UNFI National Account Manager

The Touch Agency

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Reporting directly to the Vice President of Sales, the UNFI National Account Manager will be instrumental in growth and scale for our Clients business with UNFI. Responsibilities include the development of distribution channel strategy, assortment management to support Regional Sales Team, and proactive problem solving to mitigate potential issues at the distributor level. This role will partner with Sales and Client Management teams on overall Client strategy and will work cross-functionally among all aspects of UNFI sales. Responsibilities will include promotional planning and execution, assortment management across DCs, assistance with new item launches, coordination of tabletop events, and relationship management with UNFI SRMs and Supply Chain teams. UNFI National Account Manager will also assist Clients in navigating various operations issues and deduction questions.


Major Responsibilities

Headquarter Management

Strategic account management of UNFI National distribution network to include new and existing item sell-in and DC activation.

Utilize syndicated data to provide insights and recommendations to both Client and UNFI partners. Strong focus on fact-based selling.

Guide emerging brands through new vendor set-up process.

Build and strengthen relationships with UNFI SRM and Procurement teams.


Promotion Management

Develop and execute overarching UNFI promotional & trade marketing strategies for 20+ brands. 

Maintain promotional planning document and ensure promotion execution by tracking contract and artwork deadlines, verification of published deals, etc.

Manage trade spend within Client budget guidelines.

Communicate promotional changes with Client Management and Sales teams in a timely manner.

Actively plan and participate in UNFI Tabletop Shows and other major trade events including Natural Products Expo.


DC Management

Partner with Touch Agency Regional Sales & Client Management teams to effectively analyze inventory data and performance metrics. Provide creative solutions for management of slow moving inventory.

Strategize DC inventory for each client based on customer mix.

Research and actively seek new business opportunities within UNFI in alignment with Client objectives while supporting distribution for existing serviced accounts.  

Ensure day-to-day execution and support of account initiatives with Regional Sales team.

Supply Chain Management

Help Clients navigate operations issues and provide solutions when necessary.

Regularly report on activity/initiatives, sales execution, and changes in the competitive landscape via Monday.com (CRM) reporting system.

Assist Clients with occasional deduction questions and provide guidance for deduction management and disputes.



Five to seven years minimum experience calling on UNFI Headquarters for Natural/Specialty Grocery, preferably in a B2B role with a National brand or broker. Special consideration will be given to former UNFI Headquarter employees.

Established business cadence and relationships with UNFI SRM and Supply Chain team members. Minimum 2-3 UNFI references required.

Broad range of experience to problem solve at multiple levels and departments within UNFI.

Comprehensive knowledge of UNFI Sales & Marketing programs.

Motivated, adaptable, a team player and a self-starter.

Ability to self-manage and nimbleness to work across multiple brands.

Comfortable in a fast-paced, growing company with the ability to adapt to change quickly.

Strong negotiation, communication, analytical and selling skills.

Good computer skills.

Ability to travel required. Must live near a major US airport. Estimated travel 20-40%.

Bachelor's degree strongly preferred.

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