[Hiring] Senior Regional Account Manager, Sales @Kodiak Cakes

Role Description

Kodiak is looking for a seasoned CPG sales leader to accelerate profitable growth across our Midwest regional grocery accounts. In this senior individual-contributor role, you will own complex headquarters-level retailer partnerships, shape multi-year customer strategies, and translate category opportunities into stronger distribution, shelf presence, and financial performance. You will lead high-stakes buyer conversations, manage trade investment with discipline, and bring a clear point of view on where Kodiak can win.

What will you do?

• Own and expand strategic headquarters-level relationships with Midwest regional grocery chains, including senior buyer and category-management stakeholders; serve as the accountable commercial lead for assigned accounts.
• Build and lead multi-year retailer growth strategies and annual joint business plans, balancing revenue, volume, distribution, margin, and long-term brand-building objectives.
• Lead complex negotiations on assortment, pricing, promotion, innovation placement, and distribution expansion; create commercially sound solutions that deliver value for Kodiak and retail partners.
• Own customer-level financial performance, trade investment, and promotional strategy; evaluate spending efficiency, profitability, and return on investment, and make timely course corrections.
• Drive rigorous account forecasting and business reviews, synthesizing retailer signals, syndicated data, shipment and consumption trends, and promotional plans into actionable projections.
• Identify whitespace opportunities and create persuasive, category-led growth stories that win shelf space, unlock innovation, and strengthen Kodiak’s competitive position.
• Direct broker and cross-functional execution across Sales, Finance, Marketing, Shopper Marketing, Supply Chain, and Sales Operations; remove obstacles and ensure commitments translate into results.
• Anticipate retailer and business risks, lead resolution of complex customer issues, and share account insights and effective practices that elevate the broader sales organization.

Qualifications

• Strategic headquarters-level selling: Ability to build influential buyer relationships and lead complex, high-value negotiations with regional grocery headquarters.
• Enterprise-minded account ownership: Ability to connect customer plans to Kodiak’s broader growth, profitability, and category priorities.
• Advanced commercial and financial judgment: Confidence owning trade budgets, forecasts, customer profitability, promotional ROI, and difficult investment tradeoffs.
• Category-led influence: Ability to turn consumer, shopper, retailer, and syndicated insights into persuasive recommendations and measurable growth.
• Senior-level cross-functional leadership: Ability to align stakeholders, direct broker execution, and influence decisions without relying on formal authority.
• Independent execution and prioritization: Sound judgment and resilience in a remote environment with multiple complex customer priorities.

Requirements

• A sustained record of directly owning headquarters-level sales relationships with regional grocery chains in CPG, including independent buyer negotiations and retailer business planning.
• Experience managing complex or strategically important grocery accounts with clear accountability for revenue, distribution, trade spending, forecasting, and profitability outcomes.
• Demonstrated success winning incremental distribution, improving customer economics, or growing underperforming accounts through data-backed commercial strategies.
• Hands-on ownership of annual customer plans, promotional investment decisions, forecast accuracy, and customer-facing business reviews.
• Ability to use Excel, presentations, syndicated data, and retailer reporting to influence decisions and communicate with senior stakeholders.
• Experience guiding brokers and cross-functional partners through challenging customer initiatives; experience coaching peers or sharing best practices is valuable but direct people management is not assumed.
• Ability to travel up to 30% and work effectively in a fully remote environment.

Benefits

• Medical/dental/vision plans
• 401k match
• FSA & HSA accounts
• Life & ADD Insurance
• Short Term & Long-Term Disability Insurance
• Cell Phone & Internet Stipend
• Relocation assistance
• Annual Professional Development Stipend
• Travel Reimbursement
• Annual performance bonus
• Employee Equity Plan
• A company fleet of snowboards and other equipment
• Wellness lifestyle allowance (B.E.A.R Bucks)
• Mental Health Therapy Benefit & the Calm app
• Free Kodiak Product
• Flexible Time Off
• Sick Leave
• Early-out Fridays
• Parental leave
• Casual dress code
• A variety of other Kodiak-unique perks