Sr Sales Manager

About the role

This position reports to the office in Chesapeake, VA on a regular basis. Candidates should reside within a 50‑mile radius of Chesapeake, VA. The role focuses on achieving profitable new business, growing net new sales in existing assigned accounts, forecasting and responding to customer needs, developing and implementing strategic sales plans aligned with corporate goals, monitoring accounts receivable, building high‑level customer relationships, presenting new McLane programs, aligning resources with customer needs, influencing customer expectations, and controlling expenses within budget guidelines.

Responsibilities

• Responsible for complex and high‑value customer interactions, requiring a deep understanding of both market conditions and customer needs.
• Develop and execute high‑level strategic planning and decision‑making, contributing to long‑term customer initiatives while staying flexible to new trends, opportunities, and threats.
• Sell McLane solutions in assigned accounts and grow sales through new and expanded business.
• Understand financial selling—calculate profitability of customers and products and produce accurate, informative presentations.
• Influence variables affecting fill rate, in‑stock levels, and supply surety.
• Participate in divisional projects such as new‑business onboarding, semi‑annual re‑routes, aged inventory disposition, recalls, and other initiatives requiring strong communication and follow‑up.
• Guide and mentor sales managers and teammates, helping develop their skills and career trajectories.
• Lead cross‑functional projects and initiatives, driving collaboration between key stakeholders.
• Provide regular digital records of all customer engagements, highlighting friction, strategic concerns, opportunities, and required actions.
• Prepare and lead quarterly customer business reviews, presenting new programs, promotions, trade events, SKU management, gap analysis, overstock reduction, technology solutions, and other growth initiatives.
• Consistently utilize and promote the Key Account Leadership (KAL) process and adoption of McLane technology investments (e.g., Salesforce.com, Tableau).
• Build and maintain relationships with key customer influencers and decision‑makers.
• Maintain visibility with customers in stores, meetings, and offices per assigned call frequency, identifying friction and sales opportunities.
• Analyze and interpret complex performance metrics and KPIs to optimize sales processes and improve efficiency.
• Model consistent use of McLane technology investments to ensure efficiency, accuracy, and consistency in communications.
• Leverage all available information and reports to manage assigned accounts, creating significant value for both the customer and McLane while aligning with broader business objectives.
• Proactively ask insightful, strategic questions and synthesize knowledge to drive performance and business results.
• Evaluate publicly available insights into key competitors’ strengths, weaknesses, financials, technology, new initiatives, and limitations.
• Continuously evaluate and anticipate industry trends, enhanced selling practices, and best practices in sales and leadership, perpetually growing skills and knowledge.
• Other duties as assigned.

Qualifications

• Bachelor’s degree in business or a related field.
• Two or more years of experience in grocery, sales, retail, or a similar field.
• Ability to understand and compute profitability of large, high‑value customers and product lines, and to produce accurate business reviews and presentations.
• Leadership abilities, including strong verbal and written communication, professional demeanor, organizational skills, self‑confidence, multi‑task decision‑making, and planning for success.
• Highly proficient in Excel, Microsoft Word, and PowerPoint.
• Willingness to travel as requested.
• Ability to read, write, and understand English at a level sufficient to perform job‑related tasks safely and effectively.

Benefits

• Day 1 medical, dental, and vision insurance
• FSA/HSA options
• Company‑paid life insurance
• Paid time off begins on day one
• 401(k) profit‑sharing plan after 90 days
• Pet insurance
• Maternity/paternity leave
• Employee assistance programs
• Discount programs
• Tuition reimbursement program
• Additional benefits and perks

Pay

Salary range: $74,000 – $86,000 per year. This role is eligible to participate in the annual incentive plan with a target incentive of 10 % of base annual salary.

Schedule

Full‑time position.