Job Description

Role Description

Own the senior national HQ relationship and contract performance for an assigned national broadline distributor portfolio (US Foods/Dot/GFS/Unipro) — leading JBPs, top-to-top engagement, and national contract negotiation to drive volume, distribution, and program execution across the ~$200M+ national distributor book.

• Own the senior HQ-level relationship with assigned national broadline distributor(s) — VP and Director-level decision makers across procurement, merchandising, marketing, and category teams.
• Lead national JBPs and top-to-top engagement cycles — annual planning, joint commercial calendars, performance tracking, and quarterly business reviews.
• Negotiate national distributor contracts including pricing architecture, trade fund allowances, distribution agreements, and multi-year commitments.
• Drive distribution and program execution across the distributor network — translate national HQ commitments into measurable distribution gains, item placement, and program activation.
• Position Campbell’s as a strategic category growth partner by identifying opportunities to improve distributor profitability, assortment productivity, and operator conversion.
• Operate as the senior connector between Campbell's commercial strategy and the distributor's national execution — ensuring contract intent is realized across the distributor's regional divisions and DSR networks.
• Apply the segmentation framework (Accelerate / Grow / Sustain / Maintain) to the distributor relationship — concentrate selling effort and trade fund investment where the strategy says it should.
• Own customer forecast inputs for assigned distributors, partnering with Supply Chain and Sales Planning to align demand assumptions, inventory priorities, promotional calendars, and service expectations against commercial plans.
• Partner with Regional Business Managers (Level E peers) on regional pull-through of national contracts — RBMs own regional execution, but require national-contract clarity and senior-relationship escalation support that this role provides.
• Identify risks (compliance, margin leakage, execution slippage) and drive proactive mitigation in partnership with NA Sales Operations and Finance.
• Drive innovation pipeline and item sell-in with the distributor's merchandising and category teams; partner with R&D, Culinary, and Marketing on operator-relevant solutions.
• Identify whitespace opportunities across underpenetrated categories, operator segments, and distributor divisions to drive incremental growth.
• Leverage NA Sales Operations for analytics, broker support, and trade governance; partner with the Supply Chain / GPO function on contract architecture where GPO overlap exists.

Qualifications

• Bachelor's degree required.
• 8+ years of progressive commercial / distributor-facing experience in CPG or foodservice; broadline distributor experience strongly preferred.
• Demonstrated P&L or distributor-book ownership at $100M+ scale with track record of contract negotiation, distribution growth, and trade ROI improvement.
• Direct experience with national broadline distributors (Sysco, US Foods, Gordon, Dot, PFG, or equivalent) at the HQ procurement and category leadership level.
• Strong senior customer-facing presence — proven negotiation skills and ability to lead multi-year national agreements.
• Proven ability to navigate complex, multi-layered distributor organizations and drive pull-through across decentralized DSR networks.
• Cross-functional fluency across R&D, Culinary, Marketing, Finance, RGM, Supply Chain, and Sales Operations.
• Track record of operating effectively without direct reports — drives results through influence, contract architecture, and senior-relationship management.

Nice to have...

• MBA or relevant advanced degree preferred.

Key Deliverables

• National distributor AOP delivery — volume, revenue, distribution, trade ROI against the assigned book.
• National JBP and contract calendar — owned, governed, and delivered against.
• Multi-year distributor agreements and pricing architecture — negotiated and executed within enterprise guardrails.
• Distribution and program execution scorecard across the distributor's national network.
• Innovation sell-in and item placement performance with the distributor's merchandising and category teams.

Working Requirements

• Remote/field, near assigned distributor HQ.
• Travel: ~30–40% (distributor HQ engagements, distributor trade shows, DSR network support, regional engagement in partnership with RBMs).
• Active member of the Distributor Execution leadership team.

Compensation and Benefits

• The target base salary range for this full-time, salaried position is between $139,100-$191,300.
• Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training.
• Total pay may include other forms of compensation.
• In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment.

Job Tags

Similar Jobs