Sr Sales Manager (Chesapeake, VA)

Take your career further with McLane!

McLane teammates, the driving force behind our success, are diverse professionals who work together seamlessly to keep our operations running smoothly. As a teammate, you will pair your dedication, expertise, and collaborative spirit with your fellow teammates to serve America's most beloved brands. McLane leaders think long-term, act with purpose, and inspire high performance. They lead with accountability, communicate clearly, and drive results through collaboration, innovation, and continuous growth. They empower each teammate to learn from industry leaders, develop their skills, and build lasting connections nationwide.

This position is based in Chesapeake, VA, which will require the candidate to report and work from the office on a regular basis. Therefore, interested candidates should be within a 50-minute commute to Chesapeake, VA.

Achieve 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 strong and high-level customer relationships, presenting new McLane programs, aligning McLane resources with the customer's needs, influencing customer expectations and perception of McLane, and controlling expenses within budget guidelines.

Benefits you can count on:

• Day 1 Benefits: medical, dental, and vision insurance, FSA/HSA, and company-paid life insurance
• Paid time off begins day one.
• 401(k) Profit Sharing Plan after 90 days.
• Additional benefits: pet insurance, maternity/paternity leave, employee assistance programs, discount programs, tuition reimbursement program, and more!

What you'll do as a Sr Sales Manager:

• Sales Strategy and Execution
  • 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.
• Communication and Influence
  • 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.
• Analysis and Reporting
  • 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.

Qualifications you'll bring as a Sr Sales Manager:

• 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.

Fit the following? We want you here!

• Teamwork oriented
• Organized
• Problem solver
• Detailed

Our roadmap. Our story.

We've been forging our path as a leader in the distribution industry since 1894. Building an expansive nationwide network of team members for 130+ years has allowed us to stay agile for our clients across the restaurant, retail, and e-commerce industries. We look to the future and are ready to continue making industry-defining moves by embracing the newest technology into our practices, continuing team member training, and emphasizing our people-centered culture.

Candidates may be subject to a background check and drug screen, in accordance with applicable laws.

All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

For our complete EEO and Pay Transparency statement, please visit https://www.mclaneco.com/legal/employment/