Vice President, Sales

Why Work for KeHE?

• Full-time
• Pay Range: $180,730.00/Yr. - $265,051.00/Yr.
• Shift Days: , Shift Time:
• Benefits on Day 1
• Health/Rx
• Dental
• Vision
• Flexible and health spending accounts (FSA/HSA)
• Supplemental life insurance
• 401(k)
• Paid time off
• Paid sick time
• Short term & long term disability coverage (STD/LTD)
• Employee stock ownership (ESOP)
• Holiday pay for company designated holidays

Overview

Good people, working with good people, for our common good. Sound good? KeHE-a natural, organic, specialty and fresh food distributor-is all about "good" and is growing, so there's never been a more exciting time to join our team. If you're enthusiastic about working in an environment with a people-first culture and an organization committed to good living, good food and good service, we'd love to talk to you!

Primary Responsibilities

The Vice President of Sales is a senior commercial and enterprise leader responsible for shaping strategy, customer engagement, and accelerating profitable growth across assigned channels or for a specific retailer. This role will set the strategic direction, build a high-performance sales organization, and drive the revenue and forecasting discipline that underpins sustainable growth. This leader will work cross-functionally with marketing, product, and operations to translate market intelligence into actionable strategy — identifying unmet customer needs, staying ahead of competitive shifts, and championing innovations that expand the customer base. We are looking for a proven leader who brings equal parts strategic vision, operational rigor, and genuine passion for developing the people around them. As with all positions at KeHE Distributors, we expect that all actions will be consistent with KeHE’s Mission, Vision, and Values.

Essential Functions

DUTIES, TASKS AND RESPONSIBILITIES

• Own executive-level relationships for a portfolio of large strategic customer accounts, serving as a trusted advisor and primary point of escalation.
• Own customer segment-level P&L with full accountability for revenue, contribution margin, EBITDA, and overall customer profitability.
• Develop multi-year commercial roadmaps encompassing growth plans, category direction, innovation priorities, and performance milestones.
• Lead major contract negotiations, renewals, and high-stakes commercial discussions with strategic customers.
• Sponsor and lead joint business planning sessions and quarterly business reviews across assigned accounts.
• Identify and activate new growth opportunities that improve customer performance and expand share of wallet.
• Resolve escalations and complex relationship issues in a timely, commercially sound manner.
• Partner with category management, supply chain, operations, finance, and marketing to ensure seamless customer execution.
• Lead, coach, and develop directors and broader account teams supporting assigned customers and segments.

Minimum Requirements, Qualifications, Additional Skills, Aptitude

SKILLS, KNOWLEDGE AND ABILITIES

• Ability to set and execute segment and account growth strategy; establish revenue, market share, and performance targets; and build large, complex sales organizations.
• Strong knowledge of P&L management, EBITDA, and contribution margin analysis; ability to translate financial and operational data into clear, actionable business decisions.
• Demonstrated ability to define enterprise and segment-level commercial strategy, connect long-term vision to near-term execution, and adapt to evolving market dynamics.
• Ability to establish KPIs, operating rhythms, and performance standards that drive consistency, discipline, and continuous improvement across teams.
• Exceptional ability to lead high-impact enterprise-level negotiations and navigate complex stakeholder environments to achieve mutually beneficial outcomes.
• Skilled at driving alignment across Sales, Supply Chain, Operations, Finance, Marketing, and Category teams; leads through influence to deliver integrated solutions.
• Advanced analytical rigor and data-driven mindset; ability to identify root causes, mitigate risk, and resolve complex business challenges with structured approaches.
• Ability to set vision and culture, coach and develop leaders at all levels, and build high-performing teams with a strong sense of accountability and growth mindset.
• Ability to lead effectively through ambiguity and change; makes timely, high-quality decisions in fast-paced, dynamic environments.
• Proficiency in CRM platforms, sales analytics tools, and account planning software; advanced skills in Microsoft Excel, PowerPoint, and Power BI.
• Ability to communicate effectively to all levels of the organization both written and verbally.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in business, sales, or a related field required, MBA or advanced degree preferred.
• 15+ years of progressive sales leadership experience, including 8+ years in senior leadership roles.
• Demonstrated success delivering financial results and building high-performing teams.
• Experience managing large, strategic accounts in distribution, CPG, grocery, retail, or related industries strongly preferred.
• Proven record in executive-level customer engagement and complex deal negotiation

