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McLane Company, Inc. · 4 hours ago

Sr Sales Manager (Chesapeake, VA)

Chesapeake, VA

Full-time

Hybrid

Mid, Senior Level

2+ years exp

McLane Company, Inc. is a leader in the distribution industry, seeking a Sr Sales Manager to drive profitable new business and grow net new sales in existing assigned accounts. The role involves developing strategic sales plans, building customer relationships, and leading cross-functional initiatives to optimize sales processes and enhance overall efficiency.

Transportation/Trucking/Railroad

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 the development of long-term customer initiatives, while remaining flexible in response to new trends, opportunities, and threats

Sell McLane solutions in assigned accounts and grow sales through new and expanded business

Understand financial selling—calculating the profitability of customers and products as well as producing accurate and informative presentations

Understand and favorably impact the variables impacting fill rate, in stocks, and surety of supply

Participate in divisional projects to include action plans on new business onboarding, semi-annual re-routes, aged inventory disposition, recalls, and other projects requiring excellent communication and follow-up

Guide and mentor sales managers and other teammates, helping to develop their skills and career trajectory

Lead cross-functional projects and initiatives, driving collaboration between key stakeholders

Provide regular digital record of all customer engagements—highlighting friction, strategic concerns, opportunities, and actions required

Prepare and lead customer business reviews (minimum quarterly) for assigned accounts—routinely presenting new programs, promotions, trade events, SKU management, gap analysis, overstock reduction, McLane technology solutions, and other new programs developed for future sales growth

Consistently utilize and promote the Key Account Leadership process (KAL) and adoption of McLane technology investments (e.g.: Salesforce.com, Tableau, etc.)

Build and maintain relationships with key customer influencers and decision makers

Maintain visibility with customers in stores, meetings, and at their office, per assigned call frequency identifying friction and opportunities to grow sales

Analyze and interpret complex broad performance metrics and KPIs to optimize sales processes and improve overall efficiency and effectiveness

Model consistent utilization of McLane technology investments to ensure efficiency, accuracy, and consistency when communicating on behalf of McLane

Utilize all available information and reports to manage assigned accounts, ensuring that resources are leveraged to create significant value for both the customer and McLane, while aligning with broader business objectives

Proactively ask insightful, strategic questions and demonstrate a strong ability to synthesize and apply knowledge to drive performance and business results

Evaluate and understand publicly available insights into key competitors’ strengths, weaknesses, financials, technology, new initiatives, limitations, etc

Continuously evaluate and anticipate industry trends, enhanced selling, and best practices in sales and leadership, perpetually growing skills and knowledge of the role and industry

Other duties as assigned

Qualification

Sales StrategyCustomer Relationship ManagementFinancial AnalysisMicrosoft ExcelSalesforce.comLeadership SkillsCommunication SkillsProblem SolvingTeamworkOrganizational Skills

Required

Bachelor's degree in business or related field

Two or more years of experience in grocery, sales, retail, or similar job fields

Be able to understand and compute the profitability of large, high-dollar customers and product lines as well as produce accurate and informative business reviews and new customer presentations

Possess leadership abilities to include both verbal and written communication skills, a professional attitude and appearance, organization skills, strong self-confidence, multi-task-oriented decision-making skills, and the ability to plan for success

Highly proficient in Excel, Microsoft Word, and PowerPoint applications

Willing to travel as requested

This position requires the ability to read, write, and understand English at a level sufficient to perform job-related tasks effectively and safely. This includes understanding work instructions, safety protocols, and communications essential to the role. The requirement is directly related to the nature of the job and ensures compliance with workplace safety and operational standards