pounds
Proficiency with Microsoft Excel, PowerPoint, Outlook, and our CRM system (Salesforce.com)
Ability to adapt selling skills to virtual platforms (MS Teams, Zoom, Google Meets, FaceTime, etc) and deliver on those expectations.
Work Environment & Schedule
This is a Remote role with travel. Additionally, this role requires working a salaried, exempt schedule to best execute against customer and internal expectations
Location(s)
Employee's Home - National
Base Salary Range: $75,600.00 - $94,500.00
Target Total Cash Range: $98,280.00 - $122,850.00
Target total cash represents this role's annualized cash earning potential at target (base salary + target bonus). Target total cash is contingent on targeted company performance achievement and individual attainment of performance goals. Therefore, target total cash is not guaranteed earnings.
The compensation offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors.
Kraft Heinz is an Equal Opportunity Employer that prohibits discrimination or harassment of any type. All qualified applicants are considered for employment without regard to race, color, national origin, age, sex, sexual orientation, gender, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law. Applicants who require an accommodation to participate in the job application or hiring process should contact NAZTAOps@kraftheinz.com.
