Sr. National Account Manager, Beverages
Offer summary
Qualifications:
Bachelor's degree in business, marketing, sales, or related field preferred., 5 to 7 years of experience in beverage sales, with at least 3 years selling to multi-unit operators or non-commercial accounts., Proven success in building relationships with Away From Home customers, wholesalers, and cross-functional teams., Strong understanding of category management, trade strategy, and P&L ownership..Key responsibilities:
- Develop and execute sales and marketing programs to drive revenue in the beverage portfolio.
- Manage relationships with key stakeholders including distributors and non-commercial GPOs.
- Identify growth opportunities using data and develop strategies to expand distribution and sales.
- Collaborate with internal teams to meet sales objectives and deliver performance reports.
Job description
Job DescriptionAs a Senior National Account Manager for AFH Beverage, you will be responsible for driving growth across a portfolio of Kraft Heinz beverages within our Away From Home channels. This role is ideal for a resultsdriven leader who thrives on full ownership, strategic selling, and influencing key decisionmakers—both internally and externally. We’re looking for a candidate who sees the big picture, understands the complexities of the threetier system, and is passionate about turning data into actionable wins. This is more than a traditional sales role—it’s an opportunity to lead with impact, unlock new business, and champion the voice of the customer across a dynamic and highgrowth channel.
This role is preferably based in the East Coast to enhance customer connectivity and ensure stronger engagement with key accounts. However, highly qualified candidates in other locations will also be considered.
Essential Functions & Responsibilities
- Lead the development and execution of sales and marketing programs to drive revenue growth within the beverage portfolio across multiple AFH channels.
- Cultivate and manage relationships with key stakeholders including distributors, Cstore operators, franchisee groups, and noncommercial Group Purchasing Organizations (GPOs).
- Deeply understand and navigate the threetier system—leveraging distributor and operator partnerships to unlock consumer insights and business growth.
- Identify growth opportunities using syndicated and internal data and deliver actionable strategies to expand distribution and velocity.
- Effectively sell new and expanded distribution opportunities across regional and national operators.
- Customize strategic sales plans based on each customer’s business needs and channel dynamics.
- Deliver clear, concise, and compelling sales updates and performance reporting to senior leadership.
- Ensure strong execution of promotions and innovation launches through detailed followups and tracking.
- Collaborate crossfunctionally with National Account Manager peers and Customer Vice Presidents to deliver annual operating plan objectives.
- Own and manage budgets, including trade, travel, and expenses, ensuring efficient resource allocation and strong ROI.
- Prepare and deliver highimpact customer presentations for business reviews and key selling initiatives.
- Continuously identify white space opportunities and pursue volume growth within existing and new accounts.
Expected Experience & Required Skills
Bachelor’s degree in business, marketing, sales, or related field preferred. Equivalent combination of education and experience will be considered.
5 to 7 years of experience in beverage sales, with at least 3 years focused on selling to multiunit operators, noncommercial accounts, cstore, or regional chains.
Proven success building relationships with Away From Home customers, wholesalers, and internal crossfunctional teams.
Strong understanding of category management, trade strategy, and P&L ownership.
Experience in collaborating crossfunctionally with marketing, supply chain, finance, and sales operations teams.
Demonstrated ability to use data to develop and execute customer strategies.
Highly motivated, selfstarter who thrives in a fastpaced, customerfacing role.
Effective communication skills, both verbal and written, demonstrated by effective presentation, influence, and advanced negotiation skills with both internal and external stakeholders.
Detailoriented with a track record of followthrough and delivering results with limited direction.
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.).
Ability to lift up to 50 pounds when needed (e.g., delivering customer samples, etc.).
Valid driver’s license and ability to meet MVR requirements.
Willingness and ability to travel up to 40% of the time for inperson engagements with customers, distributors, and internal teams, as needed.
Work Environment & Schedule
This is a remotebased 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 territory is expected, including overnight trips as necessary. The role requires inperson engagement with customers, distributors, and internal teams to drive business objectives effectively. To support travel needs, this position is eligible for a companyprovided 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.
