Area Field Sales Manager

Job Description

The AFH Area Field Sales Manager is a high-impact leadership role responsible for driving sales growth, market expansion, and product adoption within an assigned territory. This role focuses on independent restaurants, multi-unit and regional chains, and non-commercial foodservice operators, requiring a dynamic leader who thrives on ownership and accountability. This is more than just a sales role—it’s an opportunity to lead a team, influence key stakeholders, and drive strategic initiatives. The ideal candidate has a proven track record in sales leadership, business development, and relationship management, with the ability to identify opportunities, execute solutions, and win new business.

This role is preferably based in Minnesota to enhance customer connectivity and ensure stronger engagement with key accounts.

Essential Functions & Responsibilities

• Develop and execute territory-specific sales strategies to accelerate product adoption and revenue growth.

• Identify and capture new business opportunities, leveraging insights and data-driven decision-making.

• Lead pricing discussions, contract negotiations, and promotional planning to maximize sales potential.

• Conduct regular field visits to strengthen operator relationships, support sales execution, and drive results.

• Represent Kraft Heinz at industry events, trade shows, and key customer meetings to enhance market presence.

• Lead, coach, and develop your territories Field Sales team, ensuring alignment with Kraft Heinz’s sales priorities.

• Provide training, sales strategy guidance, and business reviews to elevate team performance.

• Establish a culture of accountability, tracking performance metrics and driving continuous improvement.

• Foster a collaborative environment, ensuring the team is equipped with the tools and resources to succeed.

• Build and strengthen relationships with key operators, driving brand preference and long-term loyalty.

• Collaborate with distributor teams to execute marketing programs, optimize distribution, and improve field-level execution.

• Partner with internal teams (Marketing, Category Management, Finance) to align field sales efforts with company objectives.

• Monitor market trends, competitive activity, and customer insights, adjusting strategies for sustained success.

• Develop and manage business plans, sales forecasts, and performance goals for assigned markets.

• Maintain accurate records of sales activity, customer interactions, and market insights using CRM tools like Salesforce.

• Assist in the development of marketing materials, sales tools, and promotional campaigns to support execution.

• Stay ahead of industry trends and market dynamics, continuously refining strategies for competitive advantage.

People Management Responsibilities

Expected Experience & Required Skills

• Bachelor’s degree in business, marketing, sales, or a related field preferred. Equivalent education and experience will be considered.

• 3 to 5 years of sales experience, preferably in foodservice, consumer packaged goods (CPG), or a related industry. Must demonstrate success in major account management, securing new business, and driving profitable growth.

• People management experience highly desired —proven ability to lead, develop, and manage a sales team.

• Experience managing operators, QSR (Quick Service Restaurants), culinary, and/or retail industry accounts preferred.

• Cross-functional collaboration experience with marketing, supply chain, finance, and sales operations teams.

• Strong relationship-building skills, with the ability to foster long-term partnerships with distributors and key decision-makers.

• Strong business acumen—demonstrated ability to evaluate sales opportunities, secure profitable volume, and strategically prioritize efforts.

• Data-driven mindset—experience utilizing CRM tools (Salesforce preferred) and analytics for sales tracking, business planning, and strategy development.

• Excellent communication and negotiation skills, with the ability to influence stakeholders and deliver compelling presentations.

• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).

• Ability to lift up to 50 pounds when needed (e.g., delivering customer samples).

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

• Willingness to travel up to 25%, including in-person meetings with customers, distributors, and internal teams.