Major Account Manager, AFH Tomatoes

Job Description

The Major Account Manager (MAM) plays an important role in driving sales, distribution, market share, and profitability for Kraft Heinz’s tomato products within a designated geographic territory. This is not a traditional sales role—we’re seeking a highly driven individual who takes full ownership of their business, thrives on solution-based selling, and has a proven track record of winning new accounts.

As a MAM, you’ll be a leader, influencer, and activator from day one, engaging with key internal and external stakeholders to drive growth. This role provides exceptional exposure to sales strategy and execution, offering valuable experience for career advancement within Kraft Heinz.

We have multiple openings, with a strong preference for candidates based in the following cities due to customer connectivity:

• North Carolina (Charlotte, Raleigh-Durham, or Greenville-Spartanburg)

• Connecticut/New Jersey (major metro area)

• San Francisco/Northern California (San Francisco/Surrounding Metro)

Essential Functions & Responsibilities

• Own and drive branded distribution, market share, and profit within top tomato distributors (to be defined).

• Tomato training and enablement of broader sales teams, distributor sales representatives, broker agencies, etc to effectively sell Escalon, Bell’Orto, and Heinz tomato products.

• Partner with brokers, increasing operator penetration for Escalon, Bell’Orto, and Heinz tomato products.

• Partner closely with internal distributor team (KHC ADMs) to develop volume incentive programs with key tomato focused distributors.

• Collaborate with National distributor teams to align sales strategies and programming.

• Work closely with Marketing to execute key initiatives and ensure alignment with sales objectives.

• Plan and support distributor events, fostering strong relationships and market presence.

• Represent Kraft Heinz at industry events (e.g., Pizza Expo) to build brand awareness and strengthen customer engagement.

• Own the end-to-end sales process—from prospecting and generating interest to closing deals and expanding accounts.

• Drive execution of quarterly and annual sales priorities, including limited-time offers, new product innovations, and promotional activations.

• Accurately forecast product demand and track wins (new and renewals) through volume submission forms (VSF).

Expected Experience & Required Skills

• Bachelor’s degree in business, marketing, sales, or a related field preferred, or equivalent experience.

• 2-3+ years of sales experience, ideally in foodservice, consumer packaged goods (CPG), restaurant, culinary, or distributor industries.

• Proven success in territory management, customer acquisition, and revenue growth.

• Strong analytical skills, with the ability to interpret sales data, market trends, and financial reports for strategic decision-making.

• Understanding of profitability, P&L impact, and financial drivers in sales.

• Experience collaborating cross-functionally with marketing, supply chain, finance, and sales operations.

• Critical thinking, problem-solving, and adaptability in a fast-paced sales environment.

• Highly organized, with the ability to manage multiple projects independently and drive results.

• Strong communication, persuasion, and negotiation skills to engage key stakeholders.

• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook) and CRM platforms (e.g., Salesforce).

• Comfort with virtual sales platforms (MS Teams, Zoom, Google Meet, FaceTime).

• Ability to lift up to 50 lbs (e.g., transporting product samples).

• Valid driver’s license with the ability to meet MVR requirements.

• Willingness to travel up to 35%, including overnight travel based on business needs. On average up to 3 days per week out in field selling.

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.

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:

• Physical - Medical, Prescription Drug, Dental, Vision, Screenings/Assessments

• Social - Paid Time Off, Company Holidays, Leave of Absence, Flexible Work Arrangements, Recognition, Training

• Emotional – Employee Assistance Program , Wellbeing Programs, Family Support Programs

• Financial – 401k, Life, Accidental Death & Dismemberment, Disability

Location(s)

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.