New Hire Base Salary Range:
$118,400.00 $148,000.00
Bonus: This position is eligible for a performancebased 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 candidates geographic region, jobrelated knowledge, skills, and experience among other factors
Benefits: Coverage for employees (and their eligible dependents) through affordable access to healthcare, protection, and saving for the future, we offer plans tailored to meet you and your family’s needs. 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 wellbeing 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, ScreeningsAssessments
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
Location(s)
Employees Home National
Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority GroupsWomenVeteransIndividuals
As a Senior National Account Manager for AFH Beverage, you will be responsible for driving growth across a portfolio of Kraft Heinz beverages within our Away From Home channels. This role is ideal for a resultsdriven leader who thrives on full ownership, strategic selling, and influencing key decisionmakers—both internally and externally. We’re looking for a candidate who sees the big picture, understands the complexities of the threetier system, and is passionate about turning data into actionable wins. This is more than a traditional sales role—it’s an opportunity to lead with impact, unlock new business, and champion the voice of the customer across a dynamic and highgrowth channel.
This role is preferably based in the East Coast to enhance customer connectivity and ensure stronger engagement with key accounts. However, highly qualified candidates in other locations will also be considered.
Essential Functions & Responsibilities
- Lead the development and execution of sales and marketing programs to drive revenue growth within the beverage portfolio across multiple AFH channels.
- Cultivate and manage relationships with key stakeholders including distributors, Cstore operators, franchisee groups, and noncommercial Group Purchasing Organizations (GPOs).
- Deeply understand and navigate the threetier system—leveraging distributor and operator partnerships to unlock consumer insights and business growth.
- Identify growth opportunities using syndicated and internal data and deliver actionable strategies to expand distribution and velocity.
- Effectively sell new and expanded distribution opportunities across regional and national operators.
- Customize strategic sales plans based on each customer’s business needs and channel dynamics.
- Deliver clear, concise, and compelling sales updates and performance reporting to senior leadership.
- Ensure strong execution of promotions and innovation launches through detailed followups and tracking.
- Collaborate crossfunctionally with National Account Manager peers and Customer Vice Presidents to deliver annual operating plan objectives.
- Own and manage budgets, including trade, travel, and expenses, ensuring efficient resource allocation and strong ROI.
- Prepare and deliver highimpact customer presentations for business reviews and key selling initiatives.
- Continuously identify white space opportunities and pursue volume growth within existing and new accounts.
Bachelor’s degree in business, marketing, sales, or related field preferred. Equivalent combination of education and experience will be considered.
5 to 7 years of experience in beverage sales, with at least 3 years focused on selling to multiunit operators, noncommercial accounts, cstore, or regional chains.
Proven success building relationships with Away From Home customers, wholesalers, and internal crossfunctional teams.
Strong understanding of category management, trade strategy, and P&L ownership.
Experience in collaborating crossfunctionally with marketing, supply chain, finance, and sales operations teams.
Demonstrated ability to use data to develop and execute customer strategies.
Highly motivated, selfstarter who thrives in a fastpaced, customerfacing role.
Effective communication skills, both verbal and written, demonstrated by effective presentation, influence, and advanced negotiation skills with both internal and external stakeholders.
Detailoriented with a track record of followthrough and delivering results with limited direction.
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.).
Ability to lift up to 50 pounds when needed (e.g., delivering customer samples, etc.).
Valid driver’s license and ability to meet MVR requirements.
Willingness and ability to travel up to 40% of the time for inperson engagements with customers, distributors, and internal teams, as needed.
Physical Medical, Prescription Drug, Dental, Vision, ScreeningsAssessments
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
Location(s)
Employees Home National
Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority GroupsWomenVeteransIndividuals
Work Environment & Schedule
This is a remotebased 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 territory is expected, including overnight trips as necessary. The role requires inperson engagement with customers, distributors, and internal teams to drive business objectives effectively. To support travel needs, this position is eligible for a companyprovided 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.
New Hire Base Salary Range:
$118,400.00 $148,000.00
Bonus: This position is eligible for a performancebased 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 candidates geographic region, jobrelated knowledge, skills, and experience among other factors
Benefits: Coverage for employees (and their eligible dependents) through affordable access to healthcare, protection, and saving for the future, we offer plans tailored to meet you and your family’s needs. 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 wellbeing 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:
Expected Experience & Required Skills