Sr Sales Manager

Job Description

McLane is one of the largest and most stable supply chain services leaders in the United States. We've been at the forefront of delivering retail and restaurant solutions for convenience stores, mass merchants, drug stores, and chain restaurants for over 125 years. Our vision is to be an agile, innovative, and unified supply chain partner that delivers a superior customer experience, improves the lives of our teammates and community, and produces best-in-class returns.

This position is based in Rogers, AR, 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 Rogers, AR.

The Sr Sales Manager will look to identify 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.

• Day 1 Benefits: medical, dental, and vision insurance, FSA/HSA, and company-paid life insurance
• Paid holidays, earn vacation time, and sick leave accrual from 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!

• 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.

• 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.

• Primarily office or customer office environment.
• Conditions may vary by customer or McLane office and are subject to change.