Area Distributor Manager - Northern California

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.

Location: Northern California

Essential Functions & Responsibilities

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

• Execute all elements of the Foodservice ADM playbook to ensure market success.

• 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.

• Lead the full sales cycle—from generating interest to securing commitments and closing deals.

• Meet and exceed assigned revenue targets.

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

• Execute quarterly and annual sales and marketing priorities, including new product launches and limited-time offers.

• 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.

Expected Experience & Required Skills

• 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.

• Exceptional verbal and written communication skills, with the ability to present and sell concepts effectively to both internal and external stakeholders.

• 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.).

• Ability to lift up to 50 pounds when needed.

• Valid driver’s license and ability to meet MVR requirements.

• Willingness to travel overnight as needed (frequency varies by territory).

Work Environment & Schedule

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.

New Hire Base Salary Range:

$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

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 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

Location(s)

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 [email protected] for assistance.