What are the responsibilities and job description for the Sales Manager, Distributor/Supplier position at Meal Ticket?
Role Summary -
The Sales Manager, Distributor/Supplier will 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 Meal Ticket’s Distributor product suite, including Trackmax, Insights, Impact CRM, and Strategic Supplier solutions.
What You Will Do -
Meal Ticket is committed to bringing together humans from different backgrounds and perspectives, providing employees with a safe and welcoming work environment free of discrimination and harassment. We strive to create a diverse & inclusive environment where everyone can thrive, feel a sense of belonging, and do impactful work together.
As an equal opportunity employer, we prohibit any unlawful discrimination against a job applicant on the basis of their race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability*, age, veteran status, or any other status protected by the laws or regulations in the locations where we operate. We respect the laws enforced by the EEOC and are dedicated to going above and beyond in fostering diversity across our workplace.
The Sales Manager, Distributor/Supplier will 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 Meal Ticket’s Distributor product suite, including Trackmax, Insights, Impact CRM, and Strategic Supplier solutions.
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.
- 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 suites (Trackmax, CRM, Data/Insights) 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.
Meal Ticket is committed to bringing together humans from different backgrounds and perspectives, providing employees with a safe and welcoming work environment free of discrimination and harassment. We strive to create a diverse & inclusive environment where everyone can thrive, feel a sense of belonging, and do impactful work together.
As an equal opportunity employer, we prohibit any unlawful discrimination against a job applicant on the basis of their race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability*, age, veteran status, or any other status protected by the laws or regulations in the locations where we operate. We respect the laws enforced by the EEOC and are dedicated to going above and beyond in fostering diversity across our workplace.
- Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Meal Ticket. Please inform our HR Team (HR@mealticket.com) if you need any assistance completing any forms or to otherwise participate in our application or interview process.