National Account Manager, Broadline Distributors

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

As the National Account Manager, Broadline Distributors, you will be responsible for leading Mondelēz’s national business with the three largest U.S. broadline distributors: Sysco, US Foods, and Performance Food Group (PFG). Your core focus is delivering profitable case growth, strengthening distribution, and expanding Mondelēz presence across national and regional branches.

You will serve as the dedicated headquarters contact for Sysco, US Foods, and PFG, leading national strategy, business planning, contract negotiation, trade investment management, and the development of marketing programs that create a triple win for Mondelēz, the distributor, and the operator. Close collaboration with distributor category management, culinary teams, and national accounts leaders is essential in unlocking joint growth.

Reporting to the Customer Business Leader, Non-Commercial Verticals, you will also partner with field sales and broker teams to ensure flawless execution, resolve distribution gaps, and accelerate operator pull-through across all customer segments supplied by these distributors.

The ideal candidate brings strong commercial acumen, deep knowledge of broadline distribution economics, advanced negotiation skills, and the ability to build strategic, data-driven partnerships that support long-term sustainable growth.

Responsibilities

Distributor Leadership and HQ Relationship Ownership

• Serve as the national headquarters lead for Sysco, US Foods, and PFG, owning overall distributor strategy, annual planning, and partnership development.
• Lead Joint Business Planning and long-range growth strategies, focusing on profitable distribution gains, pricing governance, trade planning, and brand building within each distributor network.
• Act as the central point of contact for category managers, merchandising leaders, national accounts teams, supply chain, and culinary innovation groups.
• Align on new product listings, category opportunities, operator activation, and strategic programs that drive Mondelēz volume and visibility.

Sales Growth, Distribution Expansion and Execution

• Use distributor business intelligence, case volume analytics, and operator trends to identify distribution gaps and prioritize national and regional opportunities.
• Drive case growth by improving distribution, driving operator demand, increasing compliance with national programs, and elevating visibility of core and innovation SKUs.
• Deliver compelling selling stories supported by insights and analytics to influence distributor priorities and operator engagement.

Contract Negotiation, Trade Management and Program Governance

• Lead negotiation and renewal of national agreements for Sysco, US Foods, and PFG, ensuring pricing structures, margin expectations, and program economics support profitable growth.
• Manage all trade investment, program accruals, funding structures, and performance metrics with a commitment to delivering a triple win for Mondelēz, the distributor, and the operator.
• Oversee program compliance, pricing accuracy, contract governance, and quarterly business reviews in collaboration with revenue management, finance, and supply chain.
• Develop and activate operator-focused marketing programs, culinary solutions, menu applications, and promotional investments that drive incremental case growth and strengthen brand preference.

Cross Functional Collaboration

• Collaborate with field sales and broker partners to execute distributor programs, strengthen branch engagement, and accelerate operator penetration.
• Partner closely with supply chain to manage service levels, inventory flow, and warehouse transitions to ensure uninterrupted product availability.
• Work with customer marketing to develop and deliver foodservice-specific selling materials, culinary applications, distributor sales meeting content, and marketing investments that support joint strategies.

Pipeline, Forecasting and Analytics

• Manage all business initiatives, opportunity pipelines, and activity tracking through HubSpot CRM.
• Deliver accurate forecasts, financial models, performance reporting, and insight-driven recommendations for internal stakeholders and distributor leadership.
• Prioritize initiatives based on data, profitability, and strategic value.

More About This Role

Education / Certifications:

• Bachelor’s degree required.

Job specific requirements:

• Minimum five years of experience in Away From Home broadline distribution.
• Strong understanding of Sysco, US Foods, and PFG structures, pricing models, and operator selling dynamics.
• Demonstrated success leading contract negotiations, managing trade investment, and building marketing programs that deliver a triple win.
• Advanced analytical, financial, and negotiation capabilities.
• Strong relationship building skills and the ability to collaborate across sales, finance, supply chain, marketing, and culinary teams.
• Highly organized with the ability to manage multiple priorities and large national customers simultaneously.

Travel requirements:

25-35% travel to distributor headquarters, regional divisions, business planning sessions, and industry events.

Salary and Benefits:

The base salary range for this position is $122,000 to $167,750; the exact salary depends on several factors such as experience, skills, education and location. In addition to base salary, this position is eligible for participation in a highly competitive bonus program with possibility for overachievement based on performance and company results.

In addition, Mondelez International offers the following benefits: health insurance, wellness and family support programs, life and disability insurance, retirement savings plans, paid leave programs, education related programs, paid holidays and vacation time. Some of these benefits have eligibility requirements. Many of these benefits are subsidized or fully paid for by the company.

No Relocation support available

Business Unit Summary

The United States is the largest market in the Mondelēz International family with a significant employee and manufacturing footprint. Here, we produce our well-loved household favorites to provide our consumers with the right snack, at the right moment, made the right way. We have corporate offices, sales, manufacturing and distribution locations throughout the U.S. to ensure our iconic brands—including Oreo and Chips Ahoy! cookies, Ritz, Wheat Thins and Triscuit crackers, and Swedish Fish and Sour Patch Kids confectionery products —are close at hand for our consumers across the country.

Key skills/competency

• Broadline Distribution
• National Account Management
• Contract Negotiation
• Trade Investment
• Business Planning
• Commercial Acumen
• Data Analytics
• Relationship Building
• Cross-functional Collaboration
• Financial Modeling