Major Account Manager-National Accounts

Job Description

About Us

The Kraft Heinz Company is one of the largest food and beverage companies in the world, with eight $1 billion+ brands and global sales of approximately $25 billion. We’re a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. While Kraft Heinz is co-headquartered in Chicago and Pittsburgh, our brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.

We spark joy around mealtime with our iconic brands, including Kraft, Oscar Mayer, Heinz, Philadelphia, Lunchables, Velveeta, Planters, Maxwell House, Capri Sun, Ore-Ida, Kool-Aid, Jell-O, Primal Kitchen, and Classico, among others. 

No matter the brand, we’re united under one vision: To sustainably grow by delighting more consumers globally. Bringing this vision to life is our team of 39,000+ food lovers, creative thinkers, and high performers worldwide. Together, we help provide meals to those in need through our global partnership with Rise Against Hunger. We also stand committed to responsible, sustainable practices that extend to every facet of our business, our consumers, and our communities. Every day, we’re transforming the food industry with bold thinking and unprecedented results. If you share our passion – and are ready to create the future, build a legacy, and lead as a global citizen – there’s only one thing to do: join our table and let’s make life delicious!

Our Culture of Ownership, Meritocracy & Collaboration

We're not afraid to think differently. Embrace new ideas. Dream big. We empower our people at every level – from entry-level intern to senior leader – to own their work. We share a responsibility to think like Owners – to be mindful of the collective and sustained success of Kraft Heinz – which we apply to every situation, every day. As part of Kraft Heinz, you're supported to grow and achieve. You’re expected to bring your authentic self to work every day, to lead with humility, and drive outstanding performance at every level – and you’ll be rewarded. You’re given opportunities to leave a mark and build a legacy. But you won’t do it alone.  You’re supported by passionate teammates along the way, and our collective, collaborative spirit fuels our incredible progress.

Position Summary

The Major Account Manager will be responsible for a specified market and is uniquely positioned for an ambitious leader who is craving full ownership and accountability for our products and customers within the assigned Accounts. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a proven ability to win new business.  We are seeking a candidate who is eager to be a leader, influencer and activator with internal and external key stakeholders from the first day on the job. This role reports to the Sales Lead for National Accounts.

Primary Responsibilities

• Develop and lead channel specific priorities (Lodging and Hospitality) within our GPO/CMC partnerships and help to deliver quarterly and annual growth goals; increase market penetration and grow market share within the Non-Commercial segment
• SME within the Non-Commercial segment working to drive strong performance through channel initiatives and gap planning analysis with data tools.
• Liaise between Kraft Heinz and GPO/CMC channel manager’s (including but not limited to Foodbuy/Compass, Entegra/Sodexo, Aramark/Avendra, Premier, Vizient), develop influential relationships with our key non-comm partners, establish new non-commercial partnerships
• Develop and track against non-comm KPI’s and sales metrics – report on progress (including wins, gaps, and non-performance) in critical sales meetings
• Strong analytical skills demonstrated by previous experience using systems for tracking sales, determining ROI, and developing data-driven strategies
• Collaborate cross-functionally to develop channel specific programs with customers, aid in the development of new skus and non-comm sales collateral
• Challenge both Kraft Heinz teams as well as external teams to drive creative ideas that capitalize on business opportunities
• Outstanding oral and written communication skills: negotiation, deal creation and presentation skills
• Guide non-comm trade spend strategy by channel, oversee trade spend return on investment, and recommend/negotiate adjustments to trade as needed
• Responsible for growing sales with assigned customer
• Joint Business Planning with small to mid-tier accounts
• Development of selling stories based on insights and analytic data 
• Build pipeline development and conversion
• Contract Negotiation
• Deliver profitable sales pipeline
• Drive conversion of opportunities
• Sell incremental branded opportunities
• Support of S&OP through Forecast process and waste mitigation

Qualifications

• Bachelor's Degree required.
• A minimum of 2-3 year of sales experience required with a demonstration of territory management resulting in profitable volume, customer penetration, attainment of new customers and growth.
• Experience in restaurant, culinary, and/or distributor industry preferred.
• Think creatively and critically, can learn new concepts and seeks to resolve complex problems.
• Be a structured and organized problem solver who can drive projects to completion with minimal direction.
• A bias toward action. Entrepreneurial mentality, can make and own decisions. Embrace our “culture” of grit, action and perseverance.
• Ability to travel ~25% of the time. 
• Command of business acumen and strong business intuition demonstrated by discernment that not every sales opportunity is equal and a track record of securing profitable volume and walking away from less profitable deals.
• Strong analytical skills demonstrated by previous experience utilizing systems for tracking and recording sales, effective business planning and data-driven strategy for maintaining current and securing new customers.
• Effective communication skills, both verbal and written, demonstrated by effective presentation, influence, and negotiation with internal and external stakeholders.
• Strong financial acumen to impact P&L management.
• Overnight Travel is required, and the amount varies by territory.

EEO Policy

Kraft Heinz is an EO employer – Minorities/Women/Vets/Disabled and other protected categories

Location(s)

Employee’s Home – Geo

Base Salary Range: $85,400.00 – $106,800.00

Target Total Cash Range: $106,750.00 – $133,500.00

Target total cash represents this role’s annualized cash earning potential at target (base salary + target bonus). Target total cash is contingent on targeted company performance achievement and individual attainment of performance goals. Therefore, target total cash is not guaranteed earnings.

The compensation offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors.

Kraft Heinz is an Equal Opportunity Employer that prohibits discrimination or harassment of any type. All qualified applicants are considered for employment without regard to race, color, national origin, age, sex, sexual orientation, gender, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law. Applicants who require an accommodation to participate in the job application or hiring process should contact NAZTAOps@kraftheinz.com.