Distributor Sales Manager

Kodiak Cakes

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

Posted 10/31/2026full-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 trade budgets. Proven ability to lead broker partners and coordinate with internal teams to enhance distribution and execution in independent retail markets.

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

Sales ForecastingTrade Budget ManagementNew-Item SetupInventory ManagementPromotional Calendar Management

Soft Skills

Issue ResolutionCollaborationAccountability

Tools & Technologies

Distributor Portal

Industry Keywords

Consumer-Packaged GoodsIndependent RetailTrade SpendingBillbacksROI Analysis

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 across both distributor networks
Establish broker objectives, scorecards, field priorities, and accountability for distribution gains and retail execution
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 and manage 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
Coordinate with Sales, Finance, Demand Planning, and Supply Chain to expand distribution, improve in-stock performance, and increase trade-investment returns
Attend periodic distributor headquarters meetings, broker reviews, and market visits

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, KeHE
Distributor portal experience 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 with large customers and distributor networks
Attendance at KeHE and UNFI trade shows is required
Periodic distributor headquarters meetings, broker reviews, and market visits
Must be legally authorized to work in the United States
Must disclose whether visa sponsorship will be required

Benefits

Comp & perks

Competitive health, dental, 401k, and wellness benefits beginning on the first day of employment
Annual discretionary bonus program
401k match
Medical/dental/vision plans
FSA & HSA accounts
Life & ADD Insurance
Short Term & Long-Term Disability Insurance
Cell Phone & 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 & 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