How you make history here...
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.
Key Responsibilities
• 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.
What you bring to the table.... (Must have)
• 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...(preferred)
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. Please ask your Talent Acquisition Partner for more information about our total rewards package.
