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UNFI Careers
158353 Requisition #


The Sr Manager Sales and Sourcing – International delivers merchandising plans, oversees vendor and category management, and import souring business assigned. This role will maintain vendor partnerships domestically and internationally by enhancing and identifying the value of strategic partnerships and enticing new vendor partners. The Sr. Manager will also work closely with the Sales team to ensure connectivity between Merchandising and Sales, and delivery against UNFI International sales and profit commitments. The position will also oversee and support the pricing strategy and pricing processing, maintain margin integrity for the business, and drive marketing and customer interface efforts to ensure UNFI International’s product portfolio is fully represented.


Job Responsibilities

Import Sourcing Sales - 50%

  • Drives sales with assigned accounts in the US market.
  • Accountable for meeting goals and sales commitments in a highly competitive and challenging environment influenced by currency rates, ocean freight contracts, and international political and economic changes.
  • Monitors sales & margin numbers and tracks against budgets, maintains category anniversary sales, and analyzes customer accounts to identify potential incremental sales opportunities.
  • Regularly reviews customer feedback and promptly resolves claims. Negotiates with both customers and vendors on claim resolution to minimize loss to UNFI.

Leadership - 20%

  • Manage a remote team with Sourcing, Sales, and/or Merchandising functions.
  • Develop and cross-train direct reports ensuring all team members are proficient with the process for both food and non-food imports in the various UNFI systems.

Vendor Management - 10%

  • Identifies and develops new vendor relationships, negotiates terms, and onboarding.
  • Maintains existing vendor relationships, creates joint business plans, creates pricing sheets, and catalogs, and negotiates promotions.
  • Deliver and track cost reduction or cost increase avoidance.
  • Manages and negotiates vendor disputes to resolution.
  • Maintains vendor scorecard and tracks vendor decisions, compliance, and performance. Conducts annual vendor reviews and rationalizations.

Category Management - 10%

  • Collects category review summaries (from the Corp team, vendors, Nielsen & UNFI, etc.)
  • Tracks trend data and builds an understanding of how to apply trend knowledge.
  • Acts as Subject Matter Expert on sales support and interactions.
  • In tandem with Sales Managers, assists customers in identifying their roles (Destination, routine, occasional, fill-in) for certain categories to develop category strategies (4P) for each role but focus on promotions.
  • Conducts annual SKU rationalization.

Merchandising - 10%

  • Publishes New Item Sheets / Catalogues to the Sales team bi-weekly.
  • Develop customer’s PL program with UNFI's own brands or own brands packers.
  • Offers promotions from SV Harbor, Tri-Master, and Seasonal catalogs to the Sales team.
  • Plans cross-merchandising and creates offers to the Sales team.


Education/ Certifications/or Equivalent combination of education training and experience:

  • Bachelor’s degree in business, Marketing, Communication, Finance, Accounting, or a related field.


  • 5+ years of people management experience preferred.
  • 5+ years of wholesale or retail merchandising experience across multiple categories and geographies.
  • 5+ years of international logistics experience.
  • 5+ years of P&L management experience.
  • 5+ years of international commerce experience preferred.
  • Experience in a wholesale or retail environment preferred.

Knowledge/ Skills/ Abilities:

  • Strong quantitative skills, with the ability to compile and analyze data.
  • Able to work independently with minimal supervision.
  • Possess the ability to represent the Company’s interests to vendors, organizations, and customers.
  • Ability to communicate across all levels.
  • High level of attention to detail.
  • Proficiency in Microsoft Office Suite.


  • Some travel may be required.
  • Most work is performed in a temperature-controlled office environment.
  • Incumbent may sit for long periods of time at a desk or computer terminal.
  • While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
  • Incumbent may use calculators, keyboards, telephones, and other office equipment during a normal workday.
  • Stooping, bending, twisting, and reaching may be required in the completion of job duties.


All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or protected veteran status. UNFI is an Equal Opportunity employer committed to creating an inclusive and respectful environment for all. - M/F/Veteran/Disability. VEVRAA Federal Contractor.




UNFI anticipates paying the above-referenced pay rate (or within the above-referenced pay range) for this position.  Actual Pay, where applicable, will depend on a number of factors, including, but not limited to, education, experience, training, and any requirements under applicable collective bargaining agreements.  UNFI is committed to transparency in pay in compliance with applicable state and local laws.




For Washington positions (or positions that may be performed remotely from Washington), Click HERE for Washington-specific paid time off details.


Candidates hired into this position will also be eligible to participate in the following benefits programs:  Paid Time Off; Sick Time; paid holidays and parental leave; 401K Program; medical, dental, vision, life, and accidental death/dismemberment insurance; short-term and long-term disability insurance program, Flexible Spending Account and/or Health Savings Account, subject to meeting the eligibility requirements and the terms and conditions of these programs, and subject to any requirements under applicable collective bargaining agreements.


Sales Positions Only:  For sales positions that are commission-based, the above range is an estimate of total potential commission-based compensation during an associate’s first year, but UNFI offers an introductory period minimum of $680 per week.  After the introductory period, as a 100% commission-based role, there is no set salary.  UNFI’s commission plans are uncapped and average earnings vary depending on territory and sales achieved, among other factors.


UNFI’s compensation, benefits, and paid time off policies are subject to change in the Company’s sole discretion, consistent with applicable law.  This job posting should not be construed as an offer of employment with certain terms, nor should it be construed as a guaranteed minimum.

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