Distributor Account Manager

Kodiak Cakes

. Own UNFI and KeHE headquarters relationships, including distributor-level strategy, business reviews, issue resolution, and joint initiatives .

Posted 11/4/2026full-timeRemote • United StatesMid-LevelSenior💰 $95,000 - $125,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive knowledge of distributor workflows and strategies, with a strong focus on managing distributor relationships, sales targets, and promotional effectiveness in the consumer-packaged goods sector. Proven ability to coordinate cross-functional teams and drive profitable sales growth across independent retail networks.

Highest-signal resume keywords

Distributor Relationship ManagementSales Target AccountabilityDemand ForecastingPromotional Effectiveness AnalysisBroker Organization Direction

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Demand ForecastingSales Target ManagementPromotional Calendar ManagementTrade Budget ManagementDistributor New-Item SetupInventory ManagementPromotional Effectiveness AnalysisAccount PlanningRevenue MonitoringSales Growth Strategy

Soft Skills

Cross-Functional CoordinationRelationship BuildingIssue ResolutionStrategic PlanningAccountability

Tools & Technologies

Distributor PortalsSales Forecasting ToolsSupply Chain Management Systems

Industry Keywords

Consumer-Packaged GoodsIndependent RetailTrade SpendingBroker PartnershipsMarket Visits

About the role

Key responsibilities & impact

Own UNFI and KeHE headquarters relationships, including distributor-level strategy, business reviews, issue resolution, and joint initiatives
Own distributor sales targets and trade budgets
Build account plans and monitor revenue and spending goals
Lead broker partners covering independent retailers through both distributor networks
Establish broker objectives, scorecards, field priorities, and accountability
Build and maintain distributor sales forecasts with Demand Planning and Supply Chain
Incorporate baseline trends, new items, promotional lifts, and independent retail opportunities into forecasts
Own national UNFI and KeHE promotional calendars
Evaluate independent retailer one-off requests
Manage promotional submissions, execution, trade spend, deductions, and post-event ROI analysis
Lead new-item setup, authorizations, and item maintenance at UNFI and KeHE
Partner with brokers to convert distributor availability into independent retailer placement and reduce distribution voids
Develop annual joint business plans and review performance by distributor
Represent Kodiak at KeHE and UNFI trade shows
Strengthen distributor and broker relationships and advance sales priorities
Coordinate distributor initiatives with Sales, Finance, and Supply Chain to deliver accurate setups, timely promotions, and reliable product availability
Drive profitable sales growth across independent retail networks served by UNFI and KeHE

Requirements

What you’ll need

Extensive knowledge of distributors' workflow, portal, and strategies
Experience owning distributor or wholesale customer relationships in consumer-packaged goods, preferably with UNFI or KeHE
Distributor portal experience is a plus
Demonstrated accountability for sales targets, trade budgets, customer business plans, and profitable growth
Experience directing broker organizations or external sales partners to achieve measurable independent retail distribution and execution results
Hands-on experience with distributor promotional calendars, trade spending, billbacks or deductions, and promotional effectiveness analysis
Experience with demand forecasting, distributor DC inventory management, and coordination with supply chain partners
Experience managing distributor new-item setup, authorizations, item maintenance, and expansion into independent retail outlets
Experience working well internally across large customers and distributor networks
Ability to coordinate with Sales, Finance, Demand Planning, and Supply Chain
Attendance at KeHE and UNFI trade shows, periodic distributor headquarters meetings, broker reviews, and market visits is required
Legally authorized to work in the United States

Benefits

Comp & perks

Competitive health, dental, and 401k benefits beginning on the first day of employment
Annual discretionary bonus program
401k match
Medical, dental, and vision plans
FSA and HSA accounts
Life and ADD Insurance
Short Term and Long-Term Disability Insurance
Cell Phone and Internet Stipend
Relocation assistance
Annual Professional Development Stipend
Travel Reimbursement
Annual performance bonus
Employee Equity Plan
Company fleet of snowboards and other equipment
Wellness lifestyle allowance (B.E.A.R Bucks)
Mental Health Therapy Benefit and the Calm app
Free Kodiak Product
Flexible Time Off
Sick Leave
Early-out Fridays
Parental leave
Casual dress code
A variety of other Kodiak-unique perks