The Opportunity

Kewpie is a globally recognised FMCG brand with a dominant retail presence and significant untapped opportunity across Australian foodservice. This newly defined role is central to accelerating growth through national distributor partnerships and expanding free trade volume across HORECA channels.

Reporting into senior leadership, you will own distributor strategy end to end, from commercial negotiations through to execution at branch level. This is a hands-on, high-impact role suited to someone who thrives in a performance driven, relationship led environment.

Key Responsibilities

• Lead and manage national distributor relationships including Bidfood, PFD, Superior, Countrywide and NAFDA members;

• Negotiate trading terms, pricing, and JBPs to drive profitable volume growth;

• Develop and execute national distributor strategies to expand foodservice penetration;

• Own distributor account plans, trade marketing programs, and promotional execution;

• Conduct QBRs, performance reporting, and commercial reviews against key KPIs;

• Translate market and customer insight into actionable sales, marketing, and product initiatives; and

• Represent the brand at industry events, trade shows, and key stakeholder forums.

About You

• Proven experience managing foodservice distributors within the Australian B2B market;

• Strong commercial acumen with confidence in pricing, negotiation, and margin management;

• Demonstrated success driving sales growth through distributor led models;

• Highly capable in account planning, trade marketing execution, and performance analysis;

• A proactive, self-directed operator who builds long term partnerships and delivers outcomes; and

• Comfortable travelling nationally as required.

Why Join Kewpie

• Work with a globally respected brand and category leader;

• High visibility role with genuine autonomy and commercial influence;

• Clear opportunity to shape foodservice growth strategy nationally; and

• Supportive, values led organisation with a long term growth mindset.

How to Apply 
 
For more information or a confidential discussion please call Tim Ogilvy at u&u on 0466603880 quoting reference number 43688.
 
At u&u Recruitment Partners, we value diversity, equity and inclusion. We welcome applications from Aboriginal and Torres Strait Islander people, people with diverse cultural and linguistic backgrounds and people with disability. 
 
Should you require reasonable adjustments or have a preferred method of communication throughout the recruitment process, we encourage you to make a request via adjustments@uandu.com or phone the above-mentioned u&u consultant to discuss. In response to these requests, we will collaborate closely with you to implement the appropriate adjustments. 
 
Additionally, for a barrier-free and inclusive online experience, you can access u&u’s opportunities using accessibility software Recite Me at https://www.uandu.com/jobs.  
 
Please submit your resume in Word format only.