Sr. Customer Sales Manager- Military

Accountabilities:

Drive strategic sales growth: Lead sales initiatives and business development strategies across the military customer portfolio, focusing on profitable revenue growth, increased market share, and achievement of financial targets.
Manage key customer accounts: Serve as the primary point of accountability for customer relationships across DeCA, International, and AAFES, ensuring alignment, consistency, and effective execution of commercial activities.
Develop business strategies: Create, implement, and evaluate comprehensive business plans aligned with customer objectives, business unit priorities, market trends, and long-term growth opportunities.
Own financial performance: Manage P&L responsibilities, monitor revenue and profitability, analyze financial performance, and identify opportunities to improve commercial results.
Lead cross-functional initiatives: Coordinate with sales, category management, supply chain, technology, and local marketing teams to improve business performance and strengthen execution.
Build strategic customer relationships: Establish and maintain strong relationships with key decision-makers, develop customer trust, and deliver tailored commercial solutions that support mutual business objectives.
Optimize trade investments: Develop and manage trade promotion strategies, monitor promotional spending, maintain budgets, and maximize return on investment while controlling trade expenditure as a percentage of revenue.
Leverage market and competitive insights: Analyze internal and external market data, customer performance, competitor activities, and industry developments to identify opportunities and inform strategic decisions.
Drive category management: Deliver category management expertise and customer-specific programs that improve retail execution, strengthen product positioning, and increase category profitability.
Support product development and distribution: Drive new product introductions, core product distribution, special customer programs, and initiatives designed to increase volume and market share.
Ensure operational excellence: Monitor customer service levels, identify areas for improvement, and implement action plans to ensure seamless product delivery and supply chain performance.
Lead business reviews: Organize and participate in major customer meetings, annual business reviews, customer visits, and executive-level strategic discussions.
Collaborate with headquarters: Act as the primary liaison between customer teams and the central sales organization, ensuring effective communication, strategic alignment, and coordinated execution.
Communicate business performance: Provide management with regular updates on customer strategies, competitive developments, market conditions, commercial performance, and key business initiatives.
Promote team development: Encourage collaboration, innovation, knowledge sharing, and professional development while supporting a culture of accountability and continuous improvement.
Requirements:
Significant professional experience in sales, account management, or strategic customer development, preferably within the food, beverage, consumer goods, or retail industries.
Strong background in sales strategy and a comprehensive understanding of business processes, including forecasting, promotional planning, and multi-year strategic development.
Previous experience managing P&L responsibilities, with demonstrated ownership of revenue, profitability, and financial performance.
Proven ability to develop and maintain strategic relationships with major customers, senior decision-makers, and cross-functional stakeholders.
Strong financial acumen, including the ability to understand profit and revenue drivers, interpret financial data, evaluate business performance, and identify growth opportunities.
Demonstrated expertise in trade promotion management, budget allocation, promotional effectiveness, and return-on-investment optimization.
Experience developing and executing customer-specific business plans that deliver measurable commercial results.
Strong understanding of category management, retail execution, supply chain coordination, and customer service improvement.
Excellent analytical and strategic planning abilities, with the capacity to interpret market intelligence, assess competitive activity, and translate insights into actionable business strategies.
Strong decision-making skills supported by critical thinking, sound commercial judgment, and a results-oriented mindset.
Exceptional communication, negotiation, presentation, and relationship-building skills, including the ability to engage effectively with senior-level stakeholders.
Demonstrated ability to lead cross-functional initiatives and influence teams without relying solely on direct authority.
Strong organizational and project management skills, with the ability to manage multiple priorities and deliver against ambitious business objectives.
Adaptability, initiative, and a proactive approach to problem-solving in a fast-paced and evolving commercial environment.
Ability to work remotely while maintaining effective communication and strong collaboration with geographically distributed teams.
Location requirement: Must reside within a two-hour driving distance of Richmond, Virginia, due to customer engagement and business connectivity requirements.
Benefits:
Competitive annual base salary: $120,800–$151,000, depending on geographic location, relevant experience, professional qualifications, and skills.
Performance-based bonus: Eligibility for additional compensation through a performance-based bonus program, subject to applicable plan terms.
Comprehensive healthcare coverage: Access to medical, prescription drug, dental, and vision insurance for employees and eligible dependents.
Retirement savings: Access to a 401(k) retirement savings plan.
Financial protection: Life insurance, accidental death and dismemberment (AD&D), and short- and long-term disability coverage.
Paid time off: Paid vacation, company holidays, and applicable leave of absence programs.
Flexible work arrangements: Full-time remote working opportunity, subject to the position's geographic and customer connectivity requirements.
Employee wellbeing: Access to physical, emotional, social, and financial wellbeing resources, events, and learning opportunities.
Family support: Employee assistance programs and family support resources.
Professional development: Access to training, learning opportunities, and career development programs designed to strengthen professional capabilities and support long-term growth.
Recognition programs: Opportunities to participate in employee recognition initiatives and celebrate individual and team achievements.
Inclusive workplace culture: A commitment to diversity, equal employment opportunities, professional growth, and an environment where employees are encouraged to contribute their perspectives and ideas.