Sales Manager, Distributor/Supplier

transfoHRm; United States; On-site; USD 90,000 - 120,000; Full time

Job summary

A leading HR services firm is seeking a Sales Manager, Distributor/Supplier to lead a dynamic sales team focused on driving new business and expanding within existing accounts in the foodservice market. The ideal candidate will have 5-8 years of SaaS sales experience, with an emphasis on developing outbound programs and managing a high-performing team. This full-time role offers opportunities for significant growth and collaboration with cross-functional teams to ensure commercial success.

Qualifications

• 5-8 years of SaaS sales experience.
• Ability to lead and coach a sales team.
• Experience building outbound programs in high-growth environments.

Responsibilities

• Drive new customer acquisition and revenue growth.
• Oversee the sales team, ensuring pipeline health.
• Partner with marketing for aligned campaigns.

Skills

SaaS sales experience

Experience in Foodservice or Distributor markets

Leadership

Data-driven mindset

Job description

Our client is hiring a Sales Manager, Distributor/Supplier to lead a focused, high‑performing sales unit to drive new customer acquisition and revenue growth within the Foodservice Distributor market. This role is responsible for achieving ambitious growth targets by effectively managing a hybrid sales motion: driving new logos through aggressive outbound strategies and expanding revenue within the existing customer base. You will oversee the commercial success of the organization’s entire Distributor product suite.

What You Will Do

Sales Leadership & Strategy

• Team Leadership: Lead, coach, and manage a specialized team comprising a New Logo Account Executive (AE), an Account Manager (AM) focusing on "back to base" cross‑selling, and a Business Development Representative (BDR).
• Own a New Logo bookings target: BDR and AM hiring already in‑progress, upon successfully demonstrating competence and traction selling our suite of Solutions, we will hire a New Logo (AE) rep under you.
• Pipeline Generation: Own end‑to‑end responsibility for pipeline health. Drive the BDR build outbound programs that target key Distributor prospects.
• Expansion Strategy: Guide the Account Manager in identifying white‑space opportunities within the existing client base to upsell TrackMax, Impact CRM, Insights, and Payment solutions.
• Process Execution:
  • Establish and enforce sales processes that support a scalable, high‑velocity motion for both new business and renewal/upsell opportunities.

Performance Management

• Forecasting & Accountability: Monitor team metrics, forecast revenue, and report on KPIs to executive stakeholders with precision.
• Coaching: Identify gaps in productivity, conversion rates, and deal velocity. Implement strategies to close those gaps through hands‑on coaching, particularly in navigating complex distributor sales cycles.
• Methodology: Implement a consistent sales methodology that ensures the team creates value for Distributors, positioning Meal Ticket as a strategic partner rather than just a vendor.

Cross‑Functional Collaboration

• Marketing Alignment: Partner with Marketing to align pipeline generation and Account‑Based Marketing (ABM) campaigns specifically designed for the Distributor market.
• Product Feedback: Provide structured feedback to the Product team regarding Trackmax, Insights, and Impact CRM based on real‑time customer insights and sales trends.
• RevOps Partnership: Work closely with Revenue Operations to ensure CRM hygiene, optimize territories, and ensure forecast accuracy.

What You Will Bring

• Grit: a "get stuff done" attitude.
• SaaS & Industry Experience: 5‑8 years of SaaS sales experience, experience selling into the Foodservice or Distributor markets is a plus but not required.
• Product Fluency: Ability to quickly master and sell complex product suites and articulate the value of Payment solutions.
• Execution Focus: Experience building outbound programs and managing inbound volume in a high‑growth environment.
• Leadership Style: A high EQ leader and coach who can attract, develop, and retain top talent.
• Mindset: Data‑driven, commercially minded, and resourceful. You excel in fast‑paced, dynamic environments with PE‑backed growth expectations.

Seniority Level

Mid‑Senior level

Employment Type

Full‑time

Industry

Human Resources Services

Location

United States