Major Account Manager

Job Description
Job Purpose
The Major Account Manager for Kraft Heinz Ingredients (KHI) is a high-impact role responsible for owning and growing a defined territory by developing strategic partnerships with key ingredient customers. This is a unique opportunity for a bold, commercially driven leader who thrives on full business ownership and is passionate about delivering solutions in the dynamic food ingredients space.
This role is not a traditional sales position-it requires an entrepreneurial mindset, a consultative approach to selling, and the ability to create and capture value through data-driven planning, customer insights, and cross-functional collaboration. The ideal candidate brings deep industry knowledge, a drive to innovate, and a hunger to influence both internal and external stakeholders from day one.
Essential Functions & Responsibilities

• Own the full commercial performance of your assigned territory, including strategy development, planning, and execution.
• Build and maintain profitable customer relationships, expanding business within existing accounts and consistently prospecting for new opportunities.
• Develop in-depth knowledge of the food ingredients sector, including categories such as dairy, sauces, bases, and flavors-and how they are used in product development and formulation.
• Leverage a solution-oriented, consultative sales approach that drives long-term strategic value with customer decision-makers.
• Deliver on quarterly and annual sales targets, build a robust pipeline, and ensure sustainable, profitable growth.
• Work closely with Marketing, R&D, Supply Chain, and other internal teams to co-develop customer solutions, drive innovation, and support new product development.
• Lead business planning efforts with small to mid-sized accounts, aligning customer and KHI priorities to unlock growth.
• Partner with Marketing to craft compelling selling stories grounded in category insights, consumer trends, and performance data.
• Maintain a clear, up-to-date view of your sales pipeline; track key performance metrics and drive opportunities from qualification to close.
• Contribute to demand forecasting, support the Sales & Operations Planning (S&OP) process, and help mitigate waste across the supply chain.
• Champion innovation internally and externally by identifying customer needs, influencing product development, and unlocking incremental revenue through creative commercial solutions.

Expected Experience & Required Skills

• Bachelor's degree in business, marketing, sales, or a related field preferred; equivalent experience will be considered.
• 2-3 years of progressive sales experience, ideally in food ingredients, foodservice, or CPG.
• Proven track record in building customer relationships, unlocking profitable growth, and winning new business.
• Experience or familiarity with ingredient sales, product formulation, or R&D is strongly preferred.
• Spanish language proficiency is preferred.
• Strong commercial acumen with the ability to assess, prioritize, and act on high-impact opportunities.
• Demonstrated ability to think critically, problem-solve independently, and drive results with urgency and ownership.
• Excellent verbal and written communication skills; able to influence and engage cross-functionally and externally.
• Financial literacy and comfort with sales metrics, P&L drivers, and forecasting.
• Technologically proficient in Microsoft Office Suite and CRM platforms (e.g., Salesforce).
• Must be able to lift up to 50 lbs (e.g., product samples).
• Valid driver's license and clean driving record.
• Willingness to travel 40-50% for customer meetings, site visits, and internal engagements.

Work Environment & Schedule
This is a remote-based role that can be performed from a home office, with travel required based on business needs. The position follows a salaried, exempt schedule, allowing flexibility to meet customer and internal expectations, which may include occasional early mornings, evenings, or weekends. Regular domestic travel within the assigned geographic territory is expected, including overnight trips as necessary. The role requires in-person engagement with customers, distributors, and internal teams to drive business objectives effectively. To support travel needs, this position is eligible for a company-provided vehicle or a car allowance.
This job description is not designed to cover or contain all duties or responsibilities that are required of the role. Duties or responsibilities may change or be added with or without notice.
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.
New Hire Base Salary Range:
$88,000.00 - $110,000.00
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)
Employee's Home - Geo
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 [email protected] for assistance.