Sr. Strategic Account Manager

Sr. Strategic Account Manager – Richmond, VA

The Senior Strategic Account Manager (Sr. SAM) role within STG Lane is responsible for developing business across an assigned group of key accounts that will contribute important growth and profit to the company. The primary responsibility is to leverage deep sales and industry expertise to develop sales strategies for other tobacco products (OTP) and accessories, including cigars, roll‑your‑own, filtered cigars, traditional and value pipe, and rolling papers.

The position is responsible for developing and fostering strong account relationships with retailers and suppliers, both existing and new clients, and working cross‑functionally across STG Lane support functions.

• Manage sales and administration activities within an assigned listing of retail chain headquarters.
• Use “Challenger / Persuasive” presentation techniques to plan, ask questions, maintain control, listen, overcome objections, and close sales.
• Understand and achieve product distribution objectives for identified products.
• Act as a self‑starter with a sense of urgency to deliver results per company directives.
• Analyze data from Home Office sources (MSAi, Salesforce, etc.).
• Develop account‑specific sales plans and maintain consistent route coverage to visit assigned accounts quarterly.
• Collaborate with the National Sales Manager to ensure marketing and account penetration plans are in place.
• Gain appointments with key decision makers in targeted key accounts.
• Facilitate the product ordering/receiving process by influencing distributor inventory levels.
• Drive adult consumer portfolio awareness, consideration, and trial through chain‑approved display presence and impact signage at retail.
• Complete HQ and internal administration duties accurately and timely.
• Support and attend identified customer trade shows and/or events.
• Perform other duties and responsibilities as assigned.

• Bachelor’s degree required.
• MS Office (Outlook, Excel, Word, PowerPoint) required.
• Previous experience in FMCPG manufacturer sales preferred.
• Experience with  (CRM) preferred.

• Excellent communication skills, including group presentation ability.
• Solid numerical aptitude for data collection, organization, and analysis.
• Strategic thinker with strong business acumen.
• Effective negotiation and closing ability.
• Excellent problem‑solving skills.
• Ability to work independently and remain organized.
• Proficiency with Microsoft applications:
  Outlook, Word, PowerPoint, Excel.
• Strong attention to detail.
• High energy level and enthusiasm.
• Willingness to travel up to 50% of the time, including overnight stays.

Not Applicable

Full‑time

Sales and Business Development

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