About the Role
Job Description
As a Senior National Account Manager for AFH Beverage, you will be responsible for driving growth across a portfolio of Kraft Heinz beverages within our Away From Home channels. This role is ideal for a results-driven leader who thrives on full ownership, strategic selling, and influencing key decision-makers—both internally and externally. We’re looking for a candidate who sees the big picture, understands the complexities of the three-tier system, and is passionate about turning data into actionable wins. This is more than a traditional sales role—it’s an opportunity to lead with impact, unlock new business, and champion the voice of the customer across a dynamic and high-growth channel.
This role is preferably based in the East Coast to enhance customer connectivity and ensure stronger engagement with key accounts. However, highly qualified candidates in other locations will also be considered.
Essential Functions & Responsibilities
- Lead the development and execution of sales and marketing programs to drive revenue growth within the beverage portfolio across multiple AFH channels.
- Cultivate and manage relationships with key stakeholders including distributors, C-store operators, franchisee groups, and non-commercial Group Purchasing Organizations (GPOs).
- Deeply understand and navigate the three-tier system—leveraging distributor and operator partnerships to unlock consumer insights and business growth.
- Identify growth opportunities using syndicated and internal data and deliver actionable strategies to expand distribution and velocity.
- Effectively sell new and expanded distribution opportunities across regional and national operators.
- Customize strategic sales plans based on each customer’s business needs and channel dynamics.
- Deliver clear, concise, and compelling sales updates and performance reporting to senior leadership.
- Ensure strong execution of promotions and innovation launches through detailed follow-ups and tracking.
- Collaborate cross-functionally with National Account Manager peers and Customer Vice Presidents to deliver annual operating plan objectives.
- Own and manage budgets, including trade, travel, and expenses, ensuring efficient resource allocation and strong ROI.
- Prepare and deliver high-impact customer presentations for business reviews and key selling initiatives.
- Continuously identify white space opportunities and pursue volume growth within existing and new accounts.
Expected Experience & Required Skills
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Bachelor’s degree in business, marketing, sales, or related field preferred. Equivalent combination of education and experience will be considered.
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5 to 7 years of experience in beverage sales, with at least 3 years focused on selling to multi-unit operators, non-commercial accounts, c-store, or regional chains.
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Proven success building relationships with Away From Home customers, wholesalers, and internal cross-functional teams.
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Strong understanding of category management, trade strategy, and P&L ownership.
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Experience in collaborating cross-functionally with marketing, supply chain, finance, and sales operations teams.
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Demonstrated ability to use data to develop and execute customer strategies.
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Highly motivated, self-starter who thrives in a fast-paced, customer-facing role.
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Effective communication skills, both verbal and written, demonstrated by effective presentation, influence, and advanced negotiation skills with both internal and external stakeholders.
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Detail-oriented with a track record of follow-through and delivering results with limited direction.
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Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook), and CRM tools (e.g., Salesforce).
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Ability to adapt selling strategies to virtual platforms (MS Teams, Zoom, Google Meet, FaceTime, etc.).
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Ability to lift up to 50 pounds when needed (e.g., delivering customer samples, etc.).
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Valid driver’s license and ability to meet MVR requirements.
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Willingness and ability to travel up to 40% of the time for in-person engagements with customers, distributors, and internal teams, as needed.
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 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:
$118,400.00 – $148,000.00
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:
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Physical – Medical, Prescription Drug, Dental, Vision, Screenings/Assessments
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Social – Paid Time Off, Company Holidays, Leave of Absence, Flexible Work Arrangements, Recognition, Training
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Emotional – Employee Assistance Program , Wellbeing Programs, Family Support Programs
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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 NAZTAOps@kraftheinz.com for assistance.
About Us
Kraft Heinz is a global food company with a delicious heritage. Our emerging and iconic food and beverage brands deliver the best taste, fun, and quality to every table we touch. Worldwide.
We’re on a mission to disrupt not only our own business, but the global food industry. Consumer obsession and unexpected partnerships fuel our progress. As we drive innovation company-wide.
Our people are connected by a culture of ownership, agility and endless curiosity. We believe in being good humans — working to improve our company, communities, and planet.
We’re proud of where we’ve been and even more thrilled about where we’re headed as we nourish the world and lead the future of food.