PHYSICAL REQUIREMENTS

• Ability to travel regularly to customer locations, internal sites, company headquarters, and industry events.
• This role operates primarily in a professional office environment and is sedentary in nature. Requires prolonged periods of sitting, working at a computer, and participating in virtual and in-person meetings.
• Frequent use of standard office equipment including laptops, phones, and conference technology.
• The noise level in the work environment is typically low to moderate.
• Requires clear verbal and written communication, including presentations and executive-level discussions.
• These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job. Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions.

Requisition ID

2026-29473 Equal Employer Opportunity Statement

KeHE Distributors provides equal employment opportunities to all employees and applicants for employment and prohibits all forms of discrimination and harassment on the basis of race, color, religion or faith, sex, gender, age, ancestry, national origin, mental or physical disability or medical condition, sexual orientation, gender identity or expression, marital status, military or veteran status, genetic information, or any other category protected under federal, state, or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training as well as the administration of all Human Resources and Talent Acquisition processes.

The Vice President of Sales is a senior commercial and enterprise leader responsible for shaping strategy, customer engagement, and accelerating profitable growth across assigned channels or for a specific retailer. This role will set the strategic direction, build a high-performance sales organization, and drive the revenue and forecasting discipline that underpins sustainable growth. This leader will work cross-functionally with marketing, product, and operations to translate market intelligence into actionable strategy - identifying unmet customer needs, staying ahead of competitive shifts, and championing innovations that expand the customer base. We are looking for a proven leader who brings equal parts strategic vision, operational rigor, and genuine passion for developing the people around them. As with all positions at KeHE Distributors, we expect that all actions will be consistent with KeHE's Mission, Vision, and Values.

SKILLS, KNOWLEDGE AND ABILITIES

• Ability to set and execute segment and account growth strategy; establish revenue, market share, and performance targets; and build large, complex sales organizations.
• Strong knowledge of P&L management, EBITDA, and contribution margin analysis; ability to translate financial and operational data into clear, actionable business decisions.
• Demonstrated ability to define enterprise and segment-level commercial strategy, connect long-term vision to near-term execution, and adapt to evolving market dynamics.
• Ability to establish KPIs, operating rhythms, and performance standards that drive consistency, discipline, and continuous improvement across teams.
• Exceptional ability to lead high-impact enterprise-level negotiations and navigate complex stakeholder environments to achieve mutually beneficial outcomes.
• Skilled at driving alignment across Sales, Supply Chain, Operations, Finance, Marketing, and Category teams; leads through influence to deliver integrated solutions.
• Advanced analytical rigor and data-driven mindset; ability to identify root causes, mitigate risk, and resolve complex business challenges with structured approaches.
• Ability to set vision and culture, coach and develop leaders at all levels, and build high-performing teams with a strong sense of accountability and growth mindset.
• Ability to lead effectively through ambiguity and change; makes timely, high-quality decisions in fast-paced, dynamic environments.
• Proficiency in CRM platforms, sales analytics tools, and account planning software; advanced skills in Microsoft Excel, PowerPoint, and Power BI.
• Ability to communicate effectively to all levels of the organization both written and verbally.

EDUCATION AND EXPERIENCE

• Bachelor's degree in business, sales, or a related field required, MBA or advanced degree preferred.
• 15+ years of progressive sales leadership experience, including 8+ years in senior leadership roles.
• Demonstrated success delivering financial results and building high-performing teams.
• Experience managing large, strategic accounts in distribution, CPG, grocery, retail, or related industries strongly preferred.
• Proven record in executive-level customer engagement and complex deal negotiation

PHYSICAL REQUIREMENTS

• Ability to travel regularly to customer locations, internal sites, company headquarters, and industry events.
• This role operates primarily in a professional office environment and is sedentary in nature. Requires prolonged periods of sitting, working at a computer, and participating in virtual and in-person meetings.
• Frequent use of standard office equipment including laptops, phones, and conference technology.
• The noise level in the work environment is typically low to moderate.
• Requires clear verbal and written communication, including presentations and executive-level discussions.
• These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job. Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions.