Senior Regional Account Manager, Sales

Kodiak Cakes

. Own and expand strategic headquarters-level relationships with Midwest / East regional grocery chains .

Posted 11/7/2026full-timeRemote • United StatesSenior💰 $120,000 - $140,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic account management and complex negotiations within the grocery retail sector, leveraging data-driven insights to drive growth and profitability. Proven ability to lead cross-functional teams and influence stakeholders to achieve commercial objectives.

Highest-signal resume keywords

Headquarters-Level Sales RelationshipsComplex Negotiation SkillsData-Backed Commercial StrategiesTrade Budget ManagementCross-Functional Team Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account OwnershipRevenue ManagementForecastingPromotional StrategyFinancial JudgmentRetailer ReportingSyndicated Data AnalysisPromotional ROI EvaluationCategory ManagementBusiness Review Execution

Soft Skills

Strategic ThinkingInfluencing Without AuthorityResilienceProblem SolvingStakeholder Alignment

Tools & Technologies

ExcelPresentation SoftwareRetailer Reporting ToolsSyndicated Data Platforms

Industry Keywords

Consumer Packaged Goods (CPG)Grocery RetailTrade SpendingDistribution ExpansionPromotional Investment

About the role

Key responsibilities & impact

Own and expand strategic headquarters-level relationships with Midwest / East regional grocery chains
Serve as accountable commercial lead for assigned accounts
Build and lead multi-year retailer growth strategies and annual joint business plans
Balance revenue, volume, distribution, margin, and long-term brand-building objectives
Lead negotiations on assortment, pricing, promotion, innovation placement, and distribution expansion
Create commercially sound solutions for Kodiak and retail partners
Own customer-level financial performance, trade investment, and promotional strategy
Evaluate spending efficiency, profitability, and promotional return on investment
Make timely course corrections
Drive account forecasting and business reviews using retailer signals, syndicated data, shipment and consumption trends, and promotional plans
Identify whitespace opportunities and create category-led growth stories
Win shelf space, unlock innovation, and strengthen Kodiak’s competitive position
Direct broker and cross-functional execution across Sales, Finance, Marketing, Shopper Marketing, Supply Chain, and Sales Operations
Remove obstacles and ensure commitments translate into results
Anticipate retailer and business risks
Lead resolution of complex customer issues
Share account insights and effective practices that elevate the broader sales organization

Requirements

What you’ll need

Seasoned CPG sales leader with a sustained record of directly owning headquarters-level sales relationships with regional grocery chains
Direct experience building relationships with buyers and category managers at grocery retail headquarters
Experience managing complex or strategically important grocery accounts with accountability for revenue, distribution, trade spending, forecasting, and profitability outcomes
Demonstrated success winning incremental distribution, improving customer economics, or growing underperforming accounts through data-backed commercial strategies
Hands-on ownership of annual customer plans, promotional investment decisions, forecast accuracy, and customer-facing business reviews
Ability to use Excel, presentations, syndicated data, and retailer reporting to influence decisions and communicate with senior stakeholders
Experience guiding brokers and cross-functional partners through challenging customer initiatives
Ability to travel up to 30%
Ability to work effectively in a fully remote environment
Strategic headquarters-level selling and complex, high-value negotiation skills
Enterprise-minded account ownership
Advanced commercial and financial judgment, including trade budgets, forecasts, customer profitability, promotional ROI, and investment tradeoffs
Ability to turn consumer, shopper, retailer, and syndicated insights into persuasive recommendations and measurable growth
Ability to align stakeholders, direct broker execution, and influence decisions without formal authority
Sound judgment and resilience with multiple complex customer priorities
Territory sales, district management, direct store delivery, merchandising, and broker representation alone do not fulfill the role requirements
Legally authorized to work in the United States
Application requires listing regional grocery retailers where the applicant led headquarters-level meetings or presentations and identifying account ownership
Application asks which grocery-account responsibilities and tools/data sources the applicant has personally used

Benefits

Comp & perks

Competitive health, dental, and wellness benefits beginning on the first day of employment
401k match
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
A 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