Strategic Account Manager

Strategic Account Manager

Richmond, VA

Job Summary:

The Strategic Account Manager (SAM) position 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 role focuses on fostering strong account relationships with retailers and suppliers, both existing and new clients, and collaborates closely with multiple support functions across STG Lane.

• Responsible for sales and administration activities within an assigned listing of retail chain headquarters; key market influencers within the assigned region(s).
• Utilize “Challenger / Persuasive” presentation techniques, including pre‑meeting planning, asking the right questions, maintaining control of the presentation, listening to customers, overcoming objections, and closing the sale.
• Understand and achieve product distribution objectives for identified products (new and existing).
• Act as a self‑starter with a sense of urgency in delivering results per company directives.
• Use data presented from Home Office (MSAi, Salesforce, etc.) to inform decisions.
• Develop account‑specific sales plans and create consistent route coverage to visit assigned accounts on a quarterly basis.
• Collaborate with National Sales Manager to ensure appropriate marketing and account penetration plans are in place to identify and monitor opportunities.
• Gain appointments with Key Decision Makers in targeted key accounts.
• Facilitate the product ordering/receiving process with strong influence and management of distributor inventory levels.
• Drive adult consumer portfolio awareness, consideration and trial through chain‑approved display presence and impact signage at retail.
• Complete both HQ and internal administration duties accurately and timely.
• Support/attend identified customer trade shows and/or events.
• Other duties and responsibilities as assigned.

• Excellent communication skills, including group presentations.
• Strong numerical aptitude for collecting, organizing and analyzing data and drawing valid conclusions.
• Strategic thinker with strong business acumen.
• Effective negotiation and closing ability.
• Excellent problem‑solving skills.
• Ability to work independently with responsibility and be organized.
• Proficiency with Microsoft applications (Outlook, Word, PowerPoint, Excel).
• Strong attention to detail and high energy level.
• Extensive travel (≤ 50% including overnights).

• Comprehensive Health Care, Vision & Dental Plan
• Flexible Spending Account
• Disability Plans
• Basic & Supplemental Life Insurance
• Additional Supplemental Benefits
• Paid Vacation, Paid Time Off (PTO) days, Holidays
• 401(k) Retirement Saving Plan with generous Company match

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