Senior Manager, Foodservice Distribution

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.

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.

Requirements

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.

Benefits

Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners); matching 401(k) plan with immediate vesting; unlimited sick time; paid time off and holiday pay; free access to fitness center (if WHQ); on-site day care (operated by Bright Horizons); company store; Campbell’s Cares program matches employee donations and/or volunteer activity up to $1,500 annually; Employee Resource Groups (ERGs).